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Pharmacy Technician Career Training Program
   This program will take you, as a student with no prior experience, into a new career as a Pharmacy Technician. Unlike many other career opportunities that come and go, medical careers are here to stay! Because of the widespread use of medication, Pharmacy Technicians have never been more in demand and the field will continue to grow in the years to come. As a Pharmacy Technician, you will assist more...Rx Success Complete Guide to Medical Math for the Health Care Professional Crane
 ...understand each skill and how to recognize those specific types of problems. Sample Problems - Sample problems are worked out step-by-step for you to use as guidelines when performing your own calculations. Tutor Sheetsa we bring you this exclusive learning tool. Every Tutor Sheeta problem guides you through each step just as if you had your own personal tutor!Homework Problems - Hundreds more...Laboratory Audit Essentials
...laboratories are used to make strategic decisions for all types of projects (investigation, remediation, compliance, etc.). It is vitally important that the data are of the highest quality to avoid costly resampling and budget overruns. The goal of this course is to provide information so that an individual can conduct an environmental laboratory audit. A laboratory audit ensures that the more...Traditional Literature Fantasy and Realism
Explores folktale formulae and types, compares fables, myths, legends, tall tales, and epics, and differentiates between fantasy and science fiction. more...Project 2000 Level 1
This course introduces students to the various tools in Project 2000 that allow them to become more efficient project coordinators. Among the topics taught are basics of project management, start dates, task relationships, task types, master projects, and combining Project with other applications and the Web. more...Access 97 Level 2
Students in this course will learn to master the more powerful aspects of Microsoft Access 97, including a variety of views, data types and field properties, and summary reports and mailing labels. more...A Day 2 - Chapters 6-9
This course is designed to teach the computer technician the skills needed to pass the CompTIA A+ Certification tests. This second of a 4-part or day (i.e. "day" - a really full day - about 10 hours of training) course covers an in-depth look at Windows 9x, including installation, configuration, and customization; troubleshooting and benchmarking a PC; using diagnostic software; working with more...
From Serebra Learning Corporation
Introduction to PCs and Application Software
This course is intended for end users who are looking to learn basic concepts and components of a computer. Participants will be introduced to basic features and functionality of Windows 95, software applications, e-mail and the Internet. more...C Programming - Part 1
This course is the first in a four-part series that will give students the fundamental skills and knowledge necessary to be able to write syntactically correct C code, using the facilities of a standard ANSI C library, to create basic applications. This series is not environment or vendor-specific. This course will give students a basic understanding of some of the fundamental constructs of C. In more...C Programming - Part 2
This course is the second in a four-part series that will give students the fundamental skills and knowledge necessary to be able to write syntactically correct C code, using the facilities of a standard ANSI C library, to create basic applications. This series is not environment or vendor-specific. In this course, students will learn about arrays, pointers, and user-defined data types. more...Finance for the Non Financial : What is a Budget?
From the corporate world to the corner shop, from running a restaurant to controlling a production line -- you just can't avoid the need to understand money. This course will help you understand how to use budgets as a management tool: for solving problems, taking smart decisions and improving teamwork and communication. It shows you what relevance budgets have to you and how they affect all more...Finance for the Non Financial : Budgeting for Different Business Conditions
From the corporate world to the corner shop, from running a restaurant to controlling a production line -- you just can't avoid the need to understand money. This course will help you understand how to use budgets as a management tool: for solving problems, taking smart decisions and improving teamwork and communication. It will show you how different types of cost behave and how their behaviour more...Managing People : Questioning Techniques for Appraisals
If you are judged on the success of your team, it's in your interest to ensure that they are operating at their peak. Effective appraisal is one of the most powerful ways of motivating people to give their best performance and the questioning techniques used by the appraiser are key to its success. This course will help you analyse different question types and the responses they encourage. It will more...Face to Face Communications : Making a Contribution to a Meeting
Communicating clearly is an essential business skill. The best ideas in the world can only be transformed into realities when they're shared and understood. Meetings are the primary tool businesses use for group communication. This course shows you how to make meetings as productive as possible. It demonstrates how careful preparation ensures you get the best out of meetings and shows how you can more...The Assertive Manager
