January 2008

Building Success In Sales

Introduction To Sales Training

Behind the Scenes

• Internal Systems Requirements Study– Set Policy and Standards for Serving the

customer. Customer service job one.– Addressing the product– Addressing the market by creating new

markets.

Why are we here!

• Opportunity– New Markets

• New Products– 3PL– ACUMEN– E-BRIDGE

• Current Products– DMS 6.0– Product Enhancements

Customer Expectations

Knowledge: The customer expects to deal with knowledgeable people. Whether this is a DMS Product Sale, a WMS, third Party or Branded Product Sale there is that expectation. The customer understands that the

chances of successfully implementing the software improve significantly when the vendor demonstrates or

is able to express through their actions an in-depth understanding of the customer requirements or industry. IntelliTrack must invest properly in its

resources.

Starts In Sales

• Training• Policies and Procedures

– Everything Starts In Sales

• A part of a larger team of support departments.– Sales will set the standards that the rest of the

company will follow.– Professional, well trained, productive and

interactive as part of a larger team.• Marketing• Software Services

Today Training: The big picture

• How it all ties together• Recommending Key Product Partners.

– Portable Data Collection and Wireless Networking

• Supporting Technology For Hardware – Motorola– Barcode Printing Technology and Media

• Zebra Technology– Barcode Printing

• Seagull Scientific– Bartender Training

– Software• You cannot successfully sell the software with out

understanding the big picture

What the customer expects

• The customer expects you to understand the total needs of the project and advise them on all requirements.

Training Purpose

• Knowledgeable sales people are consulting sales people.

– Understand the customer needs– Has Insight into customer process– Can Determine a course of customer action– Provide relevant recommendations– Enable the customer to be successful.

Training Meeting Rules

• Round Table Format– Rules of Engagement

Our Special Guest

• Motorola/Symbol– Richard Ebert, Presenting

• Zebra Technolgies– Tom Luke, Regional Sales

Representative– Steve Zlokovich, Zebra Sales Support

• Seagull Scientific, “Bartender”– Carrie Mahlum