1. January 2008 Building Success In Sales Introduction To Sales Training

2. Behind the Scenes Internal Systems Requirements Study –Set Policy and Standards for Serving the customer. Customer service job one. –Addressing the product –Addressing the market by creating new markets.

3. Why are we here! Opportunity –New Markets New Products –3PL –ACUMEN –E-BRIDGE Current Products –DMS 6.0 –Product Enhancements

4. Customer Expectations Knowledge: The customer expects to deal with knowledgeable people. Whether this is a DMS Product Sale, a WMS, third Party or Branded Product Sale there is that expectation. The customer understands that the chances of successfully implementing the software improve significantly when the vendor demonstrates or is able to express through their actions an in-depth understanding of the customer requirements or industry. IntelliTrack must invest properly in its resources.

5. Starts In Sales Training Policies and Procedures –Everything Starts In Sales A part of a larger team of support departments. –Sales will set the standards that the rest of the company will follow. –Professional, well trained, productive and interactive as part of a larger team. Marketing Software Services

6. Today Training: The big picture How it all ties together Recommending Key Product Partners. –Portable Data Collection and Wireless Networking Supporting Technology For Hardware – Motorola –Barcode Printing Technology and Media Zebra Technology –Barcode Printing Seagull Scientific –Bartender Training –Software You cannot successfully sell the software with out understanding the big picture

7. What the customer expects The customer expects you to understand the total needs of the project and advise them on all requirements.

8. Training Purpose Knowledgeable sales people are consulting sales people. –Understand the customer needs –Has Insight into customer process –Can Determine a course of customer action –Provide relevant recommendations –Enable the customer to be successful.

9. Training Meeting Rules Round Table Format –Rules of Engagement

10. Our Special Guest Motorola/Symbol –Richard Ebert, Presenting Zebra Technolgies –Tom Luke, Regional Sales Representative –Steve Zlokovich, Zebra Sales Support Seagull Scientific, “Bartender” –Carrie Mahlum