TITLE: Consultative Selling

FOR: Kodak Sales people who need to plan, execute and follow up on an effective professional sales call.

PREREQUISITE SKILLS: The individuals attending this course should possess a basic level understanding of the products and services they sell.

DESCRIPTION: This course provides the core knowledge and application skills to effectively plan, execute and follow-up on a consultative sales call. This is achieved through a combination of lecture, role play with actual customer scenarios, self-assessment, peer feedback, and instructor coaching. Customized case studies are also part of this program to insure real-life applicability.

OBJECTIVES: On completion of this course, the student will be able to:· Plan for a consultative sales call by establishing an account strategy and setting

call objectives· Engage in more productive sales calls by utilizing the consultative framework:

Opening - how to build rapport and how best to focus the callCustomer Need Dialogue - how to understand and shape customer needs through the use of effective questioning, listening and checkingProduct Positioning - how to position Kodak, products and services in the way that makes the most sense to the customerCustomer Involvement - how to identify and resolve tough objections, and how to deal with antagonistic customers Closing - how to close effectively using clear action stepsFollow-up - how to follow-up to maintain contact and momentum, nurture the relationship, and expand the amount of business done with Kodak

· Efficiently and effectively go after new business, both with existing accounts and new prospects by learning how to get by gatekeepers, voice mail, how to use referrals and letters, and make effective use of the phone for appointments

· Differentiate Kodak from competitors by using a consultative approach to customer interaction

· Deal more effectively with competitors by learning how to gather competitive information, offset the competition, and sell against the most fierce competitors

LENGTH: Two days

VENDOR: The Richardson Company

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TITLE: Consultative Negotiations

FOR: Kodak Sales people who need to effectively negotiate contracts, terms and prices to build or maintain long-term positive and profitable relationships with customers

PREREQUISITE SKILLS: The individuals attending this program should have completed Consultative Selling or a similar program

DESCRIPTION: This course provides the core knowledge and application skills to effectively prepare for and participate in consultative negotiations with prospects and customers. This is achieved through a combination of interactive lecture, role playing and application to relevant deals and situations, trainer and peer feedback, and individual instructor coaching. Customized case studies are also part of this program to insure real-life applicability.

OBJECTIVES: On completion of this course, the student will be able to:· Prepare for negotiations by learning how to use lead time to internally

network, develop strategies, set objectives for final agreement, review assumptions, and develop a proposal using a Negotiation Action Planner

· Look for win/win alternatives by striving to satisfy the needs of both sides while distinguishing between needs and demands

· More effectively preserve price and margins by applying the Consultative Negotiation Framework

· Plan strategy and roles for each individual in a team negotiating environment· Discover the customer’s limits, real interests and bottom line· Identify various negotiating tactics and styles and react accordingly

LENGTH: Two days

VENDOR: The Richardson Company

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TITLE: Effective Sales Presentations

FOR: Individual salespeople and sales teams who make sales presentations in order to educate and influence prospects and clients

PREREQUISITE SKILLS: The individuals who take this program should have completed Consultative Selling or a similar program

DESCRIPTION: This course provides the core knowledge and application skills to effectively prepare for and present to prospects and customers. This is achieved through a combination of interactive lecture, performance-based feedback, multiple presentations, coaching, small group work, several videotapings, and one-on-one playback.

OBJECTIVES: On completion of this course, the student will be able to:· Prepare a presentation that takes into account the interests and concerns of

the participants · Choosing the right type of presentation for the objective· Speak more persuasively before large groups· Effectively deal with impromptu and informal presentations· Decide which types of presentation methods and visual aids will work best

under varying circumstances· Link the sales presentation to previous and future sales calls· Engage prospects in a dialogue that quickly qualifies and identifies needs· Deliver effective and impactful presentations using the Six Critical Skills

(Presence, Relating, Questioning, Listening and Observing, Positioning, and Checking)

· Handle nervousness· Control the environment for a more powerful presentation· Present effectively alone or in a team

