COACHING THE AUTOMOTIVE AND HEAVY EQUIPMENT SALES REPRESENTATIVE  SR431


Bob Fox, a well-know automotive industry expert, provides one-on-one
coaching to selected sales reps in a sales call on one of their key
accounts.  The sales reps have the opportunity to apply sales
strategies learned in "Winning in the Automotive/Heavy Equipment
Industry (SR235) in one of their assigned accounts.  Individualized
asistance and feedback is provided before, during, and after the sales
call.

STUDENT PROFILE:
Sales Force 40 sales reps who are focused on automotive and heavy
equipment accounts.

PREREQUISITES:
SR235 "Winning in the Automotive and Heavy Equipment Industry"

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this coaching activity, sales reps will be able to
successfully apply at least two of the key skills learned in SR235 to a
real sales situation.

COURSE OUTLINE:
The coaching by Bob Fox includes:
1.     Pre-call analysis
2.     Participation in a customer visit.
3.     Post-call evalutaion.

Each consultative visit should take approximately 4 hours to complete.
SRs will be asked to apply two skills learned in the Level 2 Automotive
class to a sales situation.  SRs may also receive coaching on topics
not taught in the class.

TESTING PROCESS:
Bob Fox will record observations and suggestions on a Feedbak Sheet to
share with the student.  Outcome of the post-call discussion will
include key action items for each client.

FORMAT:        Classroom coaching and customer sales call with industry
               expert.
LOCATION:      Currently available in the Midwest Sales Region.
LENGTH:        4 Hours
AVAILABILITY:  8/92, Check Field Training Hotline Calendar for schedule
LANGUAGE:      English
EQUIPMENT:     N/A
CLASS SIZE:    20 maximum, 8 minimum
REGISTRATION:  Register on TMS via Field Development
QUESTIONS:     Contact your Field Development Manager
PROJECT MGR:   Jim Belcher, Telnet/508 436-5069