One Day Needs Assessment will include:

• Mystery shop the store
• Observation of the sales floor with owner
• Walk through of the store with owner
• Interview manager, assistant manager and a salesperson to determine possible sales suppressants
• In-depth analysis using IAS Training’s 25 point needs assessment checklist with the owner(s) of the Company (includes discussion on all sales policies, procedures, goals, accountability, communication, contests, pay, incentives, and sales management of the staff)
• Comprehensive written evaluation (2 weeks following visit)

Includes up to 25 PMSA Relationship selling workbooks. Additional workbooks can be purchased for $10.00 each. Additional costs of travel, hotel, meals, ground transportation, and parking are the responsibility of the client. Every effort will be made by IAS Training to limit the travel, hotel, and meal expenses. Trainers and Consultants of IAS Training fly coach fare, require moderate hotels and have a maximum daily meal allowance.

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Two Day Needs Assessment will include:

Day One:

• Mystery shop the store
• Observation of the sales floor with owner
• Walk through of the store with owner
• Interview manager, assistant manager and a salesperson to determine possible sales suppressants
• In-depth analysis using IAS Training’s 25 point needs assessment checklist with the owner(s) of the Company (includes discussion on all sales policies, procedures, goals, accountability, communication, contests, pay, incentives, and sales management of the staff)
• Comprehensive written evaluation (2 weeks following visit)

Day Two:

• One full-day of sales training as detailed in the one-day sales training overview

Includes up to 25 PMSA Relationship selling workbooks. Additional workbooks can be purchased for $10.00 each. Additional costs of travel, hotel, meals, ground transportation, and parking are the responsibility of the client. Every effort will be made by IAS Training to limit the travel, hotel, and meal expenses. Trainers and Consultants of IAS Training fly coach fare, require moderate hotels and have a maximum daily meal allowance.

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Three Day Needs Assessment will include:

Day One:

• Mystery shop the store
• Observation of the sales floor with owner
• Walk through of the store with owner
• Interview manager, assistant manager and a salesperson to determine possible sales suppressants
• In-depth analysis using IAS Training’s 25 point needs assessment checklist with the owner(s) of the Company (includes discussion on all sales policies, procedures, goals, accountability, communication, contests, pay, incentives, and sales management of the staff)
• Comprehensive written evaluation (2 weeks following visit)

Day Two & Day Three:

• Two full days of sales training with staff. One day with half of the staff and the second day with the other half of the staff
• These sessions will teach salespeople sales and customer service skills using the PMSA Relationship selling program emphasizing exceptional customer service and sales professionalism
• Introduction of a customer profile system for after the sale follow-up
• Train sales staff on the proper methods of turning over sale
• Train sales staff on telephone skills to encourage appointments for repeat and referral business
• Owner/management will be given role-play forms and PMSA Relationship Selling Program test to implement following the Seminar
• Introduction of the accountability / goals systems
• Evening dinner meetings with owner/management to discuss follow-up after the seminar to help insure long term effect of the sales training and systems infrastructure

In addition to the on-site training this fee will include:

• The PMSA Relationship Selling Program training videos, with up to 5 corresponding workbooks
• The PSMC Professional Sales Management Course audio tapes with one corresponding workbook
• 5 copies of Brad Huisken’s book "I’m A Salesman! Not A Ph.D."
• The Mystery Shoppers Kit
• Customized Sales accountability forms
• Invitation to IAS Training’s Exclusive Weekly Sales Meeting Training CD Program for follow-up in-house maintenance

Includes up to 25 PMSA Relationship selling workbooks. Additional workbooks can be purchased for $10.00 each. Additional costs of travel, hotel, meals, ground transportation, and parking are the responsibility of the client. Every effort will be made by IAS Training to limit the travel, hotel, and meal expenses. Trainers and Consultants of IAS Training fly coach fare, require moderate hotels and have a maximum daily meal allowance.

