1.    Review and e-Learn

a)      As practical (in person or by phone/conference call) you will review with your direct supervisor the previous sections and activities including lessons 1-4 and the Miller Heiman reading assignment

b)     You will take E-Quiz, ISSO02 – Inquiry, Sales Reports, Miscellaneous Sales Processes E-Quiz

2.    Product Knowledge (Branch Mix)

Select and study two brands/products assigned to your branch location.

a)      To access the product knowledge mix assigned to your branch location, click here

b)     Under your location click the hyperlink to the product you would like to study.

c)      Master all knowledge as it relates to the brand/company description, products, features, and resources in your location

d)     You will locate/inspect the above-mentioned product(s) in one of our warehouses

e)     Your direct supervisor will schedule a ride-along with a contemporary or defined expert who will:

•         Provide you with an overview of the product(s)
•         Explain how the product(s) fits into your market segment and accounts
•         Explain how to establish creditability for the product(s)

f)       In section 11, you will take the branch specific product knowledge course e-Quiz

3.    Salesforce Part 5 (Metrics / Reports)

a)      Your direct supervisor will explain to you the importance of honest data and demonstrate how to:

•         Track an opportunity – number, amount & age
•         Analyze new stocking dealers, project & existing dealer opportunities year to date
•         Analyze opportunities (by representative, month, sale type, value)
•         Create custom reports

4.    Communication Basics (Part 4)

You will complete e-Lesson Communication Basics 13.1 - Interpersonal Skills where you’ll learn how to create and deliver a message that isn’t misinterpreted.

5.    Miller Heiman - Strategic Selling Review (Part 3 of 3)

After reading Miller Heiman Strategic Selling Part 3, Chapters 11-13, you will:

•         Print an updated copy of the Miller Heiman Blue Sheet from the previous lesson
•         Take e-Lesson Miller Heiman Strategic Selling Review 13.1