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Curricula Listing

This curricula list provides a topic listing of module titles by category.

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ACCOUNT ANALYSIS AND PLANNING

    • Prepare: Information and Tools for Conducting an Effective Sales Call (M-AAP01)
    • Analyze: Step-By Step Methods for Analyzing Customer Accounts (M-AAP02)
    • Strategize: Planning and Prioritizing Customer Accounts (M-AAP03)
    • Organize: Consistent Contact with Customer Accounts (M-AAP04)
    • Implement: Your Plan for Building Customer Relationships (M-AAP05)
COMMUNICATION SKILLS
    • Communication Skills (M-COM01)
    • Effective Listening for Improved Communication (M-CMS01)
    • Strategies for Interpersonal Relationships: Understanding and Adapting to Different Personality Styles (M-CMS02)
    • Presentation Skills: Techniques for Skillful Presentations (M-MTT04)
CONSULTATIVE SALES SKILLS
    • Relate to the Client: Keys to Developing Rapport, Credibility and Trust (M-CSS01)
    • Discover Client's Needs: Questions to Ask to Better Serve Your Client (M-CSS02)
    • Present Solutions: Features and Benefits of Your Product (M-CSS03)
    • Resolve: Overcoming Objections, Answering Questions and Resolving Issues (M-CSS04)
    • Take Action: Persuading the Client to Say Yes! (M-CSS05)
CUSTOMER SERVICE
    • Telephone Skills: Conveying Your Professionalism Over the Phone (M-CSV01)
    • A Positive Attitude: Your Best Asset (M-CSV02)
    • Conveying Your Knowledge of Product Features and Benefits (M-CSV03)
    • Identifying Customer Expectations: The First Step to Serving Your Customers (M-CSV04)
    • Your Role in Delivering Excellent Service (M-CSV05)
    • The Service Profit Chain (M-CSV06)
    • Overcoming Negativity in the Workplace (M-COE04)
    • Empowerment: Giving and Receiving Responsibility for Getting the Job Done (M-TD02)
    • Encourage Innovation: Your Brightest Ideas at Work (M-TD01)
EXECUTIVE MANAGEMENT
    • Strategy Development Program (M-ESD00)
    • Developing and Communicating Your Vision, Mission & Strategy (M-COE01)
    • Managing Change (M-COE02)
    • Establishing A Philosophy of Organizational Excellence (M-COE03)
MANAGEMENT
    • Accepting a Management and/or Leadership Role (M-YMR01)
    • Recruit a High Performance Team (M-PLM01)
    • Orient New Team Memebers: Starting Off on the Right Foot (M-PLM02)
    • Train & Provide a Career Path: Charting the Course for Employee Development (M-PLM03)
MANAGEMENT TOOLS AND TECHNIQUE
    • Do it Now! And Other Time Management Techniques (M-MTT01)
    • Project Management: From Idea to Implementation (M-MTT02)
    • Meeting Management: Decisive, Involving Meetings in 30 Minutes or Less (M-MTT03)
    • Streamlining Business Processes (M-PIQ01)
    • Understanding Profitability: Managing Like an Entrepreneur (M-IPE03)
    • Benchmarking Best Practices (M-PIQ03)
    • Coaching Using the Skill Builder TM (M-CSB00)
    • ISO 9000 Certification (M-PIQ02)
    • Business Ethics (M-BLM01)
MARKET ANALYSIS AND PLANNING
    • Develop a Marketing Plan: Your Plan of Attack (M-MAP01)
    • Analyze Your Marketplace: Understanding Your Competitive Position (M-MAP02)
    • Warming up Prospects: Beyond the Cold Call (M-MAP04)
    • Marketing By Mailing: Effective Communications with Prospects and Clients (M-MAP05)
    • Control Marketing Results: Getting the Marketing Results You Need (M-MAP06)
NEGOTIATING SKILLS
    • Effective Negotiating Skills (M-MTT05)
PERFORMANCE MANAGEMENT
    • Motivate and Compensate: Linking Pay to Performance (M-PLM05)
    • Roles and Responsibilities: Each Team Member is Critical to Achieving Goals (M-PFM01)
    • Standards & Objectives: Setting Verifiable Objectives with Employees (M-PFM02)
    • Monitoring Performance and Providing Feedback to Employees (M-PFM03)
    • Plan and Appraise Performance: Tips and Tools for Effective Appraisals (M-PLM04)
    • Coaching for Optimal Performance (M-PFM04)
    • Reinforce, Recognize and Reward Employee Contributions to the Team (M-PFM05)
    • Self-Development Plans (M-SDP01)
    • On-The-Job Training: The Most Valuable Teacher is You (M-IPE01)
    • Diversity: Understanding & Valuing Our Differences (M-BLM02)
    • Working Together: Improving Relationships Between Union & Non-Union Workers (M-BLM03)
    • Employment Law Basics for Managers (M-BLM04)
    • Preventing Workplace Sexual Harassment (M-BLM05)
SALES EFFECTIVENESS SKILLS
    • Time and Territory Management Techniques (M-CSS07)
WORKING IN TEAMS
    • Conflict Resolution (M-CFR01)
    • Encourage Improvement: Striving for the Best (M-TD03)
    • Creative Problem Solving With the 4-Step Process (M-TD04)
    • Team Work: Getting and Staying on Track (M-TD05)
    • Unleashing the Power of Employee Efficiency (M-IPE02)


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