...s at work. This course will help you understand different types of behaviour, their characteristics and their potential impact on the people you work with. It gives guidance on how to use assertive behaviours to express your ideas, beliefs and feelings and responsive behaviours to find out what others think, believe and feel. It will also help you understand the way aggressive and submissive more...Windmaster Case Study 6: Evaluating Strategic Options
Competing in the business world isn't a peaceful game. Companies are fighting to win; to build new levels of competitive advantage; to secure customers, market share and profits. The winners rarely succeed by accident. They develop strategies and strategic plans and hire people who can face strategic dilemmas and make tough decisions. This course examines evaluation and selection, the final more...Royce Hotel Case Study 5: Process
Operations planning and Operations Management has never been more sophisticated, nor more demanding. The pressure to improve quality; the need to manage materials and people more cost effectively; the drive to manage capacity more flexibly; and develop control systems which highlight problems while there's still time to do something about them, conspire to make the role of Operations Manager one more...Assertivness Skills Series: What is Assertiveness
The ability to communicate clearly is an essential business skill. People produce their best work when they communicate openly, honestly and with respect. But when stressful situations arise, even the best communicator may behave like a steamroller or a snivelling wreck. Assertiveness can enhance the communication skills that lead to peak performance; aggression can give way to healthy, more...A+ Certification Part 1 - Hardware Fundamentals
This is the first course in a seven part series that presents students with both theoretical and practical instruction on the basic terms, concepts, and functions relating to the main microcomputer modules. Students will learn to follow established procedures for assembly and disassembly of systems and replaceable modules. more...A+ Certification Part 3 - Motherboards, Processors, Memory, and Printers
This is the third course in a seven part series that teaches students both theoretical and practical instruction on the principles, types, and characteristics of motherboards, processors, and memory. The student will also be instructed on printer types and basic printer concepts, as well as printer components, functions and service techniques. more...A+ Certification Part 7 - Network Fundamentals
This is the final course in a seven part series that teaches students both theoretical and practical instruction on basic network concepts and terminology. more...COBOL Curriculum
...yntax used in COBOL - Understand the Data Division & Data Types Course Content Module 1 INTRODUCTION TO COBOL Introduction to COBOL Elements of the COBOL Syntax The Identification Division Module 2 DEFINING DATA IN A COBOL PROGRAM (Part 1) Explicit Data Definition Data Usage Programming Style Data Type & Structure Module 3 DEFINING DATA IN A COBOL PROGRAM (Part 2) The Data Division Data more...Protecting Resources and Control Records
In this course we will review Resource Rules and show you some additional controls that you can use to protect resources. We will also tell you how to maintain ACF2 Control Records and SAF Resource Types. more...Internetworking Technologies - Part 1
This is the first course in a four-part series on Internetworking Technologies 2.0. This series will help students to understand terms, concepts, technologies, and devices commonly used in networking. This course will cover basic internetworking, internetworking components, and Local Area Networks (LANs). more...Internetworking Technologies - Part 3
This is the third course in a four-part series on Internetworking Technologies 2.0. This series will help students to understand terms, concepts, technologies, and devices commonly used in networking. This course will cover Internet protocols, NetWare protocols, and AppleTalk. more...Internetworking Technologies - Part 4
This is the last course in a four-part series on Internetworking Technologies 2.0. This series will help students to understand terms, concepts, technologies, and devices commonly used in networking. This course will cover contemporary routing protocols, enhancing and supportive protocols, and network management. more...Cisco Interconnecting Network Devices Part 1: Establishing Workgroups
This course is the first in a four-part series that is based on Cisco Systems' instructor-led training, Interconnecting Cisco Network Devices (ICND 1.0). In this series, the concepts, commands, and practice required to configure Cisco switches and routers in multiprotocol internetworks are covered. Installation, configuration, and troubleshooting information and practice that technical support more...Cisco Interconnecting Network Devices Part 4: Connecting to WANs
This course is the last in a four-part series that is based on Cisco Systems' instructor-led training, Interconnecting Cisco Network Devices (ICND 1.0). In this series, the concepts, commands, and practice required to configure Cisco switches and routers in multiprotocol internetworks are covered. Installation, configuration, and troubleshooting information and practice that technical support more...Building Cisco Remote Access Networks - Part 1
This is the first course in a five-part series on Building Cisco Remote Access Networks 1.0 (BCRAN 1.0). This series teaches students how to build a remote access network to interconnect central sites to branch offices and home office/telecommuters. In addition, controlling access to a central site, as well as how to maximize bandwidth utilization over remote links is covered. This part in the more...Building Cisco Remote Access Networks - Part 2
