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Consultative
Selling 
This information is also available
in
the new “Consultative Selling” folder in ELC.
Emerson Process Management and SPI have
scheduled training sessions for 2007 to provide you with the opportunity to
learn how best to focus on the customer's buying behaviors and how you can
have a direct influence in their processes.
Two of the SPI program courses incorporate case studies geared to
strategic solution selling and the application and solution selling process
utilizing components manufactured and sold by various Emerson Process
Management divisions. The two Consultative Selling Process courses available
that follow this format are:
Consultative Selling for Product & Application Solutions, Course
# ST39 / 2-day session
Combining application and solution sales of Controls and Instrumentation
components and services in the case study.
Consultative Selling for Strategic Solutions, Course # ST32 /
3-day session
Incorporating a higher level strategic sell with a Systems and Integrated
case study.
Additionally, Emerson Process Management and SPI offer a coaching and
management course intended for managers of people or sales coaches for
people that are using the Emerson Process Management 'Selling Process'. This
course addresses three key areas of sales management: Pipeline Analysis,
Opportunity Analysis, and Coaching Sales Consultants.
Consultative Selling Coaching and Managing the Selling Process,
Course #ST33 / 1-day
Emerson Process Management is now offering:
Consultative Selling to Executives, Course # ST41 / 2-days
Selling to Executives is a methodology and program that gives sales people a
proven way to engage in dialog with high- and mid-level executives with the
intent of eventually creating revenue opportunities.
Prerequisites: Attendance in
Consultative Selling for Products & Applications or Consultative Selling for
Strategic Solutions.
Course Dates in Austin, TX:
2007:
1/9-10/07: 2-day Selling to Executives (ST41)
2/5-8/07: 3-day Consultative Selling for Strategic Solutions (ST32)
2/8-9/07: 1-day Managing & Coaching Workshop (ST33)
4/17-18/07: 2-day Selling to Executives (ST41)
5/14-17/07: 3-day Consultative Selling for Strategic Solutions (ST32)
8/6-9/07: 3-day Consultative Selling for Strategic Solutions (ST32)
To register for one of the sessions please call 1-800-338-8158 or
641-754-3771 or
e-mail:
education@emersonprocess.com
. If you have questions or would like to
learn more about the training please contact Bill Bowden at
bill.bowden@emersonprocess.com or Pat Garland at
pat.garland@emersonprocess.com
Registration Information:
Phone: 800-338-8158; FAX:
641-754-3431
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