Take the initiative with this internet based course to enhance your sales team's skills by learning basic marketing principles, sales concepts and exposing common mistakes made by brokerage salespeople. Partnership Selling in the Supply Chain (PSSC) has been specifically created to address the unique characteristics of selling in the third-party brokerage field. The updated course includes new videos from Dr. Jim Kenny, knowledge checks, additional resources, and all the tools a salesperson needs to succeed. Registration is $550 for members and $700 for non-members.
Throughout this course, you will learn to:
- Build Partnering Relationships Prospect for New Sales
- Plan & Make Sales Calls
- Respond to Prospect Objections
- Build Long-Term Relationships
- Understand Buying Behavior and the Buying Process
- Recognize Ethical and Legal Issues in Selling
PSSC is different than the usual sales course, which emphasizes efficiency, increasing closing percentages, and overcoming objections. The PSSC course preempts objections and stresses effectiveness by developing long-term partnering relationships with shippers and carriers. The emphasis is to stop the mentality of moving a load here and there for someone, and instead focus on a long-term relationship.
Schedule of Activities for Trimester 1, 2023:
Partnership Selling In The Supply Chain:
Start Date: January 2, 2023
Start Module 1 – Marketing Principles: January 3, 2023
Student Orientation with TIA Staff & Course Instructor: Week of January 10, 2023
Start Module 2 – Basic Selling Concepts for 3PLs: January 16, 2023
Start Module 3 – Building Partnering Relationships: January 23, 2023
Start Module 4 – Ethical and Legal Issues in Selling: January 30, 2023
Virtual Office Hours With Instructor(s): Week of February 6-12
Start Module 5 – Buying Decisions and the Buying Process: February 13, 2023
Start Module 6 - Adaptive Selling for Relationship Building: February 20, 2023
Start Module 7 – Prospecting: February 27, 2023
Start Module 8 – Planning and Making the Sales Call: March 13, 2023
Start Module 9 – Responding to Objections: March 27, 2023
Virtual Officer Hours with Instructor(s): Week of April 3-9, 2023
Start Module 10 - Obtaining a Commitment: April 10, 2023
Start Module 11 – After the Sale: Building Long-Term Partnerships: April 17, 2023
Partnership Selling Course Final Exam: Friday, April 28, 2023