This is the second course in a five-part series on Building Cisco Remote Access Networks 1.0 (BCRAN 1.0). This series teaches students how to build a remote access network to interconnect central sites to branch offices and home office/telecommuters. In addition, controlling access to a central site, as well as how to maximize bandwidth utilization over remote links is covered. This part in the more...Cisco Internetwork Design Part 2: TCP/IP Network Design
The second course in the Cisco Internetwork Design series covers IP Addressing. It focuses on routing protocols and considerations as well as security considerations that you will need to consider with a TCP/IP network. It also covers the various addressing choices you have when designing a TCP/IP network and how to manage your IP addressing options. It also covers multicast addressing more...Cisco Internetwork Design Part 4: WAN Design
The fourth course in the Cisco Internetwork Design series covers basic WAN design issues as well as how to optimize core WAN availability and performance. It also covers WAN backbone routing protocol choices. It also provides an overview of leased lines and serial line encapsulation. It provides a general overview of Frame Relay networks as well as router interaction, NBMA and subinterfaces in more...Cisco Building Scalable Networks Part 2 - OSPF
This course covers the use, operation, configuration, and verification of Open Shortest Path First (OSPF) in a single area and multiple areas. In the case of OSPF in a single areas it covers, IP and Hierarchical Addressing, VLSM, Route summarization, Interdomain Routing, and Helper Addresses While in the case of OSPF in a multiple areas. It covers, creating multiple OSPF areas and OSPF operation more...Project Management: Risk Management
Participants become familiar with the four phases involved with project risk management. They develop the skills they need to identify and analyze common sources of risk. They become familiar with the basic types of risk response and learn how to develop a risk management plan. more...Project Management: The Team
This program teaches project leaders how to identify, assign, and document project team members' responsibilities and reporting relationships. In addition, participants learn about team-building activities that can enhance individual team members' performance and the overall success of a project. more...Project Management: Contracts and Procurement
In this program, project managers learn how to determine their procurement needs and prepare procurement documents when soliciting suppliers' proposals. They also acquire techniques for completing source selection and administering contracts effectively. more...Grammar Skills: Writing Effective Sentences
In Grammar Skills: Writing Effective Sentences, participants acquire best practices for writing effective sentences. They learn to apply critical rules of agreement and optimize sentence structure. They learn to classify sentences according to their complexity, create parallel constructions, use the active voice, and avoid common writing pitfalls. more...Business Writing: Creating Effective Proposals
Business Writing: Creating Effective Proposals prepares participants to develop powerful proposals that effectively market an organization's products and services. Participants learn about two different types of proposals-letter and formal-and practice creating the major components of each. more...Sexual Harassment: What Employees Should Know (Service)
Sexual Harassment: What Employees Should Know teaches participants about the behaviors that constitute sexual harassment and explains the legal problems it can cause your organization. Participants learn to recognize the different types of sexual harassment and to take appropriate action to prevent it. more...Sexual Harassment: What Employees Should Know (Manufacturing)
Sexual Harassment: What Employees Should Know teaches participants about the behaviors that constitute sexual harassment and explains the legal problems it can cause your organization. Participants learn to recognize the different types of sexual harassment and to take appropriate action to prevent it. more...The Professional Teller: Identifying Negotiable Instruments
...ruments gives the student an understanding of the various types of negotiable instruments, how to recognize negotiable instruments, and the six items that every negotiable instrument must have. The student will also learn how to apply this knowledge when cashing and depositing negotiable instruments, such as checks, for customers. Additionally, the student will learn how to recognize the more...The Professional Teller: Handling Customer Accounts
...nts the student will learn how to recognize the different types of account ownership, how account ownership can be reassigned, and who must sign for any transactions on any given account. The student will also learn how to differentiate between checking and savings accounts, the four types of deposits you will receive, and the steps you should take when receiving a deposit. Additionally, the more...The Professional Teller: Following Security Procedures
The Professional Teller: Following Security Procedures offers the student an overview of internal and external security measure that banks take, what procedures the student should follow to ensure bank security, and what actions the student should take in response to angry or violent customers and/or suspicious activity. The program also covers the common types of crimes committed against banks, more...The Professional Teller: A Day in the Life of a Teller
