Who:      Distributor Key Account Sales Staff
When:    April 11-14, 2010
Where:   Hershey’s Global Customer Innovation Center, Hershey, PA

Consumer trends and industry dynamics have changed the rules of the game.  Beyond core sales abilities, key account sales people must demonstrate that they are in touch with retail customers’ priorities by sharpening their analytical and category management skills and deepening their consumer insights.  They must think beyond their own company objectives toward collaborative relationships and tailored solutions that create customer value and increase retail sales volumes and profitability.

AWMA, through the sponsorship of The Hershey Company, is pleased to announce STEPS III for key account and business development personnel.  This three-day, highly inter-active Strategic Solutions Selling Workshop targets the skills needed to raise the bar and meet customer expectations in a struggling economy where every salesperson must contribute more to ensure business success.  

Participating key account distributors will learn to:
    Understand the Customer
    Identify Opportunity
    Prioritize
    Strategize a Solution -- Sell Solutions
    Execute and Evaluate

STEPS III is for AWMA distributor members only.  As of 2010, all STEPS classes will have a registration fee of $500.  This is the only charge to participants other than their transportation to/from Hershey’s GCIC.  All expenses for food, lodging, and class materials are covered through the generous sponsorship of The Hershey Company.   To register for this class, go to  www.awmanet.org and click on Education/Research.  Or contact Kathy Trost at (703) 208-1648.  This class is limited to 15 distributors, and right now there are a couple of openings left – so don’t wait…go to your computer now and register!