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Founded 1963 |
Locations in Portland & Seattle |
Graduate Sales Program xxx |
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HOME INTRODUCTION SCHOOL INFORMATION SALES TRAINING PROGRAMS GRADUATE SALES PROGRAM WHY IT WORKS ACCOMPLISHMENTS REFERENCES CONTACT  |
Franklin's Graduate Sales Program offers highly professional sales training to people already experienced in marketing or other fields--sales representatives wishing to upgrade their skills and performance, or those with technical, commercial or professional service backgrounds seeking a career change. It is a program timed for your convenience, allowing an individual to schedule training and study outside of work hours, or for a corporation to schedule classes (or seminars) to suit corporate work flow. The Graduate Program also can be customized to fulfill specific corporate goals and objectives. There are no prior educational requirements, although a thigh literacy level is preferred. Thorough and Comprehensive Training The Franklin Graduate Program of Professional Salesmanship is first and foremost, as its name implies, "professional". The program is professional, just as its goal to develop sales professionals. Achieving that professionalism requires an approach that sets Franklin Institute apart from other sales training organizations. Our distinctive approach -- discovered and developed by founder Palmer Smith over several years -- is not mysterious. It is simply a dedication to being through and comprehensive.  "The principles are well known," says Palmer. "It is primarily our techniques of training that set us apart and give us our track record of successful graduates." The "secrets" of successful selling can be learned by most anyone with determination, but making the skills instinctive -- and, hence, effective -- takes more than a few hours of listening to a super salesman. That's the principle upon which Franklin Institute is founded. 3-Part Program Our part-time professional Sales & Career Development Program consists of three components: • Success through Selling • Results through Selling • Career Development Success Through Selling gives students a clear definition and understanding of the entire sales process and its component parts. Results Through Selling shows students how to follow through and apply proven sales and organizational principles directly to their work. Career Development teaches students the skills to identify, locate and win the type of opportunity that best fits their needs, desires, interests and goals. At the Franklin Institute of Sales we have proved that a structured sales training program spanning three to six months produces far greater results than the most highly-acclaimed self-improvement seminars and sales motivation books or tapes. That's because sales skills become embedded in your subconscious, second nature, to be called into use at will. Program Results Over the past 40 years, Franklin has built a solid reputation as one of the top resources in the Pacific Northwest for developing successful sales people. Our graduates can do the job...It's that simple! Records and statistics compiled by independent sources have proved that individuals and companies can dramatically improve their sales performance through our training program or by hiring our graduates. Our track record is our assurance of outstanding results. Here are some of our findings: All experienced sales persons graduating since 1964 have averaged a 68 percent increase during their first new year. Shorter, in-house sales training programs at companies resulted in an average 30 percent increase in sales. Franklin graduates stay with a firm four times longer and sell 2.8 times more per month than others (non-Franklin grads) representing the same company. These figures are based on a study for the years between 1970-1982 with a prominent industrial sales company, which compared the performance of both Franklin grads and others in a 28-person field force. Program Structure Part I: Success Through Selling The first part of the program covers 20 units, giving students a clear definition and understanding of the entire sales process and its component parts. It also focuses on principles of selling and sales psychology. Films, text, reminder cards and discussions are used with each subject presented. More detailed descriptions are found in the Franklin General Catalog. Part II: Results Through Selling The results portion comprises a broad range of sales and organizational techniques, which can be applied directly to one's work. Exercises, including role-playing with videotape, literally tailor-make this phase of the program to fit the student's job and personal needs. Again, the General Catalog provides more detail. Part III: Career Development The Career Development stage teaches individual students how to set and prioritize goals and objectives, conduct a "personal inventory" of skills and interests, prepare and use the most effective personal resume, conduct in depth informational interviews. plan an effective search-and-reply letters, conduct a selling job interview, negotiate salary and benefits, and more. |
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503-699-9211 |
Franklin
Institute of SalesTM |
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