Day 9 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 1-3 and the Miller Heiman reading assignment

b) You will complete the Manager enrolled product knowledge course(s) (see page 22, part 3b)

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

After reading Miller Heiman Conceptual Selling, Part 3 Chapters 12 & 13, Part 4 Chapters 14 & 15:

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

b) Take e-Lesson Miller Heiman Conceptual Selling Review 16.1

4. Account Set-up and Maintenance

a) Your direct supervisor or local SME will explain and demonstrate how to set up and maintain a new customer account and apply:

• The Parksite Pricing Policy
• New account requirements/account type
• Re-sale (tax exempt) Certificate
• Credit application process
• Credit references
• Customer terms
• Salesmen site visit (warehouse and sales office)

5. Payment Processing/Options and Policies

a) Your direct supervisor or local SME will explain and demonstrate how to apply the various payment processing options including:

• SOP A 11.1 Credit Card Processing
• SOP A 10.1 COD & Certified Payment Accounts

b) You will simultaneously refer to the above mentioned SOPs

6. Communication Basics (Part 3)

You will complete the adjacent eLesson, Communication Basics 13.1 – Interpersonal Skills, where you will learn how create and deliver a message that isn’t misinterpreted.