Mastering the Sales Process:  From Contact to Contract
Jeff Laskowski, OESA

On Nov. 15, 2011, OESA hosted an executive sales management training seminar developed to transform thinking and prepare sales teams for today’s price and terms negotiations.

Gerry Weinberg, president, Gerry Weinberg & Associates, a professional sales trainer, provided his sales advice on everything from first impressions, to why you should not simply respond to a RFQ, to what every sales person should do after every sales call.  As one attendee commented, “Gerry was great! He reminded me that little things make a difference.”

Tom VanderLaan, vice president, global automotive and hybrid sales, Remy International, Inc., provided his perspective on how he handles the sales process.  VanderLaan noted that most suppliers underestimate the leverage they actually have and cited real-life examples of how he is able to gain an advantage in one area by having leverage in another.

Dan Sharkey, member, Brooks Wilkins Sharkey & Turco PLLC, whose practice focuses on automotive supply chain contracts and commercial issues, cited his legal perspective for simple solutions and insight to some of the most common supply chain issues.

Afterward, Weinberg, VanderLaan and Sharkey participated in a Q-and-A and interactive discussion with attendees.  As another attendee noted of the half-day session “very informative information for someone just starting a career in sales like me, and also a great ‘back-to-basics’ refresher for those with years of experience.”

For additional information, contact Glenn Stevens at 248.952.6401 ext. 225 or gstevens@oesa.org.