1. Personalised Training Systems Marketing and Sales Consultants

2. Personalised Training Systems has been providing Sales Training Programmes in the, Mining, Building Industry and associated ‘Aftermarkets” since 1980. Organisations who benefit from our services require a ‘Business to Business’ sales approach, we provide the necessary skill development. Our programmes are designed to improve the quality of ‘New Business’ won. The Sales Approach is built around ‘Selling Service Value’ and the ‘Building of Long Term Business Relationships’. Key areas to which we give focus during the programme rollout include: Field Sales Management Skills and Activities Company Culture and Competitive Advantage Customer ‘Gap Analysis’ and Cost Benefits Sales Interview Planning and Control Integration of Marketing/Product Management and the Selling Approach Market Segmentation. Specification and Project Tracking and Relationship Management Personalised Training Systems has considerable consulting and training experience in the Building industry both in Specifications and Selling to Contractors and Sub-trades. The ability to develop a tailored Sales Guide for your organisation’s Building Product and Services is one of our key competencies. We continue to conduct programmes in Australia, New Zealand, China, Singapore, Hong Kong, and South Africa. Contact:David Cook Managing Director Telephone:0412 216 892 Email:david@personalisedtraining.com.au

3. RELATIONSHIP MANAGEMENT AND PROSPECTING SALES CALL PLANNING S.I.P. Problem GAP Current Situation My Service Improvement (Solution) Closed FAB FAB (My Service)Leading Questions Situation Leading Issues & Questions Funnel POTENTIALPOTENTIAL Customer Relationship on the Value Chain Family Tree Interaction Patterns H Sales L H Quality/Value Customers/Prospects Screen of Interest Interview Planning Commitment Question to my Feature

4. PROJECT SELLING AND TRACKING – THE SALES APPROACH Concept Stage 1.THE LEADSIP Step 1 Reed construction data 2.LEAD ANALYSIS Common client Specifier’s knowledge Geographic location Construction value Number of apartments *enter in Project Register 3.QUALIFICATION CALLSIP Steps 2,3 Developer Architect Interior designer Quanitity surveyor External project manager Builder 4. APPOINTMENTSIP Step 4 Our Showroom, client’s office, on-site) Qualification criteria, process Our Company, profile, history, capability Project goals, marketing, price point etc Relationship mix FAB analysis – who is competitor? Who is specifying? Who is purchasing? Who is building? Who is purchasing? Who is buying (merchant) Identify parties with strength *enter in Project Register – review probability factors – refer to Sales Guide

5. PROJECT SELLING AND TRACKING – THE SALES APPROACH Development Stage 5.PRODUCT SELECTIONSIP Steps 5,6,7 6.CONFIRMATION OF SELECTION (Specification) Quotation 7.FINE TUNING – NEGOTIATIONSIP Step 8 Specification released Tenders presented Merchant support Active protection of specification Presenting alternatives (if required) Create future project order Install display *enter in Project Register

6. PROJECT SELLING AND TRACKING – THE SALES APPROACH Implementation 8.CONFIRM RECEIPT OF ORDER Merchant support 9.CONFIRM DELIVERY SCHEDULES 10.INTRODUCTION TO BUILDER AND APPROPRIATE SUB-TRADES 11.DISTRIBUTION OF TECHNICAL DATA 12.OFFER SITE SUPPORT 13.MONITOR CONSTRUCTION PROGRESS Update delivery schedule 14.RETRIEVE DISPLAY STOCK 15.ASSIST IN FINAL INSPECTION PRIOR TO HANDOVER 16.REFER TO STEP 1

7. RELATIONSHIP SELLING GUIDE The Learning and Reference Process - Section One Understanding your Sales Role Value Chain Analysis By Customer Segment Developing Your Customer Relationship Matrix Measuring Customer Business Relationships Mapping a Customers Sales Potential Developing The Appropriate Skills And Knowledge Profile

8. RELATIONSHIP SELLING GUIDE The Learning and Reference Process - Section Two Relationship Sales Skills Projecting A Consultative Sales Style Pre-Call Planning Sales Interview Plans Controlling The Interview Funnelling And Problems Gap Analysis Commitment Presentation Of Your Solution / Close

9. RELATIONSHIP SELLING GUIDE The Learning and Reference Process - Section Three Sales Tools Relationship Matrix Balance Sheets Adding Value / Pre-Call Planning Fab Analysis Funnel / Questions Reed Construction Data Planning and Reporting CRM and Project Tracking.

10. RELATIONSHIP SELLING GUIDE The Learning and Reference Process - Section Four Product Knowledge/Services Knowledge Tech Literature Company Services and Competitive Advantage Case Studies and Gap Analysis Fab Analysis Funnels For Customers / End Users