The Association of Independent Corrugated Converters’ (AICC’s) first-level sales training program, “Renewing Your Sales Force — Beginner Level,” is open for registration. This comprehensive, computer-based, individual training program is for new sales people in the corrugated, folding carton, and related packaging industries, including suppliers. It includes four-and-a-half hours of computer-based training delivered on CD-ROM and developed by Huthwaite Inc., founders of SPIN® Selling; a 200-page coaching guide for participant sales managers; and telephone assistance by an experienced Huthwaite trainer.
“This training combines the well-researched and tested approaches of Huthwaite founder, Neil Rackham, with a customized manual for sales managers to help new sales people succeed in applying proven sales techniques,” says John Morgan, AICC’s director of education and training. “We know how difficult it can be to try something new from a training program, and the first few months on the job for a new sales person can be at times overwhelming, so we had the coaching guide developed so that sales people have the help and support of their managers.”
The new sales training program is based on Huthwaite’s SPIN Selling Model of consultative selling, with additional sales skills development material drawn from Huthwaite’s experience. The CD-ROM includes exercises to assist in learning, interactive virtual selling scenarios, entertaining graphics, and an optional CD-ROM describing the corrugated container industry to provide a well-rounded learning experience. Topics include:
•An Overview of the Corrugated Container Industry (optional)
•Introduction to the Program
•Value Creation and the Customer’s Buying Cycle
•Awareness and Recognition of Needs (SPIN)
•Evaluation of Options — Customer Decision Criteria
•Resolution of Concerns — Handling Objections, Minimizing Risks
•Achievement of Results — Continuing the Discussion after the Sale
•Developing an Action Plan to Identify Priority Behaviors
•Coaching Guide for Sales Managers to Work with Sales Rep after the Program
The registration fee for AICC/NPA/FBA and TAPPI members will be $545 as of Jan. 1, 2008. Orders placed before the end of the year will save $50. AICC also offers a classroom intermediate level program on March 20-21 in Dallas, and an advanced level class on May 15-16 in Chicago. For more information and to register, visit www.aiccbox.org/education or contact Morgan at 877-836-2422 or jmorgan@aiccbox.org.
