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| YPS
Sales Process Engineering
coupled with...
YPS
Sales Training
enables...
...an 8-12%
annual increase
in sales
performance!!!
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ABC Selling...
...proving to
customers that they need your value-add.
"ABC" refers to Activity Based
Costing. "ABC Selling" uses this powerful finance concept to demonstrate
the dollars and cents value of your products, services and knowledge.
This one-day seminar covers the
core ABC concepts as they apply to sales, and reinforces them with real-life
exercises and practice. It will enable your sales team to quickly build
compelling "before and after" scenarios that highlight the value of your
products and/or services to customers. The topics covered include:
 | What does it really cost? - There is
more to the total cost of ownership than meets the eye. This
introduction demonstrates how misleading common sense can be.
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| CIN: Positioning "value-add" and "outsourcing"
- This module clearly illustrates why your customers will want to hear your
ABC story.
|
| Process Decomposition - The fundamental skill
needed for ABC is the ability to identify all of the component activities of a
business process. This module covers how to use a PDD (Process
Decomposition Diagram) to show a customer a more comprehensive view of true
current costs.
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| The Activity/Cost Matrix - This module
covers how to to use process decomposition information to illustrate costs of
doing business both before and after application of your products/services.
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| ABC Exercise(s) - The group will develop one
or more examples of "ABC Analysis" using real-life scenarios.
(Background information for these cases will be gathered prior to the
session.) |
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