Partnership Selling in the Supply Chain

PARTNERSHIP SELLING IN THE SUPPLY CHAIN

The Partnership Selling in the Supply Chain (PSSC) Course Has Been Specifically Created to Address the Unique Characteristics of Selling in the 3PL Industry. The PSSC Course Includes New Videos from Dr. Jim Kenny, Knowledge Checks, Additional Resources, and All the Tools a Transportation & Freight Brokerage Professional Needs to Succeed.

COURSE OVERVIEW:

Member Price: $550

Non-Member Price: $700

Discounts Available for 3+ Registrants

Add/Drop Period: Jan 3 - 24

Clock Hours: 20 Hours

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PRICING & FEES

REGISTRANTS	MEMBER	NON-MEMBER
1	$550	$700
3-5	$495	n/a
6+	$470	n/a

COURSE DETAILS

ADDITIONAL INFORMATION

The PSSC Course is different than the usual sales course, which emphasizes efficiency, increasing closing percentages, and overcoming objections.

The PSSC Course preempts objections and stresses effectiveness by developing long-term partnering relationships with shippers and carriers.

The emphasis is to stop the mentality of moving a load here and there for someone, and instead focus on a long-term relationship.

Meet the Instructor

Dr. Jim Kenny

Dr. Kenny teaches and researches in the areas of Strategic Marketing, Professional Selling and Sales Management. During his eighteen years at WIU he has been nominated for Teacher of the Year twelve times and won twice.Additionally, he has won two Faculty Excellence awards.He has published and presented dozens of papers in the areas of strategic marketing planning, transportation brokerage, and professional selling

Schedule of Activities

Schedule of Activities for Trimester 1, 2023:

Partnership Selling In The Supply Chain:

Start Date: January 2, 2023

Start Module 1 – Marketing Principles: January 3, 2023

Student Orientation with TIA Staff & Course Instructor: Week of January 10, 2023

Start Module 2 – Basic Selling Concepts for 3PLs: January 16, 2023

Start Module 3 – Building Partnering Relationships: January 23, 2023

Start Module 4 – Ethical and Legal Issues in Selling: January 30, 2023

Virtual Office Hours With Instructor(s): Week of February 6-12

Start Module 5 – Buying Decisions and the Buying Process: February 13, 2023

Start Module 6 - Adaptive Selling for Relationship Building: February 20, 2023

Start Module 7 – Prospecting: February 27, 2023

Start Module 8 – Planning and Making the Sales Call: March 13, 2023

Start Module 9 – Responding to Objections: March 27, 2023

Virtual Officer Hours with Instructor(s): Week of April 3-9, 2023

Start Module 10 - Obtaining a Commitment: April 10, 2023

Start Module 11 – After the Sale: Building Long-Term Partnerships: April 17, 2023

Partnership Selling Course Final Exam: Friday, April 28, 2023

For more information about course policies, please click here.

Have questions or need additional information? Contact education@tianet.org or complete the Contact Form below!

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