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One Day On-Site Training will include:

• One full day of sales training with staff - Or One half day with half the sales staff and a half day with the other half of the staff
• These sessions will teach salespeople sales and customer service skills using the PMSA Relationship selling program emphasizing exceptional customer service and sales professionalism
• Introduction of a customer profile system for after the sale follow-up
• Train sales staff on the proper methods of turning over sales
• Train sales staff on telephone skills to encourage appointments for repeat and referral business
• Owner/management will be given role-play forms and PMSA Relationship Selling Program test to implement following the seminar
• Evening dinner meeting with owner/management to discuss follow-up after the seminar to help insure long term effect as travel plans allow

Includes up to 25 PMSA Relationship Selling Program Workbooks. Additional workbooks can be purchased for $10.00 each. Additional costs of travel, hotel, meals, ground transportation, parking, meeting room expenses, shipping, and audio/video needs are the responsibility of the client. Every effort will be made by IAS Training to limit the travel, hotel, and meal expenses. Trainers of IAS Training fly coach fare, require moderate hotels and have a maximum daily meal allowance.

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Two Day On-Site Training will include:

• Two full days of sales training with staff - Or One half day with half the sales staff and a half day with the other half of the staff
• These sessions will teach salespeople sales and customer service skills using the PMSA Relationship selling program emphasizing exceptional customer service and sales professionalism
• Introduction of a customer profile system for after the sale follow-up
• Train sales staff on the proper methods of turning over sales
• Train sales staff on telephone skills to encourage appointments for repeat and referral business
• Owner/management will be given role-play forms and PMSA Relationship Selling Program test to implement following the seminar
• Evening dinner meeting with owner/management to discuss follow-up after the seminar to help insure long term effect as travel plans allow

Includes up to 25 PMSA Relationship Selling Program Workbooks. Additional workbooks can be purchased for $10.00 each. Additional costs of travel, hotel, meals, ground transportation, parking, meeting room expenses, shipping, and audio/video needs are the responsibility of the client. Every effort will be made by IAS Training to limit the travel, hotel, and meal expenses. Trainers of IAS Training fly coach fare, require moderate hotels and have a maximum daily meal allowance.

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The Two Visit program is designed as follows: The first visit being a two day needs assessment, mystery shop and consultation visit. The second visit would be for another two days with a one day sales training session, the second day would be devoted to spending with owner/management on the sales management aspect of the program.

Visit One - A two-day in-house needs assessment visit to consist of:

• Interview employees to determine possible sales suppressants
• Develop a customized customer profile system for jobs and after the sale follow up
• Walk through of the store with owner
• Develop a customized sales productivity report for individual salespeople and the store incorporating ABA, (weekly, monthly & quarterly) along with weekly target and monthly goal planners
• Develop a customized after the sale telephone & mail follow-up system
• Develop a customized sales training program using the PMSA Relationship Selling Program as a basis emphasizing exceptional customer service
• Customization of all materials will be done upon return to office
• Mystery shop several competitors stores

Visit Two - A two-day in-house training session ( 3-4 weeks after 1st visit)

Day one

• One full day of sales training with staff
• These session will teach salespeople sales and customer service skills, including the proper strategies and techniques for after the sale follow-up and how to build personal trade, repeat and referral business through a campaign for Birthdays, Anniversaries, and special occasions
• Introduce the customer profile system
• Introduce the accountability structures to the sales staff
• Train sales staff on telephone sales skills and institute telephone campaign to encourage appointments for repeat and referral business
• Train sales staff on how to successfully turn-over sales
• Institute Turn-over system with tracking forms

Day Two:

• Explain productivity notebooks for sales staff and store
• Explain Role-play forms of PMSA Relationship Selling Program
• Explain written examination on PMSA Relationship Selling Program
• Review accountability structures and analyzation process
• Develop plan of weekly meetings with sales staff
• Discussion on the entire sales management process (Sales Management Manual included)
• Institute sales contest budget with owner/management

After the two visits sales statistics can be faxed to IAS Training weekly for review and telephone consultation with the owner/management as needed

In addition to the on-site training this fee will include:

