1. Introduction
1. 1 The purpose of this briefing is to:
1.1.1 - Prepare you for the seminar, and
1.1.2 - Assist the facilitator JP Amlin to fine-tune the seminar content to best meet your needs.

1.3 Program Agenda
1.3.1 Day 1
• Introduction to B2B Professional Sales Activities
• Introduction to Competition Law
• Profiling Customers and Yourself for Sales Success

1.3.2 Day 2
• Relationship Management: What It Takes to Be a Trusted Advisor
• Power Prospecting Techniques
• Identifying and Qualifying Opportunities

1.3.3 Day 3
• Tools to Plan and Execute a Sales Strategy
• Sales Call Skills and Tools
• Sales Call Skills Modelling Video 1

1.3.4 Day 4
• Presenting Powerful Proposal
• Handling Common Customer Objections
• How to Position against Lower Price Competition

1.3.5 Day 5
• Sales Call Skills Modelling Video 2
• Effective Follow-up Win or Lose
• Graduation Certificate Ceremony - late afternoon

1.3.6 Doors will open at 7:00 am, and the seminar will begin at 8:30 am and finish at 5:30 pm each day, including the last day. Break snacks and lunch will be provided.  The lunch break will 12:00 - 1:00 pm.

1.3.7 There will be internet access provided in the training room as you will need to set-up your computer before the start of the training which you will use during the training.

1.3.8 Each day will be full and intense. It is recommended for the duration of the training you set your voice mail and email out of office messages with an alternate contact.  If you cannot attend the training event in its entirety, you should schedule another training event convenient for your schedule.

1.3.9 Students should plan to allocate one hour after each training day to review and complete assignments before the start of the next session.

2. Venue Information
2.1 This training will be held June 26-30, 2023, and will be held at the Connexion Conference & Event Centre located at Bangsar South, No. 7, Jalan Kerinchi, 59200 Kuala Lumpur, Malaysia, +603 2241 9781

2.2 The training room will be the Pinnacle 6 located on the M1 level.  A location map for the hotel and instructions for entering the property from various road access routes are included in the download at the end of this briefing.

2.3 Parking vouchers will be provided to participants attending and parking at the venue.

2.4 Hotel accommodations are not part of the Connexion facility and are not part of the training package.  The nearest hotel is the VE Hotel (connected by elevators to the Connexion facility this is where the instructor stays).  Participants who require hotel accommodations are required to book their own reservations at their hotel of choice.  There are no special rates associated with the training program.

3. COVID Protocol
3.1 The following COVID protocol will be followed during the training event in line with current Government SOPs:
 
4. Training Prerequisites
4.1 Sales Profile (approximately 20-minutes to complete)
This task is completed using an Excel Sales Profile file which you will download at the end of this briefing.  There are three tabs: Social Style, Technology Adoption, and Learning Style. The social style will take approximately 5-10 minutes to complete, and the other two worksheets will take no more than 5 minutes each for a total of 15-20 minutes to complete the sales profile. The instructions for completing the worksheets are included in the file.

Please return the completed Excel file mailto:jpamlin@b2bprofessionalsales.com as soon as possible and no later than the end of the day on June19, 2023. At the seminar, you will receive your reports from the Excel worksheets, and we will discuss how you use this information to improve your sales effectiveness on the first day of the seminar. This information will also be used to create your customized name tent for the seminar.

4.2 Pre-Training Event Reading Assignment: Chapter 6 Sales Activities (59 pages approximately two hours to complete). Download link for Chapter 6 Sales Activities http://b2bprosales.com/ccas1chpt6 Please note at the training you will receive the paperback version of the textbook for you to keep.

4.3 Online Quiz based on Chapter 6. (18 questions approximately 20 minutes to complete). The link to the quiz is below.  Please save the link to use when you are ready to take the quiz.  Minimum score for the quiz is 80%.  If you do not achieve 80% on your first attempt, you can retake the quiz.  Please complete the quiz before the start of your first session.
https://www.classmarker.com/online-test/start/?quiz=tnx622c3d361d348

5. Case Study Materials
5.1 Attendees bring these materials with them to the training event:
- Organization chart for a customer account
- One current opportunity for which the sales proposal will be submitted in the future or an opportunity for which a proposal was submitted, and you want to do a outcome analysis.
5.2 Note: If the attendee is not in a direct sales role, they must meet with their mentor and be given and reviewed the case study materials.  Another option if your manager agrees is that you work as a team with another person attending the training event and in a direct sales role.  In this situation, you must review the case study materials before attending the training event.  You will need to describe your target account and opportunity at the time of registration.

6. Download File
6.1 After you click submit for this section of the briefing, you will be presented a download link to a zipped file which has:
6.1.1 - The seminar information flyer which also has the instructor introduction for JP Amlin
6.1.2 - An Excel Sales Profile file
6.1.3 - Map to the training venue

If you have any questions, please contact me.

Thank you and looking forward to meeting you at the seminar.

JP Amlin
jpamlin@b2bprofessionalsales.com
+62 8123 767-7438