The University of Toledo

Professional Sales Training Program  

Overview

The ESSPS Professional Sales Training Program is designed to provide sales representatives and other team members who have a business development responsibility with the background and tools to grow revenues by identifying,understanding,presenting,and securing business in a consultative and collaborative manner. Skills will be strengthened using a combination of lectures, hands-on exercises, and/or role playing.

Can be customized for your industry and organization!

Training Duration and Schedule

Overall duration is approximately 24 hours,and individual modules may vary by around 30 minutes to 90 minutes depending on the amount of hands-on exercises requested. The training could take course over half (4 hours) or whole days (8 hours),and organizations can select all or some of the modules to accommodate for sales team needs (skill level),time constraints,and budget. If training will take place over more than one day,the dates might not be consecutive due to teaching schedules and/or organization availability.  

Modules

Relationships
Understand the foundations for a successful relationship that will have long term impact for both the selling and buying organization 

Buying Influences
Understanding things from the customer’s point of view is the number one quality of a highly successful sales person

Social Styles
Establish and develop relationships with greater speed and effectiveness by identifying and aligning social styles

Prioritization
Increase sales by allocating resources to partner and strategic ally accounts. Improve account’s value by finding gaps in the account’s attractiveness

Preparation
Set better expectations with internal and external customers by mapping out objectives,strategies,and tactics for long term business,the current sales cycle,and the upcoming sales call

Communication and Listening
Advance skills to gather and present information by understanding the verbal and nonverbal elements of communication and the power of active listening

Information Gathering (Getting Information)
Ensure success and consistent (no-gap) information gathering by standardizing the information gathering process

Presenting Solutions (Giving Information)
Keep customers engaged in active listening by tailoring communications (oral and written)

Handling Objections
Recognize and respond to how the customer feels like he/she is going to lose so the call can be resumed and mutual commitment made (sales cycle advanced)

Closing (Getting Commitment)
Advance the sales cycle by asking for commitment that is specific,mutual,and incremental

Contact us at 419-530-6133 or edwardschmidtschool@utoledo.edu to request an outline.

Consulting and Research

Professional sales faculty and staff also consult and conduct research according to client specific needs. 

Facility Rentals

High tech facilities are also available for corporate rental.  Host your next meeting, training, coaching session, and/or focus group at the University of Toledo!

• 3M Sales Technology Conference Room (Stranahan Hall 4170)
  • Seats 16 plus a presenter
  • Rich cherry finishes and high back, adjustable chairs
  • Conference table with built in electric and network connections
  • Wireless internet
  • Fully mediated with computer, projector, screen, dry erase board, portable SMART board, document camera, and Mediasite* web casting and knowledge management.  Lifesize video conferencing available soon. 
• Huntington Sales Lab (Stranahan Hall 4200)
  • 4role play rooms with Mediasite* web casting and knowledge management (2 offices each seat 6, 1 lobby/living room seats 4, 1 break room/kitchen seats 4).
  • Perfect for role playing and small focus groups
• Portable, off campus Mediasite* web casting and knowledge management is also available
• *Record, synchronize, and stream video/audio and media (ie: PowerPoint, Word, Adobe, web site, other applications, etc from your computer).  Mediasite capture rates include 12 months of secure, online content hosting so you can benefit from the event even after it is completed
• View Floor Plan

Contact 419-530-6133 or edwardschmidtschool@utoledo.edu for additional information on training, consulting, research, and facility rentals