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Sales Training Curriculum Instructions
STEP 1: Fill out the Sales Training application form and take the RC Test. E-mail both documents to [email protected]
Sales Training Application:
RC Test
STEP 2: Meet with Sales Manager. Review Sales Training Curriculum Checklist. Set expectations and sales projections.
Sales Training Curriculum Checklist
STEP 3: Meet with Office ManagerOrientation
- Office Operations, HR paperwork- Receive working Case laptop. Access: Red House/Case of
Knowledge/CJES- Introduction to Marketing and Case Alliances
STEP 4: Self Study using Module #1 trainings posted in Red House’s Case of Knowledge
Open Training Overview in Case of Knowledge
Open RC Prerequisite Training
Module #1Case Culture
Case Systems
Take Sales Training Prerequisite Test: Module #1, Sections 1 & 2
Section 1: Case Culture Test
Section 2: Case Systems Test
Do not sent this test in until all three sections are completed in step 10
STEP 5: Self Study using Module #4, CJES Training Part 1, posted in Red House
Module #4, CJES Part 1
Introduction (captivate presentation)
Take Sales Training Prerequisite Test, Module #4, Section 1, CJES Part 1
Do not sent this test in until all three sections are completed in step 10
STEP 6: Case Systems demonstrations with Office manager- Red House- Lead taking- Scheduling
STEP 7: Self Study using Module #3, Sales Orientation, posted in Red House
Module #3 Sales Orientation
Introduction to 9 Step Sales process (PowerPoint)
Take Sales Training Prerequisite Test, Module #3, The Case Handyman 9 Step Sales Process
STEP 8: Self Study using Module #4, CJES Training, Part 2, posted in Red House
Module #4 CJES Part 2
CJES Training Part 2
Take Sales Training Prerequisite Test, Module #4, Section 2, CJES Part 2Do not sent this test in until all three sections are completed in step 10
STEP 9: Self Study using Module #4, CJES Database, posted in Red HouseModule #4 CJES Database Section List
Item list
Labor Type List
UOM List
Take Sales Training Prerequisite Test, Module #4, Section 3, CJES Database
STEP 10: Turn in completed Sales Training Prerequisite Tests
E-mail Sales Training Prerequisite Testing document to: [email protected]
STEPS 11-15: Spend time with existing Remodeling Consultants and Production Managers- Shadow and day in the life experiences- Complete CJES homework
STEP 16: Generate Contract from CJES estimate generated in Steps 11-15.
E-mail CJES Contract document to: [email protected]
STEP 17: Progress evaluation review with Sales Manager
Your are now ready for Sales Training in BETHESDA!!!(See the following pages for details on the Bethesda Sales Training objectives and agenda)
STEPS 18 - 28: Continue with on-site training and weekly progress reviews with your Sales Manager
Bethesda Sales TrainingSales Training is for Franchisees and Remodeling Consultants that will be selling and/or managing the selling of Contracted projects. This training is divided into two parts: a prerequisite course comprised of activities and tests completed at the franchisee’s location and a 5-day training in Bethesda. Sales Training is the second training that the franchisee will attend post Open House. The main emphases of the prerequisite activities and the 5-day training are to understand the Case mission and to learn the role and responsibilities of the Case Remodeling Consultant. The prerequisite activities will give the Trainee an introduction to the Case 9-Step Sales process and the fundamentals of the Case Job Estimating System, CJES. This “head start” will ensure a successful and more meaningful time in Bethesda. While in Bethesda, the trainee will be part of a class that will dive into the specifics of each step in the sales process and tips to ensure success. The trainee will also be challenged with multiple estimating and contract writing activities to ensure proper utilization of the CJES system. This training is concluded with testing, setting expectations and “next step” activities to encourage a thorough mastering of the RC processes and systems.
Sales Training Prerequisite Objectives:1. Have a general understanding of Case History and of Case Culture 2. Have a general understanding of the Case 9-step sales process3. To set-up and begin using CJES to become familiar with the program
o Generate estimates and be able to printout reportso Generate and printout contract
4. Observe in real life:o The 9-step sales processo Creation and hand-off of the production bindero The preconstruction walk-through
Note: The RC Prerequisite Training activities are found in Case of Knowledge
Sales training Bethesda Objectives:1. Understand and be able to embody the Case mission and create clients for life:
o Provide quality advice, design, and craftsmanship in a professional manner to our clients
o Assist each other to reach individual and collective goalso Grow our business in an aggressive and healthy manner which will provide greater
opportunity for allo Understand the full A to Z Case process to ensure empathy and respect for all team
members2. Be able to effectively implement the role and responsibilities of being a Case Remodeling
Consultant including:o Professional salesmanshipo The Case 9-step sales process
3. Estimate effectively and create clear contracts using CJES and Microsoft Word
NOTE: Agenda subject to change. Your specific class agenda details will be sent to you prior to your arrival in Bethesda