As a sales coach, you are asked to review the Miller Heiman materials, sales scenario and criteria provided to you. We then ask that you commit to a Saturday morning at a PSE regional conference in your area. At the conference, a Miller Heiman certified sales professional will review the materials. You will then be paired up with no more than two students. You will work with the students during the remainder of the morning on developing and/or refining their sales call. Your goals are to:

1. To guide one to two students through the sales scenario.
2. To review the features and benefits of the product.
3. To practice the 12 minute sales call.
4. To offer constructive feedback and suggestions.
5. To answer questions and provide advice.
6. To prepare the student for the judging criteria.

As a Judge, we ask that you commit to stay at the conference after lunch. After coaching in the morning, you will become a judge in the afternoon. In this capacity, you will watch the students compete and critique their sales call using the established criteria. You will not judge any of the students that you coached.

Coaches/Judges please register below and indicate if you are going to be a judge or a coach and a judge. You will be receiving a follow up email in mid-October to help you prepare for the competition.

Saturday Pro-Am Sell-a-Thon Agenda
8:30am-10:00am      Review of the PSE Sales Process and Product to be sold
                                 A. Review the entire process
                                 B. Focus on the first three phases of the PSE Sales Process
                                         1. Qualification
                                         2. Building a relationship
                                         3. Getting the second appointment
                                 C. Introduce the case study
                                 D. Introduce participants to coaches
10:00am-12:00pm    Work with coaches to prepare for sales call
12:30pm-3:00pm      Round One of the competition
4:00pm-5:00pm        Judges review videotapes to determine the winners
7:00pm                    Award Top 2 Finalists

Regional Conference dates and locations

October 24:
Midwest: University of Northern Iowa; Cedar Falls, IA

November 7:
Southern: University of Louisiana Monroe; Monroe, LA
North Central: Ohio State University; Columbus, OH

November 14:
Atlantic: Appalachian State University; Boone, NC
Western: Arizona State University; Phoenix, AZ

November 21:
Northeast: University at Buffalo; Buffalo, NY

2009 REGIONAL CONFERENCE PRO-AM COACH/JUDGE REGISTRATION:

First Name:
Last Name:
Company:
Address:
City:
State:
Zip:
Phone:
Email:
Regional Conference:
Registration Type:
Will you join us for Lunch?
Will you join us for the Banquet Dinner?
Miller Heiman Alumni:	Yes No

Pi Sigma Epsilon, 3747 S. Howell Ave. Milwaukee, WI 53207
Phone: (414) 328-1952, Toll-Free: (800) 761-9350, Fax: (414) 328-1953, E-mail: pse@pse.org