March 1, 2003
    COMMERCIAL SERVICE SALES CERTIFICATION PROGRAM (Includes AccuPro I PM Agreement Estimating Software) CEU'S: 1.6 ------------------------------------------------------------------------

    COMMERCIAL SERVICE SALES CERTIFICATION PROGRAM (Includes AccuPro™ I PM Agreement Estimating Software) CEU'S: 1.6 ------------------------------------------------------------------------ DETAILS Wendell Bedell, award winning commercial sales and marketing manager, will instruct this 3-day intensive training program. Includes a supporting CD library of service agreement and project proposal-writing tools, direct mail/fax campaigns, and territory development tools to enable the attendee to quickly grow your commercial services business. ------------------------------------------------------------------------ HOW YOU WILL BENEFIT This three-day seminar will enable both new and experienced service sales professionals to develop or enhance the fundamental skills required to sell commercial HVAC/R service agreements and negotiated projects. Graduates will receive Certification Award. SEMINAR CONTENT Service Agreement Training * Equipment/Systems and Visual Condition Evaluation Techniques * HVAC/R System Surveying and Equipment Data Gathering * Estimating Profitable Service Agreement Strategies – Includes AccuPro software estimating tool * Service Agreement Proposal Writing Strategies– Includes Word template proposals Territory Management Training * Introduction to the HVAC/R Commercial/Industrial Industry * Understanding Building Owner/Operator Roles and Functional Responsibilities * Assessing Your Company’s Capabilities and Market Position * Implementing a Competitive Intelligence System. * Territory Target Marketing Strategies and Tactics – Includes complete set of direct mail/fax campaigns * Developing and Implementing Prospecting Strategies – Includes Successful “Branding” strategies and tactics * Territory Strategy and Tactical Planning – Designed to Improve Productivity and Effectiveness 100% or more * Qualifying the Real, Worth and Win of Deal Opportunities – Includes Field Survey Forms * Professional HVAC Project Proposal Writing Strategies – Includes Word template proposals * Includes a 390-page Manual, AccuPro I estimating software, and supporting CD Library Registration Fee: $895.00 For more information, visit www.bsig.net