...n the check cashing process, how to recognize the various types of endorsements, what represents an acceptable form of identification, and how to check for identification. Additionally, the student will learn the steps of deposit withdrawal, and balancing processes, and ways to a balance difference. Finally, the student will learn important security precautions, how federal regulations affect more...Financial Management: Analyzing Financial Statements
In Financial Management: Analyzing Financial Statements, participants will learn about the various tools available for analyzing financial statements. more...Oracle Applications Release 11i: FlexFields
Key and descriptive FlexFields give end users and technical personnel the ability to customize an Oracle Application to meet their business requirements without programming. Key FlexFields enable multi-segment, intelligent keys, and allow segment validation and security. Descriptive FlexFields provide users custom expansion space on forms. This course introduces the learner to different types of more...Oracle Applications Release 11i: System Administration
This course discusses how to perform administrative tasks in an Oracle Applications systems environment. Students learn to manage security by granting users access and defining their application privileges, to register custom applications, to execute programs and reports using Standard Request Submission, and to audit and monitor system processing. They also learn the purpose and operation of more...Oracle Applications 11i Procure to Pay: Procurement Management
The Oracle Internet Procurement Suite enables internal corporate users to independently order items from both internal and external catalogs. Oracle iProcurement Home Page provides an intuitive, Internet shopping interface. Oracle Purchasing is a core component of Oracle Internet Procurement Suite and it enables buyers to manually procure goods or services. This course introduces the learner to more...Oracle Applications 11i Procure to Pay: Supplier Management and Payments
This is the second course in a two-part series. This course provides information on how to use the Oracle Application products that map to the Procurement to Pay process. The Oracle Application products offer learners an intuitive, Internet shopping interface that enable them to independently procure goods or services from both internal and external catalogs. Learners can also manage catalog and more...Oracle Applications 11i Order to Cash: Pricing
This course introduces learners to the R11i Order Management suite of products and its use within the Order to Cash process. The course covers order management process flows, application functionality, and requirements for managing and controlling sales order fulfilment. This course also covers customer management, sales credits, pricing, and picking and shipping more...Oracle Applications 11i General Ledger: Set Up
Oracle Applications 11i General Ledger: Set up is the first in a series of five courses covering Oracle Applications 11i General Ledger. The series teaches students how to set up and use Oracle General Ledger (OGL), enter journal entries, develop budgets, manage transactions between multiple companies, and prepare financial reports. The course guides students through the entire general ledger more...Oracle Applications 11i General Ledger: Transactions
This course covers concepts of transactions and the procedures for creating different types of journals that are useful in specific situations. more...Oracle Applications 11i General Ledger: Currencies and Multicompany Accounting
This course covers foreign and multiple currency concepts and the procedures for creating foreign currency journals, revaluing and translating foreign currency balances, and reporting in multiple currencies. This course also covers the procedures for setting up Global Intercompany System and Global Consolidation System, performing intercompany transactions, setting up intercompany balancing, and more...Microsoft Project 98 Expert User
This course is intended for end users who are looking to use the advanced features of Microsoft Project 98. This course is the final part of a two part series that will prepare individuals for the Microsoft Project 98 Expert User certification exam in the Microsoft Office User Specialist Program. more...Troubleshooting Microsoft Windows NT Server 4.0 in the Enterprise Environment
This is the fifth course in a seven-part series intended for network support professionals working in a Microsoft Windows NT Server 4.0 based enterprise environment. The series aims to enable these professionals to pass Microsoft's certification examination 70-68. This series gives participants the opportunity to design, implement, and support the Windows NT Server network operating system in a more...Networking Essentials 2nd Edition - Part 1
This is the first course in a four part series covering the foundation concepts of networking. This series imparts the knowledge and skills required for a foundation in current networking technology for local area networks, wide area networks and the Internet. more...Designing Component Solutions - Part 2
This course is the final part of a two part series for IT Professionals. This series will present a practical design framework for achieving flexible, user-centric solutions built from components. more...Microsoft Windows 2000 Network Infrastructure Administration Part 2: Remote Access
This is the second course in a five-part series that will provide IT professionals with the knowledge and skills necessary to install, manage, monitor, configure, and troubleshoot DNS, DHCP, Remote Access, Network Protocols, IP Routing, and WINS in a Windows 2000 network infrastructure. At the completion of this course, students will learn to identify the requirements for establishing a remote more...Microsoft Windows 2000 Directory Services Infrastructure Part 4: Advanced Administration