LENGTH: One or two days

VENDOR: The Richardson Company

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TITLE: Territory Management and Planning

FOR: Kodak salespeople who want to plan and manage their territory more efficiently and effectively

PREREQUISITE SKILLS: The individuals who take this program should have completed Consultative Selling or a similar program, and have knowledge of the products and services they sell

DESCRIPTION: This course provides a set of tools and processes to effectively and efficiently plan and manage a sales territory. This is achieved through a combination of interactive lecture, small group discussion and problem-solving, application to relevant situations, trainer and peer feedback, and individual coaching.

OBJECTIVES: On completion of this course, the student will be able to:· Identify the most lucrative target customers through a prospect / customer

opportunity assessment tool (this includes analyzing business trends, customer’s financial health, profitability, use of company resources, access to decision makers, compelling buying event, etc.)

· Develop and use daily, weekly and monthly activity plans to drive results· Effectively balance time in and out of the field by prioritizing time within

the territory and accounts· Accurately forecast using a process based on the selling cycle· Increase sales call effectiveness by learning how to utilize time, effort and

resources more selectively in order to reap the greatest return for the effort invested

· Prepare for sales calls more effectively by researching prospects and customers, determining how to gain access to decision makers, and by establishing up-front objectives for the call

LENGTH: One day

VENDOR: The Richardson Company

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TITLE: Relationship Selling on the Phone

F0R: Employees engaged in inside (telephone) sales and telemarketing PREREQUISITES: None

DESCRIPTION: This program consists of pre- and post-course measurement of sales related behaviors. Each measurement is done through one to two hour observation of the inside sales rep. Areas of strength and development are noted for individuals and groups both before and after training. Also included is a DISC Profile which helps the sales rep understand their innate tendencies and the corresponding benefits and drawbacks with various types of customers. The course consists of interactive role plays and account related skill building exercises to help build skill and confidence in all aspects of the sales process. Customization will be done for teams so that role plays are applicable to actual selling situations.

OBJECTIVES: On completion of this course, the student will be able to:

· Build rapport with prospects and customers· Plan and execute strategies for using impact and solution questions to

explore the prospect or customer's problems, solutions and priority needs· Use questions to summarize, clarify and support customer's key business

initiatives before presenting· Effectively qualify leads· Define the differences between feature and benefit selling· Open a sales call with effective capability statements· Develop a customer benefit matrix· Obtain information about the decision maker in an organization· Demonstrate how to improve sales performance and productivity by dealingwith barriers to phone selling (voice mail, gate-keepers) and manage time

appropriately· Differentiate true objections from smoke screens· Utilize questions to re-engage customers and explore alternative solutions

to customer concerns· Respond to objections in a way that builds rapport· Gaining customer commitment to taking the next step through ethical,

effective closing steps LENGTH: 16 hours VENDOR: The Sutherland Group, Inc.

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TITLE: Sales Coaching and Mentoring

FOR: Sales Managers who want to increase the productivity of their salespeople by providing them with ongoing feedback and coaching

PREREQUISITE SKILLS: The individuals attending this program should have completed Essential Leadership Skills or a similar program

DESCRIPTION: This course provides the core knowledge and application skills to effectively coach and develop salespeople. It can also be structured to provide an overview of other Consultative Selling Skills and Negotiations Skills programs so that the manager can more effectively reinforce specific principles and techniques used by his or her sales force. The methodology for the program is highly interactive with intensive coaching and feedback.

