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Date: Friday, August 1, 2008
Location: The Federal Sales Academy in Bethesda, MD
Time: 8:30 a.m. to Noon.
Cost: $500 per person
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>> Register Here
Why is This Seminar Different?
This seminar is different because it is the only seminar which focuses primarily on the military sales call. Since the Department of Defense has a very large budget, it is imperative to learn how to properly approach clients in this lucrative market. The course is taught by Bill James, a former Department of Defense executive who is now doing business development in the commercial sector. Mr. James will discuss many of the unwritten, and often unknown, lessons of the sales call with a military client.
Who Should Attend?
The course is perfect for business development managers, capture managers, proposal managers, sales and marketing managers, account managers, sales executives, company managers and others who want to successfully sell to the military market.
Why Should You Attend?
"Perfecting the Military Sales Call" gives you the insider’s perspective on the unwritten rules of making a sales call on a military client. Our students will learn how to craft and deliver a successful sales pitch to military personnel. We will provide you with the practical knowledge needed to prepare for, execute and follow up on a military sales call.
>> Register Here
Class Syllabus:
8:30 a.m. - 9:00 a.m. - Coffee, juice, refreshments and networking
9:00 - 10:30
- DOD Market Overview
- Dress for Military Sales Success: Culture, Attire, & Style
- What is an Office Call?
- Why Make Calls?
- Value of the Visit?
- Preparation
10:30-10:45 - Break
10:45 - 11:30
- During the Call
- Follow Up After the Call
- The Protocol of an Office Call
11:30 - Noon - Q/A
NOON - End
Speaker: Bill James
Attendees' comments about Bill Jame's presentation at a recent AFCEA event in San Diego:
"I not only learned new thought patterns from Bill James, but I had an opportunity to meet some of the other participants in the seminars and sharpen my networking skills."
"Bill James’ presentation on the protocol of approaching Government customers was priceless; this type of information can’t be “Googled”, and we felt we came away with the tools to proactively market our engineering services.”
“I just wanted to thank you for putting on some excellent presentations yesterday. I not only learned new thought patterns from Bill James, but I had an opportunity to meet some of the other participants in the seminars and sharpen my networking skills. I feel that I learned a great deal, and met some wonderful people, and I am certainly looking forward to what you have in store for us next year. Thank you again for all your hard work in making this event successful. Hope to see you next year! “
Added Value
You will not only receive a PowerPoint from this class (allowing you to train your team back at the office), we will also provide you with all of our reference material including links to web sites, sample Staff Summary Sheets, Company Collateral Handouts, sample thank-you notes, and typical office diagrams. We'll also give you URLs which will lead you to business opportunities within DOD.
Cancellations & Rescheduling
Cancellation notifications must be received one week prior to the seminar date. Upon notification, your registration fee will be refunded less a $100 non-refundable processing fee. Any cancellations beyond the one week period are non-refundable. You may reschedule at anytime; if you reschedule to attend another seminar, we will apply your payment toward your new registration fee. Personnel substitutions may be made at any time. Payment must be received prior to the seminar date. No-shows are liable for the full seminar fee.
