ANDREW ZIELINSKI, MBA

Module 1 Introduction to Professional Sales and Looking at Yourself as a Sales Representative Understanding the professional sales environment in Quebec Understanding Perceived Value Your 5 target areas of business for seeking sales representation opportunities Looking for Growth Opportunities Looking at the working environment: a sales plan, marketing positioning Testing yourself against sales representation job requirements Module 2 - Professional Communication Oral Non-Verbal Learning Styles & Communication Styles Working in Teams Professional Language & Writing

Module 3 - Time Management Covey’s 7 Habits of Highly Effective People Planning Tools: agendas, databases Module 4 - Math and Key Sales Numbers Discounting Sales Forms Calculating Sales Taxes Module 5 - Sales Representation Learning about your sales style 7 steps: preparation, pre-approach, approach, presentation, negotiation, closing, follow-up Determining Customer Needs Building a sales pitch Presentations with Impact (Continued on next slide)

Module 5 - Sales Representation (Continued) Handling Objections Always be Closing Selling to the Generations Closing over the telephone Maslow’s hierarchy of Needs and what motivates buyers Overview of Consumer Protection in Quebec Module 6 - Prospecting Preparing cold approaches – calls, letters, presentations Qualifying Leads Database Management Getting Organized Defining a Territory Responding to Requests for Information (RFIs) Getting the meeting and presenting Following up and Re-Launching Special Section: Leveraging Online Social Environments for Prospecting

MODULE 7: Preparing for Internship Integrating into the Work Environment

Now that all modules pertaining to the HOW of professional sales representation is completed, we turn to WHERE to practice these skills. This module provides important information on finding and successfully completing a sales representation internship.

Overview 1. What is an Internship? I. Goals II. Responsibilities of Supervisors III. Intern’s Responsibilities 2. Searching for an Internship Opportunity I. Creating Your Intern Profile II. Searching for a Host Company III. Putting Your Prospecting Skills into Practice 3. Internship Activities I. Preparation Your Personal and Professional Objectives Evaluation Criteria Focus and Purpose of Your Internship Your Mentor The Internship Itself Workplace Integration Daily Planning Activities Activity Journal The Weekly Plan Retrospective on the Internship Experience After the Internship Follow-up

Preliminary Exercise Complete the exercise on class web site – Exercise 7.0.1, Class 41

Before Internship Learn about the How-To Find a Host Company During Internship Observe, Participate, Question, Share observations, self- evaluate After Internship Share your Experience Before Internship Learn about the How-To Find a Host Company During Internship Observe, Participate, Question, Share observations, self- evaluate After Internship Share your Experience Before Internship Plan activities, get informed, follow intern’s activities During Internship Coordinate and ensure smooth internship activities After Internship Evaluate Intern’s participation Before Internship Plan activities, get informed, follow intern’s activities During Internship Coordinate and ensure smooth internship activities After Internship Evaluate Intern’s participation Before Internship Plan and organize Intern’s integration into the team During Internship Support intern’s integration, enable observation and execution of tasks, evaluate intern’s participation After Internship Inform Internship Leader on Intern’s participation and needs Before Internship Plan and organize Intern’s integration into the team During Internship Support intern’s integration, enable observation and execution of tasks, evaluate intern’s participation After Internship Inform Internship Leader on Intern’s participation and needs Intern’s ResponsibilitiesSchool’s ResponsibilitiesHost Co’s Responsibilities

1.What is an Internship? I.Goals II.Responsibilities of Supervisors III.Intern’s Responsibilities

I. Goals of an Internship  To put into practice the learning you received in class  Expose you to working in a sales representation role, in Quebec  Here are seven objectives for your internship. In which order of importance would you place each of them?  Galvanize the knowledge you acquired in class  Reinforce the competencies and abilities that you acquired  Consolidate the attitudes and behaviors required in a local working environment  Adjust perceptions of the role of a sales representative as a function of the reality of the work environment  Prepare yourself to be proficient in your new work environment  Acquire work experience  Confirm and further focus in on the type of sales representation work you will like to do

2.Searching for an Internship Opportunity I.Creating Your Intern Profile II.Searching for a Host Company III.Putting Your Prospecting Skills into Practice

3.Internship Activities I.Preparation Your Personal and Professional Objectives Evaluation Criteria Focus and Purpose of Your Internship Your Mentor II.The Internship I tself Workplace Integration Daily Planning Activities Activity Journal The Weekly Plan Retrospective on the Internship Experience III.After the Internship Follow-up