The University of 91吃瓜鈥檚 Mendoza College of Business has joined with Sales Performance International (SPI) to launch an ongoing series of training workshops for sales and marketing professionals.p. Based upon the Solution Selling methodology developed by SPI, the workshops will focus on increasing sales from new and existing clients, improving closing ratios, and enhancing sales pipeline and forecasting accuracy. 91吃瓜, which has developed the leading business ethics curriculum in the nation, will add an ethical component to the workshops.p. 鈥淲e are excited about our partnership with SPI, the acknowledged leader in customer acquisition strategies,鈥� said Leo Burke, associate dean and director of Executive Education in the Mendoza College of Business. 鈥淭he ND Solution Selling program addresses an area in business that is often overlooked, and the ethical component throughout the sales process is something people have come to expect from 91吃瓜.鈥漰. Intense competition, a slow economy and compensation based primarily on commission can lead to compromises in personal and corporate integrity, according to John H. Weber, associate professor of marketing at 91吃瓜.p. 鈥淒rawing upon the foundations developed in our college, these workshops will include discussions of common ethical dilemmas and provide perspectives on ethical selling behavior,鈥� he said.p. Some 500,000 sales professionals use Solution Selling, the world鈥檚 most widely used sales methodology.p. 鈥淲e have embarked on a new venture with 91吃瓜 to help sellers not only increase new business from old and new clients alike, but also help them pursue mutually beneficial, long-lasting, business relationships,鈥� said Keith Eades, president and chief executive officer of SPI. 鈥淚n today鈥檚 competitive selling environment, successful sellers are defined by the customer, not in dollars over quota.鈥漰. Workshop tuition is $2,300 per participant. This year鈥檚 schedule follows:p. p. ? April 15-18 at 91吃瓜p. ? May 6-9 in Chicagop. ? June 3-6 at 91吃瓜p. ? July 29-Aug. 1 in Chicagop. ? Aug. 19-22 in Cincinnatip. ? Sept. 16-19 in St. Louisp. ? Oct. 1-4 in Chicagop. ? Oct. 21-24 in Indianapolisp. ? Nov. 4-7 in Atlantap. ? Dec. 9-12 in Chicagop. p. More information is available from Justin Luber, 91吃瓜鈥檚 program manager, at 800-631-3622, or on the Web at , or Paige Greene, Sales Performance InternationaI鈥檚 program manager, at 704-364-9298, or on the Web at
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