• The PMSA Relationship Selling Program training videos, with up to 5 corresponding workbooks
• The PSMC Professional Sales Management Course audio tapes with one corresponding workbook
• 5 copies of Brad Huisken’s book "I’m A Salesman! Not A Ph.D."
• The Mystery Shoppers Kit
• Customized Sales accountability forms
• Customized sales training workbooks (up to a quantity of ten)
• After visit telephone follow up
• Invitation to IAS Training’s Exclusive Weekly Sales Meeting Training CD Program and follow-up in-house maintenance

All workbook materials, customization of materials, computer disks of customized forms (on IBM Microsoft Word 6.0) and telephone consultation are included in the cost of the program. Additional costs of travel, hotel, meals, ground transportation, parking, meeting room expenses, audio/video needs, mass printing of forms, purchase of notebooks, card files etc. are the responsibility of the client. Every effort will be made by IAS Training to limit the travel, hotel, and meal expenses. Trainers of IAS Training fly coach fare, require moderate hotels and have a maximum daily meal allowance.

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The Three Visit program is designed as follows: The first visit being a two-day needs assessment, mystery shop and consultation visit. The second visit would be for three days with two one day sales training sessions, one day with half of the staff and the next day with the other half of the staff. The third day would be devoted to spending with owner/management on the sales management aspect of the program.

Visit One - A two-day in-house needs assessment visit to consist of:

• Interview employees to determine possible sales suppressants
• Develop a customized customer profile system for after the sale follow up
• Develop a customized sales productivity report for individual salespeople
• Develop a customized sales productivity report for individual salespeople and the store incorporating ABA, (weekly, monthly & quarterly) along with weekly target and monthly goal planners
• Develop a customized after the sale telephone & mail follow-up system
• Develop a customized sales training program using the PMSA Relationship Selling Program as a basis emphasizing exceptional customer service
• Customization of all materials will be done upon return to office
• Mystery shop several competitors stores

Visit Two - A three-day in-house training session (4 weeks after 1st visit) Two days with staff

• Two full days of sales training with staff - One day with half the staff and the next day with the other half of the staff
• These sessions will teach salespeople sales and customer service skills, including the proper strategies and techniques for after the sale follow-up and how to build personal trade, repeat and referral business through a campaign for Birthdays, Anniversaries, and special occasions
• Introduce the customer profile system
• Introduce the accountability structures to the sales staff
• Train sales staff on telephone sales skills and institute telephone campaign to encourage appointments for repeat and referral business
• Train sales staff on how to successfully turn-over sales
• Institute Turn-over system with tracking forms

Visit Three - A one day of visit with store management.

• Explain productivity notebooks for sales staff and store
• Explain Role-play forms of PMSA Relationship Selling Program
• Explain written examination on PMSA Relationship Selling Program
• Review accountability structures and analysis process
• Develop plan of weekly meetings with sales staff
• Discussion on the entire sales management process - Goal Setting, Coaching... (Sales Management Manual included)
• Institute sales contest budget with owner/management
• Train The Trainer

After the two visits sales statistics can be faxed to IAS Training weekly for review and telephone consultation with the owner/management as needed.

In addition to the on-site training this fee will include

• The PMSA Relationship Selling Program training videos, with up to 5 corresponding workbooks
• The PSMC Professional Sales Management Course audio tapes with one corresponding workbook
• 5 copies of Mr. Brad Huisken’s book "I’m A Salesman! Not A Ph.D."
• The Mystery Shoppers Kit
• Customized Sales accountability forms
• Customized sales training workbooks (up to a quantity of ten)
• After visit telephone follow up
• Invitation to IAS Training’s Exclusive Weekly Sales Meeting Training CD Program

All workbook materials, customization of materials, computer disks of customized forms (on IBM Microsoft Word 6.0) and telephone consultation are included in the cost of the program. Additional costs of travel, hotel, meals, ground transportation, parking, meeting room expenses, audio/video needs, mass printing of forms, purchase of notebooks, card files etc. are the responsibility of the client. Every effort will be made by IAS Training to limit the travel, hotel, and meal expenses. Trainers of IAS Training fly coach fare, require moderate hotels and have a maximum daily meal allowance.

