Information and Support for Sales Managers
AED University, your FREE Learning Management System
AED University is an educational service of The AED Foundation, an affiliate of the Associated Equipment Distributors. The curriculum includes industry-specific training in management, parts, service, sales, rental and customer service and technical and safety compliance training is also available through our online educational partners. Check it out at www.aedu.org.

What's New for Sales Managers
Do you have a tough time understanding financial statements? We have a solution for you. Two web-based courses, Financial Management 101 is an introductory course for non-financial managers and Financial Management 102 teaches non-financial managers how to calculate, interpret and analyze the financial ratios most commonly used in the equipment distribution industry. For a demo Click Here.

Webinars for Sales Managers
Sales Management Webinar Series: Make Strategic Changes in 2011! - Speaker: Don Buttrey
September 19 - 21, 2011 - 10 am-11:30 am CDT

The Art and Science of Influencing People ? Speaker: Christine Corelli
Oct. 12, 2011 - 10:00am to 11:30am CDT

Seminars for Sales Managers
Test Drive: The Business War Game For Distributor Operations
November 1 - 2, 2011 - Oak Brook, Illinois

Self-Study Courses for Sales Managers
Sales and Customer Management 101
Planning/Organizing (2009)
On DVD with additional materials
Help team members at every level improve their relationships with customers! The course focuses on developing basic marketing skills to ensure participants are to define and sell to specific markets. Your team members will demonstrate superior customer-management skills and implement programs that will boost your bottom-line!

Sales and Customer Management 102
Directing (2009)
On DVD with additional materials
Empower your service and support professionals to make genuine connections with their customers and help them to develop essential sales techniques. They'll work towards overcoming their initial resistance to making sales calls, and even develop ways to resolve customer problems and complaints while maintaining their loyalty. Upon completion, participants will be able to better determine the needs of potential customers, develop trust and rapport with current customers, and improve their overall sales strategy for closing the sale.

Sales and Customer Management 103
Improving (2009)
On DVD with additional materials
Designed with the sales manager in mind, this course examines what it takes to manage a sales team effectively. In addition to defining a proven S.A.L.E. process, this course will help sales managers develop practical ways to inspire and coach their sales professionals to deliver the best results. Sales managers will also gain techniques for recruiting and interviewing potential sales people using tactics to uncover past behaviors, work strategies, and selling skills to predict future selling success.

"AED University has some great courses. I like that they are industry-specific. You can't get that anywhere else."
 Mike Sullivan, General Manager, Chadwick-BaRoss, Inc.

Featured Story
Perhaps what Congress needs now is ? YOU!
Christian Klein, 1-1-2011
  » Latest Article

Please contact, Pat Novak
Phone: (630) 574-0650 ext. 347
Email: CLICK HERE
Ten Top Sales Tips for Sales Success
by Adrian Miller
  1. Don't do the bulk of your business prospecting during prime business hours. Often the call that is placed at 8AM or 6PM will be received by a decision-maker that has more time to talk. And don't under-estimate the value of leaving voice mail messages at night. These will be the very first messages that your prospect will hear in the morning, thereby increasing the odds of them placing a returned call.
  2. If you want to present products and services that are of value to the prospect and that meet their needs, you have to ASK questions. Ask the right questions and the prospect will tell you what they want and how they need to be sold.
  3. Too many sales reps launch into a conversation by discussing the features of their products and services. Features never sold anyone. The only thing that a prospect cares about is what these features will do for them. In other words, speak in terms of benefits and your prospect will be more pre-disposed to listening to your presentation.
  4. There's no magic bullet. Prospecting takes time and if your sales pipeline isn't always filled with prospects in various stages of being worked, then you are in for a future sales slump.
  5. Don't underestimate the power of faxes. In these days of email, faxes have taken a back seat. Because of that, faxes get noticed. Carefully position faxes as part of your prospecting efforts.
  6. Follow-up and follow-through are keys to prospecting success. Just like gardening, if you don't water the seeds, the garden will languish. And so it is with prospecting? if you don't remain in contact, you will never break through.
  7. Give a prospect something for nothing. An article that would be of interest and value, information that you received online etc. and transferred to the prospect with a note "just thought you might be interested in this" indicates that you are thinking of them and wish to be a resource.
  8. Periodically tape-record a random sampling of your cold calls. Listen to the tape and assess your tone and voice. How did you sound? Would you want to speak with a person who sounds like you? What about your words? Were they clear and benefits oriented. Taping gives you the opportunity to self-correct your presentation.
  9. Pace yourself. Prospecting is a very time-consuming and arduous task. Allocate a specific amount of time each day (week?) and keep to the schedule. It is always easy to put something ahead of the prospecting activity but make an appointment with yourself and don't break it.
  10. Last but definitely not least, maintain a good sense of humor. Make the prospect smile and you're halfway there!
How to Spend a Worthwhile 10 minutes
Find out where you excel professionally and what skills need improvement by spending a few minutes with the AED Foundation's Basic Skills Assessment (BSA).

This convenient tool will showcase your strongest professional competencies and show you how you can optimize your total skill set by identifying areas where professional education could boost your professional performance. This is a totally confidential process between you and The AED Foundation. The BSA provides a series of questions about your professional skills and competencies. Consider each question carefully. For the most accurate result, be sure to be as candid with yourself as possible. Keep in mind the skills you will need to further your career.

Your BSA result will come to you in a free, no obligation Personal Development Plan from The AED Foundation. This plan will highlight your strengths and show you how to bolster your skill level where appropriate with professional education offerings from AED University, the only place to find the industry- and position-specific educational resources you need to excel professionally. You will receive a follow up call to answer any questions.

Articles of Interest
New Web-Based Financial Management Course
In business it all comes down to the bottom line.
By CED Magazine, February, 2010
 » Latest Article

Three Years From Now Who Will Be Left Standing?
The paint on the fleet won't be the distinguishing trait of survivors ? step into the future for a few minutes and see who's there.
By Christine Corelli, CED Magazine, January 2011
 » Latest Article

Fragile Times Call for Hard Data
By Gary Bartecki, CED Magazine, April, 2011
 » Latest Article

Who is Who in the Zoo?
By Ron Slee, CED Magazine, January, 2011
Making sense out of the adjustments we have had to make to our businesses.
 » Latest Article