Schedule of Events

Unless otherwise specified, all events take place at the Courtyard by Marriott Chicago Magnificent Mile, room Ontario A. Click here for more hotel information.

Sunday, Oct. 27

TimeEvent
6-7:30 p.m.Optional Meet-and-Greet (Copper Fox Gastropub (165 E Ontario Street | Chicago, IL 60611))

Monday, Oct. 28

TimeEvent
7:30 a.m.Breakfast & coffee available in room daily
8-9 a.m.Welcome and Introductions
9-10 a.m.Fundamentals of Professional Selling
-Why is selling harder than ever
-Characteristics of a professional sales person
-Definition of success
10-11:30 a.m.Excellence in Marketing and Sales
-Examples of marketing-oriented companies
-Other than price, why do people buy
-Article "How to Brand Sand"
11:30-12:45 p.m.Lunch on your own
12:45-1 p.m.Class photo
1-2 p.m.Time and Technology Management
-What are biggest time wasters
-When does technology inhibit effective communication?
-12 Step Program
-Personal Planning
2-3 p.m.Strategic Selling
-Buying Influencers
-Relationship vs Transactions
-Characteristics of Best Customers
-Customer Value Proposition
3:30-4:30 p.m.All About the Buyers
-Profiles
-Communication
-Personality Types
EveningDinner on your own

Tuesday, Oct. 29

TimeEvent
7:30 a.m.Breakfast & coffee
8-10 a.m.Segmenting Customers for Maximum Results
-Market Segmentation Options
-Segment Customers by Type of Business
-Analyze Needs by Segment (Table Exercise)
-Segment Strategy Work Session (Table Exercise)
10-11 a.m.Preparing to Succeed on Critical Sales Calls
-Review what you know
-Identify the key questions that must be answered
11 a.m.-12 p.m.Customer Service and Satisfaction
-How do we measure?
-Most common customer complaints
-Article: "What the Hell is Market Oriented?"
12-1 p.m.Lunch on your own
1-2 p.m.Customer Service and Satisfaction (Continued)
2-3:30 p.m.Introduction into Role Play and Assignments
-Communications
-Sample role plays
3:30-4:30 p.m.Customer Panel
EveningDinner on your own

Wednesday, Oct. 30

TimeEvent
7:30 a.m.Breakfast & coffee
8 a.m.-2 p.m.Role Play Presentations and Feedback
-Video 4-minute role plays
-Review and critique role plays in small groups
During Breaks in Role PlaysIndustry Overview and Trends
-Supply & Demand
-Market Structure
-Customer Entertainment
-Delivery
12 p.m.Lunch
2-3 p.m.Wrap Up
-Personal Action Plan
-Continuous Learning
3 p.m.Graduation and Adjournment

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