<<CLOSE>>

Visit One - A two-day in-house needs assessment visit to consist of:

• Interview employees to determine possible sales suppressants
• Develop a customized customer profile system for after the sale follow up
• Develop a customized sales productivity report for individual salespeople and the store incorporating ABA (Activity Based Accounting), (weekly, monthly & quarterly) along with weekly target and monthly goal planners
• Develop a customized after the sale telephone & mail follow-up system
• Develop a customized sales training program using the PMSA Relationship Selling Program as a basis emphasizing exceptional customer service
• Discussion with owner/management on the sales management process including analysis using IAS Training’s 25 point Needs Assessment Checklist (Sales Management Manuals included)
• Customization of all materials will be done upon return to office
• Mystery shop several competitors stores

Visit Two - A two-day in-house training session ( 2 - 4 weeks after 1st visit)

• Two full days of sales training with staff - One day with half the staff and the next day with the other half of the staff
• These sessions will teach salespeople sales and customer service skills, including the proper strategies and techniques for after the sale follow-up and how to build personal trade, repeat and referral business through a campaign for Birthdays, Anniversaries, and special occasions
• Introduce the customer profile system
• Introduce the preliminary accountability structures to the sales staff
• Role-play PMSA Relationship Selling Program
• Written examination on PMSA Relationship Selling Program
• Review accountability structures and process with owner/management
• Develop plan of weekly meetings with sales staff - owner/management
• Institute sales contest budget with owner/management

Visit Three - A two-day in-house session ( 4 - 6 weeks after 2nd visit)

• Review and analyze statistics with owner/management
• Hold individual meetings with each sales staff member along with the owner/management reviewing statistics and discussing areas of strength and weakness
• Train sales staff on telephone sales skills and institute telephone campaign to encourage appointments for repeat and referral business
• Institute telephone call campaign accountability system
• Observe and evaluate sales skills on the floor
• Institute sales contest with owner/management
• Review sales training areas that need attention

Visit Four - Two-day in-house visit ( 4 - 6 weeks after third visit)

• Review individual and store productivity reports with owner/management
• If appropriate - Institute Up System with tracking and written rules
• Train sales staff on how to successfully turn-over sales
• Institute Turn-over system with tracking forms
• Review areas of strengths and weakness with individual sales staff along with owner/management
• Institute on going after the sale follow-up campaign for Birthdays, Anniversaries, and special occasions
• Observe and evaluate sales skills on the floor
• Review of program with owner/management

Throughout the course of the program sales statistics are to be faxed to IAS Training weekly for review and telephone consultation with the owner/management for the first three months, biweekly for the next three months and monthly for an additional three months.

In addition to the on-site training this fee will include

• The PMSA Relationship Selling Program training videos, with up to 5 corresponding workbooks
• The PSMC Professional Sales Management Course audio tapes with one corresponding workbook
• 5 copies of Mr. Brad Huisken’s book "I’m A Salesman! Not A Ph.D."
• The Mystery Shoppers Kit
• Customized Sales accountability forms
• Customized sales training workbooks (up to a quantity of ten)
• After visit telephone follow up
• Invitation to IAS Training’s Exclusive Weekly Sales Meeting Training CD Program

All workbook materials, customization of materials, computer disks of customized forms (on IBM Microsoft Word 6.0) and telephone consultation are included in the cost of the program. Additional costs of travel, hotel, meals, ground transportation, parking, meeting room expenses, audio/video needs, mass printing of forms, purchase of notebooks, card files etc. are the responsibility of the client. Every effort will be made by IAS Training to limit the travel, hotel, and meal expenses. Trainers of IAS Training fly coach fare, require moderate hotels and have a maximum daily meal allowance.

