Partnership Selling in the Supply Chain
May 11, 2015; July 13, 2015
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 22-week course combines a printed text with online assignments, study guides, videos and quizzes - all created to improve the sales skills of personnel in brokerage sales.
Learn How To:
- Build Partnering Relationships
- Prospect for New Sales
- Plan & Make Sales Call
- 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 objectives. The PSSC course avoids 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 focusing on a long-term relationship. You can also view sample assignments, study guides and quizzes.