OBJECTIVES: On completion of this course, the student will be able to:· Distinguish between developmental and evaluative coaching· Identify areas for improvement in your people· Develop and sustain the improvement plan· Devise ways to deal with the number one obstacle to coaching - time· Prepare more effectively for the coaching session · Give more effective feedback by following a Developmental Coaching Model· Reinforce the critical sales skills found in Consultative Selling and Negotiations

Skills programs· Use a flexible approach to coaching (small dose, when to tell vs. ask, removing

obstacles, strengthening the relationship, remote coaching, peer coaching)· Effectively reflect and improve on coaching skills

LENGTH: Four to eight hours

VENDOR: The Richardson Company

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TITLE: Managing Strategic Relationships

FOR: Kodak Salespeople who need to effectively develop and manage large and strategic accounts

PREREQUISITE SKILLS: The individuals attending this course should possess solid consultative selling skills, and sell to large and/or strategic accounts

DESCRIPTION: This course provides the participants with a structured methodology for developing and managing relationships with strategic accounts, as well as a review of the skill sets needed to effectively execute such plans. This is achieved through intensive coaching and feedback from peers and instructors as participants problem-solve and brainstorm while developing their game plans for actual accounts.

OBJECTIVES: On completion of this course, the student will be able to:· Use a specific methodology to track the sales cycle and buying process· Identify key decision makers issues, economics, politics and influences within an

account· Create and communicate a sales planning process with clear action steps· Relate to various levels of management, including how to get the appointment,

preparing for the call, selecting key and relevant issues, and overcoming level lock

· Gather customer intelligence and information about the customer’s customer via industry profiling, research (online and other)

· Consult on issues of interest to the customer· Manage the effective use of company resources (people, time, money)

LENGTH: Two or three days

VENDOR: The Richardson Company, Target Marketing Systems

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TITLE: Executive Selling

FOR: Senior level Kodak salespeople who need to create and maintain executive level relationships founded on business value.

PREREQUISITE SKILLS: The individuals attending this course should possess strong consultative selling and relationship building skills, as well as a firm grasp of financial analysis skills expected at senior management levels.

DESCRIPTION: This course concentrates on developing the specific skills and tactics necessary to create and maintain executive-level business relationships. This is achieved through a combination of lecture, team interaction, self-assessment, peer feedback, and instructor coaching.

OBJECTIVES: On completion of this course, the student will be able to:· Identify the most relevant executive contacts for a business opportunity and

determine the most appropriate way to access the executive· Gain access to senior executives· Plan and execute an effective executive level call, using skilled questioning

techniques· Research and profile the customer’s business to identify issues of critical

importance to that executive· Better articulate value to senior level executives by understanding what they are

interested in and how they make decisions · Develop credibility and trust more effectively with senior level executives by

providing valuable counsel on issues that are relevant and important · Gain ongoing access at executive levels by continually demonstrating business

value and focusing on the customer’s critical success factors· Develop a plan to insulate their business solutions from internal and external

sources of competitive attack

LENGTH: Two days

VENDOR: The Richardson Company, Target Marketing Systems

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TITLE: Managing Channel Relationships

FOR: Kodak Sales Reps and Managers who have responsibility for optimizing the value derived from distributors, brokers, or other indirect sales channels.

PREREQUISITE SKILLS: The individuals attending this course should possess strong consultative selling and relationship building skills, as well as a firm grasp of financial analysis skills expected at senior sales levels.

DESCRIPTION: This course provides the participants with a structured methodology for developing and managing relationships with channels. It is built upon the principle of aligning the BU’s goals and objectives with the channel partner’s business initiatives, resulting in measurable impact on the channel partner’s business beyond just the Kodak bottom line. This is achieved through intensive coaching and feedback from peers and instructors as participants problem-solve and brainstorm while developing their game plans for actual channel accounts.

