Map For Action is a training program for sales representatives and their sales managers. It is designed to measurably change and then sustain effective selling techniques of people who call on your customers or talk to them by telephone. It uses only examples of selling motor carriers services but can be used in selling any type of product or service. Based on extensive field research Map For Action targets the biggest mistakes sales people make and introduces powerful solutions. What distinguishes Map For Action from programs developed internally or purchased internally are these characteristics. A TYPICAL STEP-BY-STEP APPROACH IN DEVELOPING YOUR PROGRAM: We will arrange a meeting with you and your top management staff at no cost or obligation to you to present the key concepts, describe the results to be expected and run through samples of the program. Feeney Associates conducts a field survey of what your salespeople are encountering in their interactions with prospects. We usually tape record the calls with everyone's knowledge and transcribe them. Surprisingly, the frequency of the sales behaviors we observe are virtually the same on recorded calls as on unrecorded calls. (If salespeople don't know what to do, they can't perform even whens the recorder is on.) Feeney Associates customizes the training program with your name and examples and produces the program. Feeney Associates trains the initial groups, starting with your upper management and regional managers, followed by, typically, your terminal/sales managers and possibly your salespeople. Large Binder Each salesperson receives and retains a Map For Action binder... Maps Eight flow charts called Maps that tell the sales person the steps in the program... Review Cards These are detailed lists for each module stating when the salesperson... Workbooks Statements of what the salesperson should do... Role Maps A two-person team, one the customer, the other the sales representative... about the training. Email:
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