Government Fee for Service * Sales * Customer Service * Training * Tampa Florida March 20-22 *

[David Dickson]

To:        address@hidden 

SUBJECT:  SALES, SALES MANAGEMENT AND CRM TRAINING FOR GOVERNMENT FEE FOR 
SERVICE 
ORGANIZATIONS

Market*Access and Rick Gallegos of Dale Carnegie training have put in place a 
series of high quality sales, CRM and sales management training classes for 
government 
customer service and fee for service organizations AND industry.  The 
innovative 
course described here is the second time we have presented this joint effort. 
 Reaction to our first class, just last week, was outstanding.  We hope that 
you will be able to join us.

Here is what our students said about our first CRM course:
-  "Your course gave me tools that I can use immediately upon my return to my 
agency."
-  "The most interesting and active course I have taken.  Gave me a notebook 
full of ideas."
-  "Rick and Market*Access really understand the special needs of government. 
 Recommend it highly."
-  "My agency was just beginning their CRM strategy.  Your course gave us a 
foundation 
to start from.  Thanks!"

Please pass this message to your customer service, help desk, marketing, sales 
and customer relationship staff.

*  Sales and Business Development Fundamentals
*  Customer Service Management
*  Sales Management

(Three Days - Designed for Industry and Government Customer Service and Fee for 
Service Organizations)

DAYS ONE AND TWO: Introduction to Sales Practices for Newly Assigned Government 
Sales or Business Development Specialists

DAY THREE: Introduction to Sales Management
-- OR –-
DAY THREE: Customer Relationship Management (CRM)


Three consecutive days: March 20, 21 and 22, 2001 

TradeWinds Island Grand
5500 Gulf Boulevard
St. Pete Beach, FL
Government rates are available: $105/night + tax
For reservations call 1-800-808-9833

Time: 8:30 AM to 4:30 PM each day 

Continental Breakfast, Refreshments included.

Sponsors

*  Market*Access International, Inc.            
*  Dale Carnegie Training
                
… other sponsors to be announced

This course is intended for commercial and government managers who sell 
products 
and services to the federal government.  Both industry and government will 
learn 
commercial best practices and be able to share ideas, strategies, 
lessons-learned 
among the attendees.

Downsizing. Business focus. Performance. Results. Increasing revenue. Sales. 
How will I find, qualify and close new business for my company or government 
fee for service or franchise business activity? These are new times for many 
companies and federal organizations who are chartered as franchise business 
activities 
(FBA), Fee-for-Service, CASU, or have regular contact with their clients and 
customers.

Now, these organizations are faced with the need to find, train, motivate and 
reward sales and business development personnel. Many of these people have 
never 
sold before. Join us for a two-day training seminar designed to instruct the 
newly assigned government sales or business development specialist in industry 
best practices for sales and marketing. This is a hands-on, tactical training 
course designed for contractors and government personnel who perform sales and 
marketing tasks and wish to move to new levels of professionalism.

Professional Selling is the art of discovering genuine needs, finding a 
product/service 
match and communicating with a potential customer in a persuasive manner to 
cause 
them to take action, make a commitment and buy. The Dale Carnegie Sales 
Advantage 
Training and Market*Access "Selling to Federal Buyers" training will teach you 
industry best practices adapted to the special needs of the government sales 
and marketing specialist.

The training is highly interactive. Participants see, listen to, and are 
motivated 
by other sales professionals. Practice selling, discussion, and analysis of 
various 
sales situations are key components in a motivational environment. The 
instructors 
know the federal government and understand its special needs.

*** THIS IS A SPECIAL CLASS WITH TWO DAYS OF INTRODUCTION TO SALES FUNDAMENTALS 
DESIGNED FOR INDUSTRY AND GOVERNMENT FEE FOR SERVICE ORGANIZATIONS.  ON DAY 
THREE, 
THE STUDENTS CAN SIGN UP FOR EITHER SALES MANAGEMENT OR CRM TRAINING. *****

Who should attend:

Newly assigned government sales, business development and marketing specialists 
and their managers. 
Customer relations specialists, supervisors and managers. 
Anyone in your organization charged with responsibility for finding, qualifying 
and closing new business. 
Managers, business developers, sales supervisors, sales team members, customer 
account team members, market research, staff support for federal 
fee-for-service 
and franchise business activities (FBA) 
Agency executive planning to put in place a customer service operation and 
wishing 
to learn about industry best practices for sales and marketing. 
Customer service personnel, supervisors and managers 
Sales and marketing managers 
Agency program managers with internal and/or external customers 

What you will learn how to do – Fundamentals of Business Development (Days One 
and Two):

Developing your opportunity funnel 
Understanding and overcoming our unique phone challenges 
Finding and getting through to the person we want to speak with 
Working effectively with gate keepers and voice mail 
Building favorable attention getters 
Getting the sales process started 
Enhancing penetration of existing accounts 
Establish and track sales goals 
How to follow up after the sale 
Building a relationship with your clients 
How to handle objections 
How to find, qualify and close new business 
Identify current customer needs 
Learn industry best practices from Market*Access and Dale Carnegie – the 
company 
that wrote the book on relationship selling 

What you will learn how to do – Sales Management (Day Three)

Creating a vision for sales teams 
How to turn trainees into derby winners 
Learning to manage by the sales process 
Sales performance coaching 
Conducting breakthrough sales meetings 
Measurements, metrics, forecasting 
Learn industry best practices from Market*Access and Dale Carnegie. 