OBJECTIVES: On completion of this course, the student will be able to:· Define value to the channel partner by understanding how to research and

analyzing their business· Assess the current relationship with the channel and determine the appropriate

course of action over a three-year time period· Provide greater value to the channel by both identifying key business drivers and

cataloging past initiatives to their issues, goals and objectives, and by linking future efforts to these critical business drivers as well

· Create a value proposition to track and communicate the measurable impact of Kodak’s relationship with the channel partner

· Define value to Kodak by setting benchmarks for revenue, profitability, risk factors and strategic value

· Map current and future business opportunities against value to the channel partner and value to Kodak enabling Kodak to make better use of limited resources

· Identify the channel’s culture and how adjustments may have to be made to do business more effectively

· Analyze the partner’s organization to understand Kodak’s status with each part and to insure consistency and accountability for key relationships

· Establish relationship management strategies for critical activities (gathering information, handling problems, tracking and communicating value) by using a Business Relationship Plan

LENGTH: Three days

VENDOR: Target Marketing Systems

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TITLE: Targeted Account Selling

FOR: Kodak Salespeople who need to better manage and maximize return on resources expended on targeted accounts.

PREREQUISITE SKILLS: The individuals attending this course should possess solid consultative selling skills

DESCRIPTION: This course provides the participants with a structured, repeatable methodology for analyzing and pursuing accounts more effectively. It provides the participants with a process by which to analyze such accounts, as well as a review of the skill sets needed to effectively execute such plans. This is achieved through intensive coaching and feedback from peers and instructors as participants problem-solve and brainstorm while developing their game plans for actual accounts.

OBJECTIVES: On completion of this course, the student will be able to:· Use a specific methodology to track the sales cycle and buying process· Identify key decision makers issues, economics, politics and influences within an

account· Create and communicate a sales planning process with clear action steps· Improve bid-to-win ratios and shorten selling cycles · Minimize discounts and negotiated concessions by establishing clear, unique

business value with customers· Decrease risk of unprofitable, resource-intensive contracts· Enhance account control and forecast accuracy· Manage the effective use of company resources (people, time, money)

LENGTH: Three days

VENDOR: Target Marketing Systems

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TITLE: The Ultimate Guide to Mental Toughness

FOR: Kodak Salespeople and Managers who need to maintain higher levels of motivation, focus, intensity and confidence on demand.

PREREQUISITE SKILLS: The individuals attending this course should possess a basic level understanding of the products and services they sell.

DESCRIPTION: This course is a focused business seminar that teaches a specific group of skills, collectively known as triggers, that are based on sports-psychology “psyching” techniques that most Olympic and professional athletes practice. It is a highly interactive seminar, with pre-work (book and audio-tape) and a follow-up audio-tape, voice-mails and conference calls after the seminar.

OBJECTIVES: On completion of this course, the student will be able to:· Engage in more productive sales calls by raising their level of self-motivation,

confidence and focus, and by reducing nervousness or call-reluctance· Utilize five distinct motivational tools to trigger states of peak confidence and

motivation· View problems as challenges to overcome rather than obstacles that thwart

progress· Design personal goals that compel them to take consistent action· Identify the forces that motivate and impede them from taking consistent action· Effectively deal with failure and cope with stress

LENGTH: Varies - two, four, and day and a half sessions

VENDOR: Daniel Teitelbaum

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TITLE: Trade Show Selling

FOR: Kodak Sales reps and technical specialists who staff and sell at trade shows

PREREQUISITE SKILLS: The individuals attending this program should have completed Consultative Selling or a similar program

DESCRIPTION: This course provides the core knowledge and application skills to effectively sell at trade shows. This includes three phases - preparation, interaction, and follow-up. This is achieved through a combination of interactive lecture, role playing, videotaping, trainer and peer feedback, and individual instructor coaching prior to the trade show, and real-time feedback during the trade show if desired.

OBJECTIVES: On completion of this course, the student will be able to:· Effectively and quickly qualify prospects · Adapt their selling style to the unique time demands of a trade show· Better utilize their time at a trade show· Effectively handle more than one visitor at a time· Deal with visitors who overstay· Engage prospects and customers in meaningful dialogue (versus a “product

dump”) where they gain valuable information· Position Kodak products’ features and benefits quickly to stimulate interest· Convert interest into next steps or sales· Follow-up on leads generated Use a methodology to debrief successes and

areas for improvement at the end of the day

LENGTH: Four to eight hours

VENDOR: The Hill Group

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