1. LaTonya Boyce CUR/532 March 2, 2015 Gregory Jackson

2.  PHASE I

3. Skill Set of Various Members of Group Leadership| Performance Management | Operational Initiatives |Corporate Communication| Change Management | Budgeting | Employee Training and Development | Strategic Planning | Consultative Sales |Project Management | Training Implementation | Recruitment | Audience The training is for Online Education Enrollment Advisors

4.  Meeting type: Continuing Sales Training  Attendees: Tier I Enrollment Advisors  Facilitator: LaTonya Boyce  Time: 1:30 p.m. EST  Length of Training: 3/Monthly- 1hr sessions  Modality: Synchronous  Location: Orlando Bldg. Training Room-3 rd Floor

5.  Focus on andragogy  Sales techniques  Increase outcomes  Analyze Sales  Barriers  Customer Resistance  Sales Process  Implementing Technology

6.  How to overcome objections  Engaging the Applicant who may be indifferent  The Psychology behind purchasing  How to properly close a call and gain the commitment and close the sale

7.  PHASE II

8.  To increase outcomes, utilize skills, provide quality customer satisfaction.  Utilize andragogy techniques to educate potential students on benefits of attending online courses  Provide consultative sales techniques to engage student into recognizing value of obtaining a degree.  Identify barriers that may preclude customers from making a commitment to start online courses.

9. “What is it that you want out of this meeting?” Antonio, V. (2014) http://youtu.be/4Wh4hPwgtJM

10.  Pre-Assignment: Prepare a draft sales script based on questions students typically ask about the program and response to the questions.  Sales Videos Will Be Shown as part of ongoing Training  Interactive role play  Each team will be formulating sales scripts  Post-Assignment: ALL SCRIPTS uploaded to the Moodle platform to receive credit for training.  Collaborative learning  Video: http://youtu.be/4Wh4hPwgtJM

12. 2/10/2015 2/11/2015 2/12/20 15 1st Day Sales Training 1:30pm-2:30 pm End o f Sales Training Modality: Online and In Person Facilitator LaTonya Boyce Gaining The Commitment Course Materials Training Manual Course Hand Outs Certificate of Completion

14.  Survey Enrollment Advisor via online survey at the completion of each training session  Surveymonkey.com  Conduct call monitoring to identify any gaps in learning new training objectives after 1 st week  Formative Assessment: Evaluate final scripts to implement sales strategies and methods  Survey results used for future training and decisions

15.  Antonio, V. (2010). Sales Conversion-Close the Call. Youtube.com