This 4-day sales development “MSR Boot Camp” training is specifically designed for Caterpillar’s Machine Sales Reps and focuses on how to proactively manage a field sales territory to advanced opportunities and develop relationships with prospects and customers.
Training is much more effective through participation, which is why the MSR Boot Camp features interactive role plays and exercises customized to your business using Caterpillar products. MSRs will learn how to probe customers to really understand their business issues and potential needs and how important it is to listen (Always Be Listening!).Reps will learn that being a strategic partner or consultant to their customers means they can begin the sales process sooner than the competition! You close zero percent of the deals you don’t participate in!
Prior to the training the Instructor will contact the MSR to help identify 10 “target accounts” within their territory. During training, reps will learn techniques and strategies for how to create a growth plan with specific goals and objectives for these accounts and document their plans to offer measurable results. Reps will present their plans to the class on the last day of training.
Primary Instructor: David Alumbaugh, Business Performance Group
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