Day 6 Activities

1. Review and e-Learn

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

b) You will complete the Manager enrolled product knowledge course(s) (see page 14, part 2b)

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 5 (Metrics / Reports)

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

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

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

b) Take e-Lesson Miller Heiman Strategic Selling Review 13.1

5. Communication Basics (Part 1)

You will complete the adjacent eLesson, Communication Basics 10.1, where you will learn how to develop your professional presence, body language and verbal skills