Association Education Alliance
The Association Education Alliance (AEA) was formed in 1991 by five wholesale-distributor trade associations: PTDA, AHTD, EASA, FPDA and NAHAD. Currently, AEA represents 43 trade associations. AEA executives meet biannually to develop programs that deliver value to its members.
The Vision of the AEA is to identify, evaluate, and develop educational products and programs for use by member associations as well as to facilitate networking and idea sharing among AEA members.
AEA develops, with the support of Purdue University, and delivers the University of Innovative Distribution (UID), a powerful four-day educational experience offered each March for member Distributors and Manufacturers.
Since 1994, UID has provided exceptional education, at the most reasonable cost, to over 7,000 industry professionals throughout the world.
AEA members also develop, or co-produce, a variety of educational programs and services for the mutual benefit of their member companies throughout the year. These may include seminars, webinars, conferences and publications.
To learn more, visit http://www.aeamembers.net/
Tuesday, August 9 - Thursday, August 11, 2016
Drury Inn & Suites Dayton North, 6616 Miller Lane, Dayton, OH 45414
Two and a half days of practical skills, tools and fundamental disciplines that are essential for sales professionals. Included in this course:
Pillar I - Personal Disciplines
Learn the 24 disciplines needed as a professional salesperson. Taking personal ownership of these will assure consistent actions and maximized results in your territory. Sales is an individual sport where you must employ your own workout regimen and have a personal work ethic for brilliant performance. These sessions will inspire personal change and improved time management.
Pillar II - Relationship Skills
People buy from people that they like and trust. This course will sharpen core communication skills and drive home the importance of active listening! Highly engaging sessions will help you build relationships and skillfully adapt to all types of customers.
Pillar III - Strategic Selling
Attendees will gain a clear understanding of the big picture and the full range of responsibilities expected of sales professionals. Prospecting, account penetration, follow-up, service, and CRM will all be addressed. We will focus on territory management and implement formal strategic planning for key accounts.
Pillar IV - Tactical Selling
Includes a full day, target account workshop where you select an actual customer and will pre-plan for the next call. Using the workbinder, discussion, and help from peers, managers and the trainer; each will complete a written pre-call plan. Includes a high impact role-play session - recorded digitally and professionally critiqued! We will also work on skillfully responding to objections and negotiation ploys.
Who Should Attend?
Sales Professionals: Outside sales/account managers, career sales both rookie and veteran. This is perfect for brand new sales people and is totally applicable for experienced sales people. (note: All professional athletes attend training camp every year!)
Sales Managers: Managers and leaders should attend to learn the tools and disciplines offered so that they can coach and reinforce them ongoing after the training. All attending sales managers/leaders also receive a Follow-up Guide and personal help directly from the trainer to help leaders implement and build the Four Pillars structure into your sales team and corporate culture! This course is not a ‘one time shot’.
Sales Support: Product specialists, rental, parts, and any positions who work with the sales team to make joint calls or proactively contact customers will benefit greatly from this course.