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www.learningropes.com [email protected]

PPoorrtteerr HHeennrryy && CCoommppaannyy,, IInncc..

SSaalleessffoorrccee CCuurrrriiccuulluumm (Packaged Programs with Custom Elements from Learning Ropes Mumbai)

Selling Skills

SalesAbility II Retail Selling Skills Introduction to Selling for Non-Sales Professionals SalesAbility Pro

Advanced Sales Tactics

Achieving a Competitive Edge Presenting Value-Added Benefits Prospecting for New Business Territory Management

Account Development

Solution Selling Strategic Business Development Strategic Multi-Level Selling Team Selling Value-Added Negotiating Value-Driven Selling

Pharmaceutical Selling

IMPACT Selling Advanced Selling Skills Competitive Selling Hospital Selling

Sales Management Development

Conducting Motivational Sales Meetings Counseling for Improved Performance Field Coaching Field Sales Leadership Managing Sales Performance

Recruiting and Selecting Stars

Customer Service

ServiceAbility

360-Degree Feedback

Coaching Activity Profile (30 targeted behaviors)

Sales Leadership Profile (40 targeted behaviors)

SCAN Salesperson Profile (120 targeted behaviors)

Custom-Developed Training Programs

Let us put our 60 years of custom-development expertise to work for you!

Sales Consulting

We are expert in developing sales process and conducting sales audits and salesforce needs analyses.

http://www.learningropes.com/

mailto:[email protected]


OVERVIEW

MISSION Porter Henry & Company, the salesforce specialists, has had

a single mission since 1945 – improving sales productivity.

RESULTS As a result, 3000 salesforces sell their products and services better and more profitably to more customers. A recent Porter Henry client satisfaction survey indicates that 100% of our clients would work with us again – and most do. We’ve developed 250,000 field sales managers and trained over one million sales representatives and account managers, and work closely with our clients to track sales productivity improvements and bottom-line results.

SALESFORCE SERVICES We work closely with our clients to identify high-payoff opportunities and then do what’s required to leverage productivity gains. Typical assignments include needs analyses and sales process development; training programs and reinforcement systems; territory-management systems, standards of performance, and salesforce audits; visual presentations and sales tools.

CUSTOM APPROACH One common element in every client project is our custom-design process. Each client need, problem, or opportunity is different and often unique. Therefore, a custom-designed solution – one that meets your needs and budget – provides a workable plan to generate optimum results.

PROFESSIONAL STAFF Our staff and network of experienced professionals are our most valued resource. Our project directors, instructional designers, writers, facilitators, and other associates come to us with extensive sales, training, management, and consulting experience. Each assignment is a team effort, focusing a wide range of personal and client experience on your project.




SALESFORCE STUDIES AND NEEDS ANALYSES

If you have a potential or existing sales-related problem, Porter Henry & Company can objectively determine the cause and provide practical and effective solutions. Because focus is important, we offer our clients a variety of approaches:

Comprehensive Salesforce Studies – to analyze the critical factors that determine salesforce effectiveness: training, sales process, market penetration, strategy implementation, organization, sales management, territory management, attitudes, and motivation.

Training Needs Analyses – to focus on sales training or management development.

Specific Problem Research – to survey attitudes or motivation, compensation, time allocation, new product potential, dealer effectiveness, customer perceptions, or organization effectiveness.

Porter Henry & Company studies often include reviews of sales performance records; interviews with headquarters, field sales management, and salespeople; observations of customer calls; interviews with customers, distributors, or dealers; and examinations of current plans, training programs, and sales tools. The results, with specific recommendations, are presented in written form and reinforced with a presentation. When you ask the salesforce specialists at Porter Henry & Company to conduct a needs analysis, you can expect:

Objective findings, fresh input, and new ideas

Confidentiality and anonymity for those interviewed

Attention to detail with a structured approach

Thorough recommendations based on study findings and comprehensive salesforce experience.




CUSTOM-DESIGNED TRAINING PROGRAMS

Porter Henry & Company custom-designed training programs for sales representatives, customer service personnel, and sales managers produce outstanding results. They combine Porter Henry expertise with your business objectives, products and services, and sales environment. In fact, every element of the program is geared to your specifications.

Consider the benefits of a Porter Henry & Company custom-designed program:

Cost effectiveness. The salesperson is the key to the sales team’s success and every salesforce spends a fortune hiring, training, etc. Yet by ignoring their motivations, you are limiting their potential and looking past the engine that drives results. A modest investment will produce a significant ROI.

Relevance. Objectives, treatment, and content are 100% relevant to your needs. Porter Henry & Company programs focus on real-world situations the participants can identify with – because they’re based on your markets, products, customers, and terminology.

Format. The delivery vehicle depends on your objectives, the learners’ needs, content, and your training time frames. You can select the format and media or rely on our recommendations: workshop, self-study, leader’s guide, manual, cassette-workbook, video, computer-based training, or CD-ROM.

Value added. Most Porter Henry & Company programs are significantly enhanced in the development process. Value-added components surface in many ways: better learning methods, new selling approaches, and improved management tools. The value add-ons are crossbred from other industries or designed by our creative staff to ensure executional excellence.

Results. We are proud of our 60+ year track record of helping our clients achieve their goals.




PORTER HENRY CUSTOM-DEVELOPMENT PROCESS

May include:

Field observations

Focus groups/questionnaires

Sales/marketing management interviews

Review of current training programs

Resource committee/task force meetings Consists of:

Learning objectives

Detailed content

Specific exercises

Instructional methods/format

Estimated time frames

Learning assessments May include:

Leader’s materials

Participant’s workbooks

Video/audio scripts

Flipchart designs Incorporates:

Client revisions

Additions/deletions Recommended as:

Dry run

Validation May include:

Electronic materials/hard copy

Audio/videotapes

Multimedia

Illustrations/art

Train-the-trainer workshops May include:

Tracking/measurement

Follow-up Administrator’s Guide

Follow-up application assignments

Business Review

NEEDS ANALYSIS

RESEARCH

TREATMENT OUTLINE

CLIENT REVIEW

FIRST DRAFT

CLIENT REVIEW

REVISED DRAFT

CLIENT REVIEW

PILOT PROGRAM

FINAL PROGRAM MATERIALS

FOLLOW-UP




SYSTEMS DESIGN

Sales productivity can be significantly enhanced if your sales managers and sales representatives have comprehensive, up-to-date electronic or document-systems support. Effective systems will:

Facilitate analysis, planning, and problem-solving

Provide operational uniformity and efficiency

Eliminate errors and false starts

Improve communications and performance

Generate sales results

Most sales and sales management activities can be better structured, directed, and monitored with fully-integrated systems and controls, such as: Whether it be for managing territories, for analyzing and evaluating results, for planning strategies, or for compensating performance, Porter Henry & Company can provide practical, custom-designed solutions. We develop systems and tools for every sales and management activity your salesforce performs.

J Job Descriptions Performance Standards Performance Evaluation Sales Summaries and Reports Sales Planning Coaching Records Time Management Recruiting and Selection Sales Management

Competency Model Onboarding Programs

J Job Descriptions Performance Evaluation Call Frequency/Allocation Sales Process Customer and Prospect Records Key Account Profiles Key Account Action Plans Sales Planning Time and Territory Management Sales Competency Model OnboardingPrograms

FOR SALES MANAGERS

FOR SALES REPRESENTATIVES



Documents

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