Who Should Attend?

• New sales and marketing personnel in the forest products industry
• Those who want to improve their sales skills
• Sales managers who would like to improve the effectiveness of their sales force

Course Instructors

• Robert Smith is a Professor and Extension Specialist in Forest Products Marketing at Virginia Tech. He has more than 15 years experience in the wood products field and 8 years of personal selling experience.

• Eric Hansen is a Professor and Extension Specialist in Forest Products Marketing at Oregon State University. He is co-author of Strategic Marketing in the Global Forest Industries.

Schedule

Thursday, April 20 from 8:30 a.m. to 5:00 p.m. (Richardson Hall Room 107)
Friday, April 21 from 8:30 a.m. to 3:00 p.m. (Richardson Hall Room 107)

Topics

Successful Personal Selling Strategies
Successful salespeople have developed strategies that can improve your effectiveness. Learn which strategies are right for your selling style.

Customer Behavioral Styles
All customers can be classified into certain behavioral styles. By understanding the customer’s behavioral style, you can adjust your selling strategies for maximum success.

Your Personal Selling Profile
This self test will measure your selling strengths and identify areas that can be improved.

Effective Phone Sales
Learn proper use to maximize your time and effort.

Role Playing
In a friendly, supportive environment, role playing selling situations is the single best tool to help you apply and improve your new sales skills.

Effective Communication to Improve Sales
A good understanding of the communication process allows a salesperson to create a better buying situation.

Improving Sales by Improving Your Attitude
People like to purchase from positive salespeople. Learn proven ways to stay positive during the selling process.

Negotiation Skills
In most sales situations, practically everything is negotiable. Learn specific strategies to become a better negotiator - in or out of the office.

Goal Setting
Learn to develop goals that are right for you and positively impact your sales efforts.

Course Fee

The cost for the course is $450. This includes cost of two days of instruction, all course materials, certificate of completion, coffee breaks, and two lunches.

Arrangements and Housing

The course will be held in Richardson Hall 107 on the Oregon State University campus, Corvallis, Oregon. A block of rooms has been reserved for course participants at the Hilton Garden Inn Hotel. To make reservation, call Hilton Garden Inn reservation at 541-752-5000 by March 20, 2006 or book your room online using this group/convention code: FPS. Participants are responsible for their own motel accommodations. There is free parking and a free campus shuttle from the Hilton to the College of Forestry.

Parking

Permits are required for anyone parking on campus. Free parking is available in the gravel lot behind Reser Stadium. If you choose to park in pay parking spaces, the cost for a one-day permit is $5. You can purchase a parking permit at any Pay and Display station on campus. Back in or pull through parking is not permitted in angled parking spaces.