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Ask any sales professional about prospecting and most will tell you it's their least favorite thing to do. From figuring out how to develop a territory to finding qualified leads and making cold calls, it's enough to cause even the most seasoned people to cringe. Some even point fingers claiming it's not within the realm of their responsibility. But prospecting is the vital first step in the sales cycle, and the key to success is preparation, practice, and confidence. This course gives salespeople at all levels the know-how to tackle prospecting, maintain a healthy pipeline, and grow their business. This course is packed with helpful tools, including qualifying checklists, practice exercises, strategies, and more. Run time: 90 minutes

Whether you are working with fresh faces or seasoned pros, there are usually gaps between where salespeople are in their development and where they should be. That's why it's a good idea to assess skill levels from time to time, establish a baseline, and always have an action plan for improvement. The results are beneficial to the bottom line—for both the individual and the organization. This course provides an in-depth learning experience aimed at transforming your sales force into true professionals who are prepped and ready for any challenge. Run time: 60 minutes

This comprehensive audiovisual course explains how to use collaboration in the workplace, including defining collaboration, establishing a purpose for collaboration, and recognizing situations that are appropriate (or inappropriate) for collaboration. Step by step instructions for creating a group collaboration experience are included, capping off the course with a discussion of the “difficult” individual and how to deal with them when collaborating. Run time: 75 minutes

Is conflict an ongoing battle in your organization? Apparently, it is for most. A recent study reveals that 85 percent of employees experience conflict at work—a staggering 2.8 hours each week—ranging from mild squabbles with teammates to explosive disagreements between managers. Let's face it, conflict isn't going to become obsolete anytime soon. But individuals can learn how to handle it maturely and collaboratively with insight, knowledge, and the proper skills. And better yet, organizations can actually benefit from conflict in the form of increased productivity and improved relationships; that is, when it's managed successfully. Taking Control of Conflict: How to Resolve and Minimize Workplace Disputes introduces the different types of conflict, shows individuals how to communicate clearly and tactfully, explores appropriate resolution strategies, and establishes a common-sense approach for preventing unnecessary conflict. Run time: 75 minutes

Organizations know that every one of their employees is valuable and contributes unique talents and experience to each project or task at hand. So, comparatively, when employees come together as a team, the end result is typically even greater success—that is, when members understand how to work collaboratively. Effective collaboration not only helps to increase the quality of results, but also the productivity. Team Excellence is the training resource that ensures teams achieve these outcomes. Participants fundamentally learn to CARE by discovering techniques for effective Communication, maximizing individual Ability, producing Results, and fostering Esprit de corps. Among these techniques, they learn to create synergy, set goals, cultivate accountability, and coordinate effective team building activities, effectively allowing them to achieve high performance. Run time: 60 minutes

In this course, best practices related to time management in the workplace are presented. Learn how to identify personal time management styles and understand what that means for optimizing time spent on-the-job. Explore techniques that increase personal effectiveness by capitalizing on these styles, including blended approaches. Learn about procrastination, the reasons behind it, and how to avoid it. The course concludes with a discussion about personal prioritization and the work/life balance, providing strategies to increase enjoyment of both work and home life. Run Time: 30 minutes

• Coaching Conversations
• Coaching for Development
• Communication: Giving and Receiving Feedback
• Creating a Respectful Workplace
• Developing Positive Relationships at Work
• Effective Delegation
• Essentials of Leadership for Wholesaler-Distributors
• Essentials of Profitable Warehouse Operations
• Essentials of Superb Service in Distribution
• Ethics in the Workplace
• Interviewing Basics
• Microsoft Office 365
• Overview of Wholesale Distribution
• Performance Excellence
• Planning and Prioritization
• Taking Control of Conflict
• Team Excellence
• Time Management

• Business Etiquette
• Creating a Respectful Workplace
• Developing Positive Relationships at Work
• Essentials of Profitable Warehouse Operations
• Essentials of Profitable Wholesale Distribution
• Essentials of Superb Service in Distribution
• Ethics in the Workplace
• Introduction to Copper Tube, Plastic Pipe, and Fittings
• Introduction to Pipe, Valves, and Fittings
• Introduction to Steel, Stainless Steel, Iron Pipe and Fittings
• Introduction to the PHCP / Industrial PVF Industry
• Overview of Wholesale Distribution
• Taking Control of Conflict
• Team Excellence
• Time Management

• Creating a Respectful Workplace
• Creative Problem Solving
• Developing Positive Relationships at Work
• Essentials of Leadership for Wholesaler-Distributors
• Essentials of Profitable Purchasing and Inventory Management
• Essentials of Profitable Warehouse Operations
• Essentials of Profitable Wholesale Distribution
• Essentials of Superb Service in Distribution
• Ethics in the Workplace
• Gathering Data: SWOT Analysis
• Introduction to Copper Tube, Plastic Pipe, and Fittings
• Introduction to Pipe, Valves, and Fittings
• Introduction to Sales: Understanding the Buyer
• Introduction to Steel, Stainless Steel, Iron Pipe and Fittings
• Managing Inventory
• Microsoft Office 365
• Overview of Wholesale Distribution
• Taking Control of Conflict
• Team Excellence
• Time Management
• Understanding the Buyer

• Accounting 101
• Building a Business Case: Gathering Data - Understanding Financial Metrics
• Computer Use Basics
• Creating a Respectful Workplace
• Developing Positive Relationships at Work
• Essentials of Profitable Wholesale Distribution
• Essentials of Superb Service in Distribution
• Ethics in the Workplace
• Introduction to Copper Tube, Plastic Pipe, and Fittings
• Introduction to Financial Statements
• Introduction to Pipe, Valves, and Fittings
• Introduction to Steel, Stainless Steel, Iron Pipe and Fittings
• Introduction to the PHCP / Industrial PVF Industry
• Microsoft Office 365
• Team Excellence
• Time Management