Target audience: Anyone who wants to sharpen their sales knowledge.

Register today for PAC's sales training program specifically designed by printing and 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

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Survey results of 68 attendees
in five classes
Ratings based from 1 (low) to 10 (high)
• Average years of selling – 11
• Rating of course content – 8.5
• Rating of course trainer – 9.1
• Overall rating of course – 8.6
• Self-rating of sales skills before the course – 6.6
• Self-rating of skills at the end of the course – 7.7
• Self-rating of improvement of skills after the course – 1.1
Course Alumni