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Government Fee for Service * Sales * Customer Service * Training * Tampa
Government Fee for Service * Sales * Customer Service * Training * Tampa Florida March 20-22 *
Tue, 13 Mar 2001 19:02:49 -0500
SUBJECT: SALES, SALES MANAGEMENT AND CRM TRAINING FOR GOVERNMENT FEE FOR
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
customer service and fee for service organizations AND industry. The
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
- "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
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
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.
* Market*Access International, Inc.
* Dale Carnegie Training
other sponsors to be announced
This course is intended for commercial and government managers who sell
and services to the federal government. Both industry and government will
commercial best practices and be able to share ideas, strategies,
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
(FBA), Fee-for-Service, CASU, or have regular contact with their clients and
Now, these organizations are faced with the need to find, train, motivate and
reward sales and business development personnel. Many of these people have
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
match and communicating with a potential customer in a persuasive manner to
them to take action, make a commitment and buy. The Dale Carnegie Sales
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
by other sales professionals. Practice selling, discussion, and analysis of
sales situations are key components in a motivational environment. The
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
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
and franchise business activities (FBA)
Agency executive planning to put in place a customer service operation and
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
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
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
management (CRM), sales fundamentals and sales management training. Several of
Rick's courses have become standards within the Dale Carnegie Training
About Dale Carnegie Training:
At the heart of Dale Carnegie Training® is our mission to improve the
of government and business by developing the innate abilities of employees.
mission is driven by our belief that peoplethe human assetare the most
source of competitive advantage.
To maximize this advantage, Dale Carnegie Training® designs and delivers
programs to government and industry that capitalize on behavior-based
solutions that work in the real world. Each curriculum is developed to give
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
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
years as Vice President of Computer Sciences Corporation. His training course,
"Selling to the New Federal Customer" has become a standard in our industry
over 1,500 students attending Mr. Dickson's classes. His company, Market*Access
International, conducts marketing, sales, research and event support to
and commercial companies. His government clients include the Department of
Defense Logistics Agency, GSA, and the U.S. Trade Development Agency. Mr.
training features tactical, real-world solutions to government new business
Students leave with an action list of things they can begin doing the next day
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
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,
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?
contact Ms. Harbison (contact information listed below) to find out about our
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
a sell out.
Points of Contact:
For technical support with this web site, please contact Mr. Parrish Knight
For information on exhibitor arrangements, please contact Ms. Danielle Ortiz
For general information about this event, please contact Ms. Colleen Harbison
For information on sponsorship opportunities, please contact Ms. Cara Lombardi
Purchase and Information Options
 Phone: 301-652-0810 and speak with Ms. Colleen Harbison.
 Email: address@hidden
 Register online: Use our online booking form to register and pay by credit
 Fax: registration form to 301-652-0914.
 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,
- 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
If you wish to be REMOVED from this list, please REPLY and include REMOVE in
the subject line. Thank you.
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