FOREST
PRODUCT'S ADVANCED SALES TRAINING COURSE
SLATED FOR DECEMBER
BLACKSBURG, Oct. 8, 2002 -- The Department
of Wood Science and Forest Products in the
College of Natural Resources at Virginia Tech
is offering a short course to marketing personnel
and sales persons wishing to improve their
selling skills in the forest products industry.
The "Advance Sales Training for the Forest
Products Industry" course will be held Dec.
12-13 in the Donaldson Brown Hotel and Conference
Center in Blacksburg.
The
course will identify the factors that separate
good salespeople from great salespeople as
well as explain how participants can develop
these techniques. Course topics will include,
effective communication to improve sales,
asking effective questions to improve sales,
sale negotiations, effective time management,
trends in the industry or factors outside
his/her control that may have an impact on
sales, improving sales by improving attitude,
and relationship selling for the wood products
industry. The relationship selling session
will build upon the other aspects of the course
to demonstrate that with effective communication
and negotiation skills, strong relationships
and friendships can be established.
Bob
Smith, Extension specialist and director of
the Center for Forest Products Marketing and
Management at Virginia Tech, will teach the
course. He is a member of the Fulbright Senior
Specialists Roster candidacy, programs which
contains approved candidates who are eligible
to be matched with incoming program requests
from overseas academic institutions based
on the candidate's expertise. Smith is also
author of Virginia Tech's new interactive-online
course, "Selling Forest Products."
For
registration materials and additional information,
contact Bob Smith at (540) 231-5876, or email
at rsmith4@vt.edu.
