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Toronto Location
Course Alumni
"Very informative and qualified presentation of the best practices
in 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 workshop specifically designed by packaging business leaders and experts, based on successful best practices and learn the sales process approach that your customers will endorse.

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

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

Survey results of 103 attendees
in eight classes

Ratings based from 1 (low) to 10 (high)
• Average years of selling - 9.8
• Rating of course content - 8.3
• Rating of course trainer - 9
• Overall rating of course - 8.6
• Self-rating of sales skills before the course - 6.4
• Self-rating of skills at the end of the course - 7.6
• Self-rating of improvement of skills after the course - 1.2
Course Alumni

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.

Wednesday, January 28, 2015
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

1 Concorde Gate
Suite 607
Toronto, ON

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

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Contact for more information:
Lindsey Ogle
PAC - Packaging Consortium


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