Sales and Sales Management
Sales and Sales Management course overview
“Chuck West is a fantastic instructor. Not only does he understand the theory of sales, but he is selling every day. Therefore, the information he provides you is applicable in your everyday sales life because he has applied the subjects that he teaches. Many times in books and courses, people give you a theory that they haven’t tried and it doesn’t work in the real world…but Chuck’s stuff works in the real world.
The sales courses are wonderful. The first course that I took was almost five years ago (‘Intensive Sales Training,’ now called ‘High Performance Selling’). This was a fantastic foundation for my career; I don’t think I would have been successful in sales without this course. I was a scientist before and had no sales experience, but this course showed me what I had to do to win business. I refer to the notes and the recommended reading lists from the course often. Many of my friends who started in sales with no experience did not have the benefit of taking a course like this…and most of them aren’t in sales today.
The ‘Selling to Top Management’ course that I just finished was terrific. It literally helped shape my 2007 strategy. I didn’t realize how little I knew about selling at the top. I am sure that Chuck’s suggestions will help me close my large deals that are still on the table – I didn’t understand how to approach the top decision makers before the course…but, thanks to Chuck, now I do.
In the future, I am planning to take the ‘Strategic Sales’ and the ‘Effective Sales Management’ courses. Thanks for everything.”
Scott Hawks, Senior Account Executive, Covance Laboratories, Madison, WI