Business News

Printing Industries of America and the Sales and Marketing Executives (S&ME) Announce New Program Sales Academy: Playbook for Selling Success

Friday 30. January 2009 - Printing Industries of America and Sales and Marketing Executives (S&ME) are pleased to announce a new training program - Sales Academy: Playbook for Selling Success - March 9-11 at Printing Industries of Americas in Pittsburgh, Pa.

Getting the junior level sales associate “up-to-speed” is not an easy task. The reality is that sales training is not a sales issue, but rather a company issue which impacts a number of areas within an organization, as well as the manner in which it engages the market place. Printing Industries of America and S&ME have developed a tailored sales training program that will offer a one-day orientation to the graphic arts with a two-day sales training curriculum.
Topics to be covered include:

Business Model — Who are they, and what do they do?
Technology and Talent Capabilities Assessment
Customer Assessment  — Vertical and applications
Near-term, Intermediate, and Long-term Opportunity Assessment
Pricing — Fee-based services, manufacturing, and ancillary
Pre-Sales Research,Tactics, Objectives, Services, and Targets
Sales Call — How to attain information from the discovery process
Presentation Content and Tactics
The Executable Take-Away Action Plan