Systems To Enhance Professional Selling

STEPS for Sales Managers

This three-day seminar is the convenience distribution industry’s training for sales managers. Distributor sales managers will learn:

• To conduct successful sales meetings
• To build earning power
• Sales ideas -- The Approach
• Sales ideas -- Information
• Sales ideas -- The Close
• Successful merchandising
• Service -- a key to success
• How to talk profit
• To sell new products
• To build a business sales guide
• And much, much more

STEPS for Key Account Sales Managers
This three-day seminar is the convenience distribution industry’s key account sales manager training program. Sales staff of c-store chains will learn to build high levels of customer trust and support by generating "tailored" business solutions driven by a comprehensive understanding of customer needs as well as strategies to influence the customer's decision-making process.  This type of selling requires a sophisticated set of selling skills to deal with more intense competition and demanding and often risk-adverse buyers.  Participants will learn to:

• Be the best in class in understanding customer needs
• Identify opportunities using a broad variety of assessment tools
• Capitalize on opportunities by developing customer objectives on a priority basis
• Identify multiple alternatives before deciding on a course of action
• Sell tailored solutions designing a presentation from the customer’s perspective
• Take all necessary steps to ensure quality of execution
• And much, much more

Registration Fee

There is a $500 fee per participant for STEPS seminars.  Registrants will be invoiced 6 weeks prior to the session.

About the instructor, Doug MacKay

The STEPS programs are open ONLY to AWMA distributor members.  AWMA is able to keep the per participant fee to a minimum due to the generous sponsorship of The Hershey Company which fully covers hotel accommodations, meals and snacks, educational supplies, facility expenses, and any field trip expenses that are planned.  To register for one of the upcoming STEPS classes, click here.

Spring 2011 STEPS GRADUATES -- Front Row: Paul Rooks, Triple C Wholesalers, Scott Petty, J. T. Davenport & Sons, Eric Todd, Harrison Co., Perry Hoffman, A. E. Wease, Bruce Davis, Merchants Grocery Co. Second Row: Rob Chapman, Garber Brothers, John Koburger, Stewart Candy Co., Shannon Tustin, Sledd Co., Dave Donegan, Albert Guarnieri & Co., Mantle Roth, H. T. Hackney Co., Sean Mobley, Grocery Supply Co., Brian Glockner, Ohio Valley Wholesale Distributors Back Row:  Gary Michniok, A. E. Wease, Ali Momenzadeh, Lyons Specialty Co., Mark Dewitz, Ohio Valley Wholesale Distributors, Nip Pulliam, Merchants Grocery Co., David Im, Triple C Wholesalers, Howard Rossman, Sheehan Majestic