Chevron Sales Training Testimonial
The
Value Added Selling course offered by The Baker
Companies is, I feel, the best investment toward
business/sales skills I have ever made. With the "real
life" drills done in the class to simulate situations
that would occur in the business field, it committed more
information to memory than any previous class I had been to. I
especially liked the "FAB" exercise, in which
everyone had to state as many Features, Advantages, and
Benefits as they could in two minutes on a product or process
they were trying to sell. This brought together a lot of
information I had and put it into a format that was easy to
understand and follow. I feel confident that what I will tell
any buyer will now be more structured and much easier for them
to understand since I have learned the concepts the Value
Added Selling seminar teaches its participants.
Sincerely,
Laren Shoup
Technical Service Engineer
Chevron Chemical Company
Aromatics & Derivatives Division
Marietta Plant RO. Box 1000 Marietta, OH 45750 Phone 614 374
2500
As you know, Chevron Chemical Company's plastic sales
organization has successfully used BCI's training methods
since 1982. Back then it was apparent we needed to train our
sales people, but there was a healthy discussion on
"how" to train them.
There seemed to be agreement that sales skills need to be
taught and then reinforced and enhanced. The
selling skills
courses did indeed do that. Each skill was covered and then
practiced. What really differentiated your format was the use
of role plays using our products and services and the
extensive video taping.
When we started with Baker, we became very involved in the
preparation of the role plays. Our thought was we wanted them
to involve our business and to reflect the current market
situation. After a few years we changed our minds and wanted
them rewritten to reflect the changing market situation, as
well as to be more "generic." Our thinking was that
a more general form might allow the participants to focus less
on the content and more on the skills to be utilized. I
suspect your people probably knew that all along.
Jim, our sales organization has matured and improved its
professional selling skills as a result of your training
sessions. We look forward to continuing to build on this solid
foundation.
Sincerely,
R. Peter Toohy
Manager, Plastic Sales
Chevron Chemical Company
Houston, Texas
|
