Partnership Selling in the Supply Chain - Transportation Intermediaries Association

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: $1,650

Discounts Available for 3+ Registrants

Quarter 1 Add/Drop Period: January 8 - January 29 (Registration Closes January 29)

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 - Quarter 1

Schedule of Activities for Quarter 1, 2024:

Partnership Selling In The Supply Chain:

Start Date: January 8, 2024

Start Module 1 – Marketing Principles: January 8, 2024

Student Orientation with TIA Staff & Course Instructor: Week of January 17, 2024

Start Module 2 – Basic Selling Concepts for 3PLs: January 22, 2024

Start Module 3 – Building Partnering Relationships: January 22, 2024

Start Module 4 – Ethical and Legal Issues in Selling: January 29, 2024

Start Module 5 – Buying Decisions and the Buying Process: February 5, 2024

Start Module 6 - Adaptive Selling for Relationship Building: February 5, 2024

Virtual Officer Hours with Instructor(s): Week of February 12 2024

Start Module 7 – Prospecting: February 19, 2024

Start Module 8 – Planning and Making the Sales Call: February 26, 2024

Start Module 9 – Responding to Objections: February 26, 2024

Start Module 10 - Obtaining a Commitment: March 4, 2024

Start Module 11 – After the Sale: Building Long-Term Partnerships: March 11, 2024

Virtual Officer Hours with Instructor(s): Week of March 18, 2024

Partnership Selling Course Final Exam: Thursday, March 28, 2024

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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