<<CLOSE>>

Visit One - A two-day in-house needs assessment visit to consist of:

• Interview employees to determine possible sales suppressants
• Develop a customized customer profile system for after the sale follow up
• Develop a customized sales productivity report for individual salespeople and the store incorporating ABA (Activity Based Accounting), (weekly, monthly & quarterly) along with weekly target and monthly goal planners
• Develop a customized after the sale telephone & mail follow-up system
• Develop a customized sales training program using the PMSA Relationship Selling Program as a basis emphasizing exceptional customer service
• Discussion with owner/management on the sales management process including analysis using IAS Training’s 25 point Needs Assessment Checklist (Sales Management Manuals included)
• Customization of all materials will be done upon return to office
• Mystery shop several competitors stores

Visit Two - A two-day in-house training session ( 2 - 4 weeks after 1st visit)

• Two full days of sales training with staff - One day with half the staff and the next day with the other half of the staff
• These sessions will teach salespeople sales and customer service skills, including the proper strategies and techniques for after the sale follow-up and how to build personal trade, repeat and referral business through a campaign for Birthdays, Anniversaries, and special occasions
• Introduce the customer profile system
• Introduce the preliminary accountability structures to the sales staff
• Role-play PMSA Relationship Selling Program
• Written examination on PMSA Relationship Selling Program
• Review accountability structures and process with owner/management
• Develop plan of weekly meetings with sales staff - owner/management
• Institute sales contest budget with owner/management

Visit Three - A two-day in-house session ( 4 - 6 weeks after 2nd visit)

• Review and analyze statistics with owner/management
• Hold individual meetings with each sales staff member along with the owner/management reviewing statistics and discussing areas of strength and weakness
• Train sales staff on telephone sales skills and institute telephone campaign to encourage appointments for repeat and referral business
• Institute telephone call campaign accountability system
• Observe and evaluate sales skills on the floor
• Institute sales contest with owner/management
• Review sales training areas that need attention

Visit Four - Two-day in-house visit ( 4 - 6 weeks after third visit)

• Review individual and store productivity reports with owner/management
• If appropriate - Institute Up System with tracking and written rules
• Train sales staff on how to successfully turn-over sales
• Institute Turn-over system with tracking forms
• Review areas of strengths and weakness with individual sales staff along with owner/management
• Institute on going after the sale follow-up campaign for Birthdays, Anniversaries, and special occasions
• Observe and evaluate sales skills on the floor
• Review of program with owner/management

Visit Five - Two-day in-house visit (4 - 6 weeks after fourth visit)

• Review individual and store productivity reports with owner/management
• Review areas of strength and weakness with individual sales staff with the owner/sales manager
• Work with individual sales staff on their individual weaknesses
• Observe and offer critique sales presentations on the sales floor with the sales manager/trainer
• Run the sales floor during peak hours to insure sales manager observes vision of how the floor should be run
• Continue developing sales manager / trainer for the company
• Review progress of the program with ownership of the company
• Institute IAS Training's Certified Sales Professional Program

Throughout the course of the program sales statistics are to be faxed to IAS Training weekly for review and telephone consultation with the owner/management for the first three months, biweekly for the next three months and monthly for an additional three months.

In addition to the on-site training this fee will include

• The PMSA Relationship Selling Program training videos, with up to 5 corresponding workbooks
• The PSMC Professional Sales Management Course audio tapes with one corresponding workbook
• 5 copies of Mr. Brad Huisken’s book "I’m A Salesman! Not A Ph.D."
• The Mystery Shoppers Kit
• Customized Sales accountability forms
• Customized sales training workbooks (up to a quantity of ten)
• After visit telephone follow up
• Invitation to IAS Training’s Exclusive Weekly Sales Meeting Training CD Program

All workbook materials, customization of materials, computer disks of customized forms (on IBM Microsoft Word 6.0) and telephone consultation are included in the cost of the program. Additional costs of travel, hotel, meals, ground transportation, parking, meeting room expenses, audio/video needs, mass printing of forms, purchase of notebooks, card files etc. are the responsibility of the client. Every effort will be made by IAS Training to limit the travel, hotel, and meal expenses. Trainers of IAS Training fly coach fare, require moderate hotels and have a maximum daily meal allowance.

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