Day 5 Activities

1. Review and e-Learn

As practical (in person or by phone/conference call) you will review with your direct supervisor the previous day’s lesson(s) and activities including lessons 1-5 and the Miller Heiman reading assignment

2. Product Knowledge (Manager Assigned)

a)      Your direct supervisor will assign 2 products for you to study from the following list:

b)     Your direct supervisor will enroll you into the above selected (2) courses

c)      You will access and study all materials relative to the assigned Product Knowledge/Summary Sheet (click onto the hyperlink above to access the Product Summary/Knowledge Sheet)

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)       You will then complete the assigned e-Lesson/e-Quiz

3. Salesforce Part 4 (Field Applications)

a) Your contemporary mentor will explain and demonstrate how to:

• Enter contacts in Salesforce
• Create an a new account in Salesforce
• Create a sales opportunity in Salesforce
• Populate a Blue Sheet Opportunity in Salesforce
• Create a default opportunity team in Salesforce
• Convert leads in Salesforce
• Process Co-Up Expenses in Salesforce
• Enter Tyvek builder details in Salesforce

b) You will simultaneously refer to SOP’s:

• SOP SF 10.1 Creating  New Customer Account
• SOP SF 11.1 Creating a Sales Opportunity in Salesforce
• SOP SF 12.1 Populating a Blue Sheet Sales Opportunity
• SOP SF 13.1 Creating a Default Opportunity Team in Salesforce
• SOP SF 16.1 Populating Tyvek Builder Detail Information

4. Miller Heiman - Strategic Selling Review (Part 2 of 3)               

After reading Miller Heiman Strategic Selling Part 2, Chapters 7-10, you will:

a) Print an updated copy of the Miller Heiman Blue Sheet from the previous lesson

b) Take the adjacent e-Lesson, Miller Heiman Strategic Selling Review 12.1