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