Map For Action - Products You Receive

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Products You Receive

Edward J. Feeney Feeney Associates

Each salesperson receives and retains a Map For Action binder.

Each Binder Includes:

Maps

Eight flow charts called Maps that tell the sales person the steps in the program and their sequence on the sales call.

Review Cards

These are detailed lists for each module stating when the salesperson should make a response, what the response should be and the reason for doing it.

Workbooks

These consist of:

Statements of what the salesperson should do.
Right and wrong examples of what the prospect and/or sales representatives should do.
Answer section that provides immediate feedback as to the correctness of the answer.

Role Maps

A two-person team, one the customer, the other the sales representative use these to practice small or larger groups of sales behaviors. The entire class is made up of these two-person teams performing simultaneously.

A Large Binder

Each participant receives the Map For Action housed in a large binder. You will probably wish to put your own cover logo sheet on the binder.

	The internal trainer receives a step-by-step instructors manual. It tells the instructors everything they need to know and do in conducting a Map For Action class.

	A set of pre-recorded tape recordings to use as realistic examples of what customers say.

	An example of a needs form the sales representatives use to make notes on the prospects' needs. (our clients usually modify this to meet their needs).

	A graduation certificate for each participant.

	A sample introductory letter announcing the Map For Action training program.

	A list of over 100 questions the sales representative may be asked to answer in writing during the first hour of class.

	Why Is It Better

	Implementation

	Maintaining It

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