The programs designed by firms specializing in the development of sales personnel are a second source of sales training. Some of the most popular courses are offered by Richardson E Learning, Acclivus Corporation, Wilson Learning Corporation, Miller Heiman Inc., Dale Carnegie Training, and AchieveGlobal (see Table 1.2). The legendary Professional Selling Skills (PSS) course, developed by Gene Keluche, is still offered by AchieveGlobal. This carefully designed course, once owned by Xerox, has been completed by millions of salespeople.59
COMPANY | TRAINING PROGRAMS | DESCRIPTION |
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Sales Performance International www.spisales.com |
|
Provides sales training based on concepts explained in The New Solution Selling, by Keith Eades |
Integrity Systems, Inc. www.integritysystems.com |
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Provides sales training based on concepts explained in Integrity Selling for the 21st Century, by Ron Willingham |
|
Provides sales training based on concepts in The SPIN Selling Fieldbook, by Neil Rackham | |
Miller Heiman, Inc. www.millerheimangroup.com/ |
|
Provides sales training based on concepts presented in Strategic Selling and The New Conceptual Selling |
|
Provides the original Xerox Professional Selling Skills (PSS) sales training; Course Content Coaching has been updated | |
Wilson Learning Worldwide www.wilsonlearning.com |
|
Provides updated sales training based on the original Larry Wilson Counselor Selling Training Program |
Dale Carnegie Training, Inc. www.dalecarnegie.com |
|
One of the largest international training companies providing sales training using many of the concepts presented in the Dale Carnegie books, such as How to Win Friends and Influence People |
Richardson E Learning www.richardson.com | Richardson Quick Learning | Richardson QuickSkills™ 5.0 incorporates a set of online tools that allows for improved efficiency in developing and delivering customized and tailored online sales training courses |