SALES 201

SALES & MARKETING 201 BUNDLE

The Sales & Marketing 201 Bundle Is the Latest Education Offering from TIA. This Bundle Is Geared Towards Those Looking for Advanced Sales & Marketing Training or Those Who Have Previously Completed TIA's MTBS and/or PSSC online courses.

Pricing & Fees

Sales 201 VILT & Partnership Selling in the Supply Chain Bundle:

Member: $995 | Non-Member: $1,195

Sales 201 Standalone VILT (July):

Member: $575 | Non-Member: $700

Marketing 201 VILT & Marketing Transportation Brokerage Services Bundle:

Member: $995 | Non-Member: $1,195

Marketing 201 Standalone VILT (June):

Member: $575 | Non-Member: $700

Sales 201 VILT & Marketing 201 VILT (June + July):

Member: $1,095 | Non-Member: $1,295

Full Bundle (Sales 201 VILT + PSSC Online Course + Marketing 201 VILT + MTBS Online Course):

Member: $1,795 | Non-Member: $1,995

Marketing 201 (June)

Strategy, Execution & Measurement: Marketing Freight Brokerage Services in 2021

The past year has seen several disrupting forces – from COVID-19 to technological advancements and legislation – that have created chaos in the marketplace. With chaos, however, comes opportunity, and this is your opportunity to evaluate your current marketing efforts and learn how to position and align your business to thrive in the coming years.

Effects of changes/disruptions on future capacities
Understanding the importance of value proposition and value chain
Developing integrated marketing communications
Determining which media platforms to use
Measuring customer lifetime value
Understanding and utilizing regression analysis
Differentiating yourself from the competition

The virtual instructor-led training is presented by John Drea, DBA, Professor of Business at Illinois College, and the creator of TIA’s Marketing Transportation Brokerage Services online course.

On-Demand: MTBS

About Dr. John Drea

Prior to joining IC in 2014, Dr. John Drea worked for 30 years in public higher education, including nineteen years at Western Illinois University where he served as a faculty member, department chair, and Associate Dean. He is the author of over thirty refereed publications, and his work has appeared in Harvard Business Publishing, Transportation Journal, the Journal of Personal Selling and Sales Management, the Journal of Services Marketing, Transportation Research Forum, the Journal of Transportation Management, and many other outlets.

He is also the author of two 3PL textbooks, and four computer-based business games used in colleges. Dr. Drea has been the recipient of numerous teaching honors, including the Society of Marketing Advancement's Distinguished Teaching Award, the American Marketing Association's Instructional Innovation Award, the Marketing Management Association's Teaching Excellence Award, and several awards from WIU. Dr. Drea administered TIA’s Certified Transportation Broker Program from 2003-2016, and he was the 2010 recipient of TIA’s Industry Advancement Award.

Dr. Drea has done consulting with multiple pro sports teams, logistics, market research, and higher education.

Course Details

Sales 201 (July)

Sales Strategies for 3PLS: How to Incorporate a Buyer-Based Sales Strategy into Your 3PL

Is your Sales Team still using features and a benefits-based sales model? If so, they are losing ground to your competitors. Training and coaching that never teaches how the buyer makes a decision and how a salesperson needs to work within these parameters will come up short in today’s 3PL marketplace.

This seminar uses research that teaches

Learn the relationship between marketing and sales and how they impact shipper thinking and purchase decisions.
Learn the steps a shipper goes through to buy 3PL services.
Review the steps of the sales process and how they correspond with the buying process.
Learn the components of successful sales behavior as defined by shippers.
Learn how to incorporate a question-based approach for a professional face-to-face sales call.

The virtual instructor-led training is presented by Jim Kenny, Ph.D., Professor Emeritus of Marketing at Western Illinois University, and the creator of TIA’s Partnership Selling in the Supply Chain online course.

On-Demand: PSSC

About Dr. Jim Kenny

Dr. Jim Kenny taught and researched in the areas of strategic marketing, professional selling, and sales management at Western Illinois University. During his 25 years at WIU, he was been nominated for Teacher of the Year twelve times and won twice. Additionally, he 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.

Professionally, Dr. Kenny has provided consulting services for over 125 firms and trade associations nationwide in the last 30 years. His client list includes firms such as UPS World Wide Logistics, FedEx, Trinity Logistics, Allen Lund Company, Landstar, and Total Quality Logistics. Additionally, he has served as a research fellow for international consulting giants, McKinsey & Co. and AT Kearney.

Dr. Kenny served on the Board of Directors of WERC. He won the 2001 President’s Service Award from CPIA for his Marketing Audit Program and the 1996 Outstanding Service Award from TIA for his Consultative Sales Program. Professor Kenny was the 2010 recipient of the TIA Heritage Award.

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