Course #PPG2297

Commercial Performance Coatings – Sales and Business Training

This two-day seminar is designed for both entry-level and experienced sales personnel. The seminar focuses on selling value in the industrial market. Emphasis is on identifying and quantifying opportunities to lower the customer’s total finishing costs. Workbook tools are used to organize and present data that aids in closing profitable new sales.

Prerequisite

None

Who Should Attend

Business owners, store managers, sales managers, and commercial sales staff.

Course Length

2 days (16 Hours)

Class Size

8-12 participants

Class Cost

See class cost document

Course Objectives

To provide commercial sales people with the tools required to make effective presentations that result in profitable new sales.

Topics Covered

The Sales Process

  • Target Selection
  • Approach
  • Interview
  • Presentation
  • Validation
  • Negotiate and Close
  • Keep and Develop

Business Tools

  • Target Selection Worksheet
  • Credit Application Worksheet
  • Approach Worksheet and Letter
  • Interview Worksheet
  • Liquid/Powder Line Survey and Cost Worksheet
  • Prospect Rating Worksheet
  • Proposal Worksheet and Letter
  • Validation Worksheet
  • Price Quote Form
  • Sales Agreement Worksheet
  • Sample Investment Worksheet

Choose a Location

This class is not currently scheduled at any BDC. Please check back soon, or contact our Training team at PPGRefinishTraining@ppg.com for more information.