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High Performance Sales College Offers Solutions-Oriented Selling Techniques

Monday, June 15, 2009

The Association of Equipment Manufacturers (AEM) is conducting another session of its High Performance Sales College July 13-14, 2009 in the centrally-located Chicago O’Hare Airport area (Rosemont Holiday Inn Express). CEU-Continuing Education Credits are available to attendees.

This intensive results-oriented AEM program is designed specifically for sales representatives and district managers in the equipment manufacturing industry.

Participants examine effective value-added selling techniques to create more effective customer partnerships. The goal is to look beyond product features and benefits and instead focus on the customer, identifying bottom-line solutions that meet their needs.

“If your company is making tough choices and changes to generate growth in today’s and tomorrow’s market environment, then the AEM Sales College can be a significant tool in charting your success,” notes Michael Marks of Indian River Consulting Group.

Marks is facilitator of the program. He is a highly regarded industry expert in distribution and sales management, and provides corporate strategic consulting for both the distribution and manufacturing segments.

The course consistently receives rave reviews from participants for its focus on real-world issues and challenges, industry-specific content and personalized approach. Enrollment is limited to assure hands-on learning with maximum interaction and feedback.

Topics include becoming an “A” player, channel management, planning and forecasting, time and territory management, assessing potential, targeting skills, managing distribution and developing action plans.

“Yes, it’s a very uncertain economy right now, but the reality of today’s marketplace is that the ultimate winners will be doing new things, not just the same things better. The savvy executive is making key strategic choices in preparation for the future, and will need to bring the sales force into alignment with the new strategy,” stated Marks.

“What the AEM Sales College does is provide the sales force with industry insight, competitive perspective, and an analytical model to invest the time to create market dominance in their assigned geography,” Marks explained.

For more information, contact AEM’s Rebecca Kettlewell at 414/298-4136 or

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