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Winnipeg Location
Course Alumni
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“Very informative and qualified presentation of the best practices
in printing and packaging sales.  Highly recommended.”

Martin Downey, Distribution Sales Manager, Pano Cap Canada

“A great, workable, business development model.”
Farhat Buchh, President, Britman Packaging Services
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


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

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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 Printing and 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 printing and packaging.

When:
Wednesday, April 23, 2014
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:
1000 Waverley Street - Room 103
 Winnipeg, Manitoba  R3T 0Y4 

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

Register:
Contact Barry Miller for registration
Executive Director
Manitoba Print Industry Association
bmiller@mpia.ca

Contact for more information:
Lindsey Ogle
PAC – The Packaging Association
logle@pac.ca

416.646.4641

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