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“We have been doing it all wrong for years. It’s time to change!
What gets measured, gets action”.

Class Participant John MacDougall, President of Celplast Packaging Systems

“Course is excellent for new sales professionals in packaging. Arms you with the tools necessary for success and it is a great avenue for networking”.
Kay-Dean Lazarus, Sales & Marketing, Plexpack Corp
Target audience:
Anyone who wants to sharpen their sales knowledge.

Register today for PAC's sales training program specifically designed by packaging business leaders and experts, based on successful best practices and learn the sales process approach that your customers will endorse.

PSBS course curriculum includes:
The Selling Process
• Identifying the differences between selling activities and a sales process
• Benefits of developing a process approach to the sales function
• How and why to base your model on the customers’ activities

Buying Roles / Influencers
• Identifying the key influencers in complex sales
• Discussion of their roles and wants
• Why covering them all is important

Buying Readiness
• Identifying when your prospects are ready to buy
• Knowing when to “fold ‘em”

Understanding The Problem/Opportunity
• Why the investigative skill is critical
• Tactical approach to effectively working with the customer in developing an understanding of the problem/opportunity and its consequences

Sales Process Management
• Identifying and explaining the “funnel” approach
• Connecting the sales process with the funnel
• Applying metrics to the sales process

New Business Development
• Unique value proposition - what is it and why it is vital
• New account targets – best customer approach
• Using the buying influencers to gain opportunity
• Account development/management planning
• Improve your forecasting of the new business development

Where’s The Future
• Exploring lead generation and in-bound marketing


Survey results
Based on class of 15. Ratings based on 1 (low) to 10 (high)
Course 1 - January 30, 2013
• Average years of selling – 7.7
• Rating of content – 8.1
• Rating of trainer – 9.1
• Rating of course – 8.1
• Self-rating of sales skills before the course – 6.9
• Self-rating of skills at the end of the course – 7.7
• Self-rating of improvement of skills after the course – .8

Course 2 - April 30, 2013
• Average years of selling – 8
• Rating of content – 8.7
• Rating of trainer – 9.5
• Rating of course – 9
• Self-rating of sales skills before the course – 6.1
• Self-rating of skills at the end of the course – 7.5
• Self-rating of improvement of skills after the course – 1.4

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Course trainer Brian Schiedel brings over 35 years of business and sales management success to the development and presentation of the Packaging Sales Best Practice Course. As an industry expert, he has developed sales forces in the Folding Carton and the Label sectors across Canada and the USA. His process approach has been proven highly successful in new business development in the complex sales environment of Packaging.

When:
Tuesday, September 10, 2013
8:00 a.m. – Registration
8:30 a.m. – Session start
12:00 p.m. – Lunch
1:00 p.m. – Session continued
4:30 p.m. – Adjournment

Where:
PAC – The Packaging Association
1 Concorde Gate, Suite 607
Toronto, ON M3C 3N6

Price:
PAC members - $495.00 plus HST
Non-PAC members - $695.00 plus HST

How: Register online

Contact for more information:
Lindsey Ogle
PAC – The Packaging Association
416.646.4641

logle@pac.ca

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 © 2013 PAC
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