Sales Academy, Inc

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What we can do for you.... Founded in 1994, Sales Academy specializes in behavioral sales training. This includes the world-renowned Sales Call Reluctance ® Program and customized sales training for large and small companies. We produce long-term, measurable performance improvements in sales people and everyone connected with sales in a company. To achieve this, we use various behavioral assessments and training methods, involving management throughout the process. Managers learn to create and manage specific successful behaviors in all their people.

Frank Lee is an experienced businessperson, sales manager and sales superstar. He often travels with sales people of client companies to better understand their specific needs. He is in demand as a speaker and consultant and works with some of the largest companies in the world. An authority on Sales Call Reluctance ® , Frank Lee has led Sales Academy to become one of the largest sellers of the Call Reluctance ® Program in the world.

Regionalized Training The International Ag University has a local flavor. To minimize travel for dealer personnel, programs are offered in several regions in the United States and Canada. Intensive Training Leading To Certification After training classes, students are required to demonstrate their competency in the dealership through a series of exercises and report-back forms. They will also have monthly homework assignments to be turned in on a timely basis.

Author Bio Frank Lee's business life spans nearly 30 years, 3 continents and 7 countries. Since early 1994, he has worked with John Deere Company and its dealers throughout the United States. His book "P.A.S.S. C.A.L.F." is based on considerable hands-on experience. He traveled with dealership sales people to visit their customers and prospects. He taught over 5000 company and dealer employees from more than 300 dealership locations and conducted numerous studies with them. He spoke to overflow crowds at the 1997 John Deere Expo in San Antonio.

This paper describes a dealership starting up in a manufacturer "open" area. It explores the sales strategies for the dealership beginning from scratch to develop a solid client base. Most of the scenarios also apply to established dealerships. Many industry veterans contributed to the overall paper.

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