Sales training to be offered in collaborative workshops

Author: Dennis Brown

The University of Notre Dame’s Mendoza College of Business has joined with Sales Performance International (SPI) to launch an ongoing series of training workshops for sales and marketing professionals.p. Based upon the Solution Selling methodology developed by SPI, the workshops will focus on increasing sales from new and existing clients, improving closing ratios, and enhancing sales pipeline and forecasting accuracy. Notre Dame, which has developed the leading business ethics curriculum in the nation, will add an ethical component to the workshops.p. “We are excited about our partnership with SPI, the acknowledged leader in customer acquisition strategies,” said Leo Burke, associate dean and director of Executive Education in the Mendoza College of Business. “The ND Solution Selling program addresses an area in business that is often overlooked, and the ethical component throughout the sales process is something people have come to expect from Notre Dame.”p. Intense competition, a slow economy and compensation based primarily on commission can lead to compromises in personal and corporate integrity, according to John H. Weber, associate professor of marketing at Notre Dame.p. “Drawing upon the foundations developed in our college, these workshops will include discussions of common ethical dilemmas and provide perspectives on ethical selling behavior,” he said.p. Some 500,000 sales professionals use Solution Selling, the world’s most widely used sales methodology.p. “We have embarked on a new venture with Notre Dame to help sellers not only increase new business from old and new clients alike, but also help them pursue mutually beneficial, long-lasting, business relationships,” said Keith Eades, president and chief executive officer of SPI. “In today’s competitive selling environment, successful sellers are defined by the customer, not in dollars over quota.”p. Workshop tuition is $2,300 per participant. This year’s schedule follows:p. p. ? April 15-18 at Notre Damep. ? May 6-9 in Chicagop. ? June 3-6 at Notre Damep. ? July 29-Aug. 1 in Chicagop. ? Aug. 19-22 in Cincinnatip. ? Sept. 16-19 in St. Louisp. ? Oct. 1-4 in Chicagop. ? Oct. 21-24 in Indianapolisp. ? Nov. 4-7 in Atlantap. ? Dec. 9-12 in Chicagop. p. More information is available from Justin Luber, Notre Dame’s program manager, at 800-631-3622, or on the Web at , or Paige Greene, Sales Performance InternationaI’s program manager, at 704-364-9298, or on the Web at

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