Setting a new Standard in SaleS training excellence

THE FLORIDA STATE UNIVERSITYCOLLEGE OF BUSINESS

FSU Sales Institute

www.FSUSalesInstitute.com

CUSTOMIZED TRAINING The FSU Sales Institute (FSUSI) offers a variety of “hands-on” workshops tailored to your product line and market segments. The entire process begins with interviews of your key sales personnel and managers to better understand your sales focus. Working closely with your management team, we prepare sales scenarios to train your employees. Less experienced sales personnel will receive a thorough introduction to “Best of Breed” selling concepts, needs-identifying questioning techniques and strategic account management concepts. The veteran salesperson will be reenergized through this refresher in disciplined approaches to prospecting and making efficient and effective sales calls.

Institute director Pat Pallentino works directly with students.

COMPREHENSIVE COURSES Intro to Selling (Web-based): Introduce newly hired sales reps to key selling methods that will be taught in subsequent training sessions. Course materials include an introduction manual, online webinars and discussion guides. $500 per participant

FSUSI Basic Sales: Course strengthens basic understanding of a structured sales process. Topics include lead qualification, approaching new customers, basic needs discovery, product presentation skills and closing techniques. Each participant is videotaped throughout the course with video links emailed back to managers along with coaching tips for each trainee from the FSUSI staff. $1,500 per participant

Strategic Selling: Learn how to identify potential major accounts, how to sell to upper levels of the organization and across multiple product lines and how to build a sales presentation by making a strong business case. Course emphasizes the use of mobile technology (i.e. iPads and CRM). $1,500 per participant

Manager Training: Get up to speed on the newest selling techniques. Managers will go through abbreviated versions of the two selling courses, Basic Sales and Strategic Selling. Course also includes role playing designed to provide managers practice for coaching reps, who face common challenges at various stages in their careers. $1,800 per person

Telesales Training: Improve telesales through training based on observation of your company’s current process. Identify what works and what doesn’t, and develop new call flows and best practices. $700 per participant and held at client’s location

WORLD-CLASS FACILITY

The completely renovated FSU Sales Institute (FSUSI) boasts state-of-the-art behavioral research and training facilities that allow executive students to learn in a professional environment that reflects their own workplace. Technology is used for video conferencing, virtual role playing and recording lectures. Our facilities include 10 rooms for performing and recording mock sales calls, an eight-person conference room, and an executive classroom that seats up to 30 participants. Technology-captured training enables participants and managers access to lessons long after the weekend ends.

DEDICATED FACULTY

The FSU faculty dedicated to professional sales education includes an institute director, two Ph.D.s, several adjunct professors and support staff. They are available to assist with every aspect of developing your customized training and executing the courses.

Real-world role play scenarios are critical to success.

REASONS TO TRAIN AT FSU

Proven Program: Each member of the FSUSI faculty has extensive industry sales experience. Our professional sales students have excelled at national selling competitions, with numerous first-place finishes as judged by sales managers from a wide range of industries. Our graduates also excel in the workplace, with many setting sales records as new hires. Several companies report retention rates of more than 90-percent in professional sales students hired from the FSUSI program.

State-of-the-Art Facilities: The recent additions of the Stephen C. Leonard Sales Lab and the Marvin A. Mitchell, Sr. Behavioral Lab give the FSU Sales Institute a cutting-edge training environment for students and executives alike. Our 10 sales training rooms are equipped with network video cameras that allow us to record all sales reps attending training. More importantly, these videos are available to each rep’s respective manager with a push of a button.

University Support: The funds generated by the sales education training program are invested directly back into the FSU Sales Institute, which benefits undergraduate education, outreach to groups, such as recently returning military veterans, and master’s level students. Given the limited state funding, this infusion is crucial to positioning the FSU Sales Institute as the leading sales program in the nation.

For more information regarding sales education training, please contact:

Leff Bonney, Ph.D.(850) 644-9735

lbonney@fsu.edu THE FLORIDA STATE UNIVERSITY SALES INSTITUTE: PREPARING STUDENTS TO SUCCEED

The FSU Sales Institute is dedicated to providing world-class education and training to prepare students to succeed in sales careers. Housed in the College of Business, the sales institute operates and educates according to the college’s standard of “Individual Attention, International Acclaim.” By using the most current sales training technologies developed through continuous research, we facilitate each student’s evolution from student to successful sales professional. Equal to our education mission, is our goal to conduct cutting-edge research leading to better sales force practices and effectiveness. We also remain connected to our region through service to the community and research-based initiatives that stimulate the regional, state and national economy.

THE FSU PROFESSIONAL SALES PROGRAM: EDUCATING HUNDREDS ANNUALLY

The nationally recognized FSU Professional Sales Program is one of the largest and most rigorous in the nation with three full-time faculty members and more than 400 students participating in one or more sales courses each semester. It is one of only two Tier 1 research universities in the nation that has a sales program and offers Ph.D.s in marketing.

Students have access to cutting-edge technology in the Stephen C. Leonard Sales Lab