What you will learn how to do – Customer Relationship Management (Day Three)

Define superior service 
Identify current customer needs 
Measure customer service performance 
Initiate services to create add-ons and cross-sell 
Working with dissatisfied customers 
Learn industry best practices from Dale Carnegie – the company that wrote the 
book on customer service. 

About the instructors:

Mr. Rick Gallegos

Rick was educated at Florida State University and is a leading instructor for 
Dale Carnegie Training. Rick teaches and writes training courses directed at 
leading government and Fortune 500 companies. He specializes in customer 
relationship 
management (CRM), sales fundamentals and sales management training. Several of 
Rick's courses have become standards within the Dale Carnegie Training 
organization.

About Dale Carnegie Training:
At the heart of Dale Carnegie Training® is our mission to improve the 
performance 
of government and business by developing the innate abilities of employees. 
This 
mission is driven by our belief that people—the human asset—are the most 
powerful 
source of competitive advantage.
To maximize this advantage, Dale Carnegie Training® designs and delivers 
training 
programs to government and industry that capitalize on behavior-based 
solutions—real 
solutions that work in the real world. Each curriculum is developed to give 
people 
the knowledge, skills, and practices they need to add value to the business. 
And, even better, to help make the corporate vision a resounding success.
In sum, there is no better training for sales, sales management and CRM 
anywhere. 
 

Mr. Don Dickson:
Don has been managing and leading the sales of information technology products 
and services to the federal government for over 25 years. He has served for 
eight 
years as Vice President of Computer Sciences Corporation. His training course, 
"Selling to the New Federal Customer" has become a standard in our industry 
with 
over 1,500 students attending Mr. Dickson's classes. His company, Market*Access 
International, conducts marketing, sales, research and event support to 
government 
and commercial companies. His government clients include the Department of 
Transportation, 
Defense Logistics Agency, GSA, and the U.S. Trade Development Agency. Mr. 
Dickson's 
training features tactical, real-world solutions to government new business 
needs. 
 Students leave with an action list of things they can begin doing the next day 
at work.

About Market*Access:

Market*Access provides marketing, sales, market research and event support to 
government and commercial clients wishing to improve new business and customer 
service. Our training is hands-on, tactical. For more information about 
Market*Access, 
visit our web site at www.marketaccess.org .

Custom, in-house courses are available. Call Market*Access for more information 
on how we can help your organization. Contact Don Dickson, President, 
301-455-5633.

Course fees – including three days of training, course materials, hand-outs, 
refreshments (lunch not included):

Government: $ 1,450.00 per person (Less than $500 per day per student)
Industry: $1,900.00 per person 
(Government invoice or training forms add $50.00 for processing) 

Is your company or agency sending five or more people to this conference? 
Please 
contact Ms. Harbison (contact information listed below) to find out about our 
group discounts!

We accept government training forms and government and commercial credit cards 
(VISA, MC, American Express).

Please register early. The classroom has limited seating available and we 
anticipate 
a sell out.

Points of Contact:

For technical support with this web site, please contact Mr. Parrish Knight 
<mailto:address@hidden>, 
301/652-2018 
For information on exhibitor arrangements, please contact Ms. Danielle Ortiz 
<mailto:address@hidden>, 301/652-8797 
For general information about this event, please contact Ms. Colleen Harbison 
<mailto:address@hidden>, 301/652-0810 
For information on sponsorship opportunities, please contact Ms. Cara Lombardi 
<address@hidden>, 703/867-6921 

Purchase and Information Options

[1] Phone: 301-652-0810 and speak with Ms. Colleen Harbison.
[2] Email: address@hidden 
[3] Register online: Use our online booking form  to register and pay by credit 
card electronically.
[4] Fax: registration form to 301-652-0914.
[5] Mail: registration form  to:

Market*Access International, Inc.
5454 Wisconsin Avenue, Suite 810
Chevy Chase, Maryland 20815
Sponsorships Available! Contact Cara Lombardi at address@hidden 

*** HERE IS OUR CY 2001 TRAINING SCHEDULE FOR TAMPA AND WASHINGTON DC.

Market*Access – Dale Carnegie Training Events
(For Gov't Fee for Service Operations)

-  Sales Fundamentals/CRM/Sales Mgmt            Mar 20-22 (Tampa)

-  CRM                                                  April 10-12  (Tampa)

-  CRM                                          May 8-10 (Washington, D.C.)

-  CRM Executive Conference (One day)           May 11 (Reagan Building, 
Washington, D.C.)

-  Sales Fundamentals                           May 15-17 (Tampa)

-  Sales Management                                     June 27-28 (Tampa)

-  CRM                                                  August 21-23 (Tampa)

-  Sales Fundamentals                           August 28-30 (Tampa)

-  Sales Management                                     Sept 18-19 (Tampa)

-  CRM                                                  Sept 25-27 (Tampa)

All Tampa training courses have rooms available at government rates but they 
are limited.  Sign up early.

Sales Fundamentals and CRM are three-day classes.  Sales Management is two-day 
class.  Executive Conference on May 11 in Washington, D.C. is one day.

Information on all events and training courses can be found at 
www.marketaccess.org

If you wish to be REMOVED from this list, please REPLY and include REMOVE in 
the subject line.  Thank you.