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Curricula Listing

This curricula list provides a topic listing of module titles by category.


ACCOUNT ANALYSIS AND PLANNING

o Prepare: Information and Tools for Conducting an Effective Sales Call (M-AAP01)
o Analyze: Step-By Step Methods for Analyzing Customer Accounts (M-AAP02)
o Strategize: Planning and Prioritizing Customer Accounts (M-AAP03)
o Organize: Consistent Contact with Customer Accounts (M-AAP04)
o Implement: Your Plan for Building Customer Relationships (M-AAP05)

COMMUNICATION SKILLS

o Communication Skills (M-COM01)
o Effective Listening for Improved Communication (M-CMS01)
o Strategies for Interpersonal Relationships: Understanding and Adapting to Different Personality Styles (M-CMS02)
o Presentation Skills: Techniques for Skillful Presentations (M-MTT04)

CONSULTATIVE SALES SKILLS

o Relate to the Client: Keys to Developing Rapport, Credibility and Trust (M-CSS01)
o Discover Client's Needs: Questions to Ask to Better Serve Your Client (M-CSS02)
o Present Solutions: Features and Benefits of Your Product (M-CSS03)
o Resolve: Overcoming Objections, Answering Questions and Resolving Issues (M-CSS04)
o Take Action: Persuading the Client to Say Yes! (M-CSS05)

CUSTOMER SERVICE

o Telephone Skills: Conveying Your Professionalism Over the Phone (M-CSV01)
o A Positive Attitude: Your Best Asset (M-CSV02)
o Conveying Your Knowledge of Product Features and Benefits (M-CSV03)
o Identifying Customer Expectations: The First Step to Serving Your Customers (M-CSV04)
o Your Role in Delivering Excellent Service (M-CSV05)
o The Service Profit Chain (M-CSV06)
o Overcoming Negativity in the Workplace (M-COE04)
o Empowerment: Giving and Receiving Responsibility for Getting the Job Done (M-TD02)
o Encourage Innovation: Your Brightest Ideas at Work (M-TD01)

EXECUTIVE MANAGEMENT

o Strategy Development Program (M-ESD00)
o Developing and Communicating Your Vision, Mission & Strategy (M-COE01)
o Managing Change (M-COE02)
o Establishing A Philosophy of Organizational Excellence (M-COE03)

MANAGEMENT

o Accepting a Management and/or Leadership Role (M-YMR01)
o Recruit a High Performance Team (M-PLM01)
o Orient New Team Memebers: Starting Off on the Right Foot (M-PLM02)
o Train & Provide a Career Path: Charting the Course for Employee Development (M-PLM03)

MANAGEMENT TOOLS AND TECHNIQUE

o Do it Now! And Other Time Management Techniques (M-MTT01)
o Project Management: From Idea to Implementation (M-MTT02)
o Meeting Management: Decisive, Involving Meetings in 30 Minutes or Less (M-MTT03)
o Streamlining Business Processes (M-PIQ01)
o Understanding Profitability: Managing Like an Entrepreneur (M-IPE03)
o Benchmarking Best Practices (M-PIQ03)
o Coaching Using the Skill Builder TM (M-CSB00)
o ISO 9000 Certification (M-PIQ02)
o Business Ethics (M-BLM01)

MARKET ANALYSIS AND PLANNING

o Develop a Marketing Plan: Your Plan of Attack (M-MAP01)
o Analyze Your Marketplace: Understanding Your Competitive Position (M-MAP02)
o Warming up Prospects: Beyond the Cold Call (M-MAP04)
o Marketing By Mailing: Effective Communications with Prospects and Clients (M-MAP05)
o Control Marketing Results: Getting the Marketing Results You Need (M-MAP06)

NEGOTIATING SKILLS

o Effective Negotiating Skills (M-MTT05)

PERFORMANCE MANAGEMENT

o Motivate and Compensate: Linking Pay to Performance (M-PLM05)
o Roles and Responsibilities: Each Team Member is Critical to Achieving Goals (M-PFM01)
o Standards & Objectives: Setting Verifiable Objectives with Employees (M-PFM02)
o Monitoring Performance and Providing Feedback to Employees (M-PFM03)
o Plan and Appraise Performance: Tips and Tools for Effective Appraisals (M-PLM04)
o Coaching for Optimal Performance (M-PFM04)
o Reinforce, Recognize and Reward Employee Contributions to the Team (M-PFM05)
o Self-Development Plans (M-SDP01)
o On-The-Job Training: The Most Valuable Teacher is You (M-IPE01)
o Diversity: Understanding & Valuing Our Differences (M-BLM02)
o Working Together: Improving Relationships Between Union & Non-Union Workers (M-BLM03)
o Employment Law Basics for Managers (M-BLM04)
o Preventing Workplace Sexual Harassment (M-BLM05)

SALES EFFECTIVENESS SKILLS

o Time and Territory Management Techniques (M-CSS07)

WORKING IN TEAMS

o Conflict Resolution (M-CFR01)
o Encourage Improvement: Striving for the Best (M-TD03)
o Creative Problem Solving With the 4-Step Process (M-TD04)
o Team Work: Getting and Staying on Track (M-TD05)
o Unleashing the Power of Employee Efficiency (M-IPE02)