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 Quarter 4, 2024:
Partnership Selling In The Supply Chain:
Start Date: September 30, 2024
Start Module 1 – Marketing Principles: September 30, 2024
Student Orientation with TIA Staff & Course Instructor: Week of October 7, 2024
Start Module 2 – Basic Selling Concepts for 3PLs: October 14, 2024
Start Module 3 - Building Partnering Relationships: October 14, 2024
Start Module 4 – Ethical and Legal Issues in Selling: October 21, 2024
Start Module 5 – Buying Decisions and the Buying Process: October 28, 2024
Start Module 6 - Adaptive Selling for Relationship Building: October 28, 2024
Virtual Office Hours With Instructor(s): Week of November 4, 2024
Start Module 7 – Prospecting: November 11, 2024
Start Module 8 – Planning and Making the Sales Call: November 18, 2024
Start Module 9 - Responding To Objections: November 18, 2024
Start Module 10 - Obtaining a Commitment: November 25, 2024
Start Module 11 – After the Sale: Building Long-Term Partnerships: December 2, 2024
Virtual Officer Hours with Instructor(s): Week of December 9, 2024
Partnership Selling Course Final Exam: Thursday, December 19, 2024