Imagine participating in a dynamic, interactive seminar designed to sharpen your sales training and coaching skills in 3PL Sales. This comprehensive seminar explores information on how to coach key topics such as the sales process, major account selling, lead generation, prospecting, sales call strategies, questioning techniques, characteristics of successful salespeople, and more. You'll enhance your understanding of objection handling, commitment building, negotiation strategies, and customer service through engaging in discussions, Socratic questions, and practical exercises. Whether you're a sales coach, a rookie, or a seasoned veteran, this SPRINT course will equip you with the tools to succeed. Are you ready to ace the ultimate sales challenge?
Below is a sample of some of the questions you will learn to answer:
· Which step of the sales process is overrated in terms of its importance?
· Can you identify which option best demonstrates the predictive validity of social selling in the 3PL spot market?
· Can you identify what would most likely predict a sales call failure?
· According to psychological research data, which behavior best predicts sales success?
· Can you identify what would demonstrate a stall during a sales call?
· Can you identify what demonstrates the worst way to open a sales call?
· What are the characteristics of a good prospect?
· What does marketing research reveal is the best source of leads?
· What are the criteria for a good sales call objective?
· Can you identify the best way to close a sale?
· Can you identify an example of the WORST way to close a sale?
· What are parts of the relationship development process?
· What is the most significant mistake sales reps make in negotiation?
Who should attend:
· Sales Managers who actively coach salespeople,
· New Sales Representatives with less than one year’s experience, and
· Sales Representatives who feel rusty.
Group Discounts: Looking to sign up your team? Check out the Bulk Rate Pricing here. After three people, each receive 10% off the total registration fee.
Schedule of Events
**This schedule is subject to change based on the needs of TIA and the instructor.
Week 1:
Monday, December 1, 2025: Access to the course, onboarding, and an on-demand Primer Video from the instructor
Tuesday, December 2, 2025: Access to Module 1, Discussion Forum Post #1, Workbook Reflection #1
Wednesday, December 3, 2025: Access to Module 2, Discussion Forum Post #2, Workbook Reflection #2
Thursday, December 4, 2025: Access to Module 3, Discussion Forum Post #3, Workbook Reflection #3
Friday, December 5, 2025: Live Facilitated Discussion w/ Instructor - Project Q&A (1.5 hours)
Week 2:
Monday, December 8, 2025: Access to Module 4, Discussion Forum Post #4, Workbook Reflection #4
Tuesday, December 9, 2025: Virtual Instructor Office Hours For Project Feedback
Wednesday, December 10, 2025: Access to Module 5, Discussion Forum Post #5, Workbook Reflection #5
Thursday, December 11, 2025: Live Facilitated Discussion w/ Instructor - Project Q&A
Friday, December 12, 2025: Peer-Reviewed Projects & Peer-to-Peer Discussion Forum Feedback Due
Week 3:
Tuesday, December 15, 2025: Live Facilitated Discussion w/Instructor & Recap of Course
James T. Kenny, Ph.D., Professor Emeritus of Marketing at Western Illinois University, presents this virtual instructor-led training and is the creator of TIA’s Partnership Selling in the Supply Chain online course.
Have additional questions about TIAIRE education? Email us at [email protected]