This course focuses on how to implement and troubleshoot group policy. How to manage and troubleshoot user environments using group policy, and how to manage and troubleshoot software deployment using group policy. more...Microsoft Windows 2000 Network - Designing Security Part 2: Securing Local Networks
This is the second course in a five-part series of the Microsoft Windows 2000 Network - Designing Security curriculum which prepares participants for Microsoft Exam 70-220. This course provides participants with an opportunity to learn how to secure files, folders, and printers in a network by using access permissions, create an EFS strategy, a backup plan, and an audit policy. Participants will more...Microsoft SQL Server 7.0: System Administration - Part 2
This is the second course in a five part series that will provide students with the knowledge to install, configure, administer and troubleshoot Microsoft SQL Server 7.0. more...Microsoft SQL Server 7.0: Implementing a Database - Part 1
This is the first course in a five part series that will provide students with the knowledge to implement a database solution with Microsoft SQL Server 7.0. more...Microsoft Visual C++ 6.0: Designing and Implementing Applications - Part 7
This is the seventh course in an eight part series for programmers. This series provides the C++ programmers the necessary skills to develop applications using the MFC library and the Microsoft Visual C++ 6 development environment. more...Microsoft SQL Server 7.0: Designing and Implementing Data Warehouses - Part 2
This is the second course in a five part series that will help students prepare for the Microsoft Certified Professional exam 70-019, Designing and Implementing Data Warehouses with Microsoft SQL Server 7.0. At the completion of this course, students will learn to identify the design characteristics of OLAP systems and Aggregate schemas; identify the data warehouse models; identify the Data more...Microsoft Exchange Server 5.5 Design and Implementation - Part 2
This is the second course in a six part series that will provide participants with the knowledge to install, configure, administer and troubleshoot Microsoft Exchange Server 5.5 in single-site and multiple-site environments. more...Java 2 Programming Part 1: The Java Language
This is the first course in a five-part series on Java 2 Programming. The Java platform is based on the idea that the same software should run on many different kinds of computers, consumer products, and other devices. Java software works on any device from mobile phones to supercomputers and is incorporated into all major Web browsers. This first course in the series is designed to give students more...JDBC Application Development Part 2: Creating Database Programs
This second course in the series teaches how to use the JDBC API to create database programs. It provides more detailed information about types of JDBC drivers and how to use them with Java programs. It also covers basic features of using data definition language and data manipulation language commands to create and query tables and databases. more...CIW Security Professional Part 1: Network Security Introduction
This is the first course in a five part series on security. This course teaches the concepts of security, the elements of a secure system, how to apply encryption principles, the different types of common security attacks, and how to create an effective security infrastructure. more...CIW Security Professional Part 2: Network Security and Firewalls
This is the second course in a five part series that teaches protocol layers and security, the resources needed to secure servers, using firewalls, the levels of firewall protection, how to detect and distract hackers, and how to respond to hacker activity. more...CCNT Basic Telecommunications Part 1: Fundamentals, Analog, and Digital
This is the first course in a two part series that presents the learner with the fundamentals of telecommunications and gives a comprehensive introduction to analog and digital concepts. The course covers the history of telecommunications and looks at the structure of business systems (including station sets, PBX, key and hybrid systems, ISDN and broadband), Consumer Premises Equipment (CPE), and more...CCNT Local Area Networks Part 2: Data Transmission and Components
This is the second course in a three-part series on Local Area Networks for the Certified in Convergent Network Technologies (CCNT) curriculum. This course covers transmission techniques and media, LAN components, Internetworking components, and access connectivity devices. more...ActiveX Components
The ActiveX Components course provides a brief history of the evolution of ActiveX and discusses the various methods of creating an ActiveX control. The different steps involved deploying ActiveX controls have also been described. The course also covers the creation of Active Server Pages (ASP). This curriculum has been designed for application developers and authors who plan, design and implement more...Maintaining Network Security
This course acquaints the students with planning and maintaining network security. It also describes the process of evaluating and testing network security. Additionally, the course explains the process of incident response. Network Administrators more...Win2000 Professional Connect through Networks
...king connections. You will be introduced to the different types of dial-up networking connections, and you will learn to install and configure a Virtual Private Connection (VPN) and a dial-up connection. You will also learn to share the Internet connection over a network. In addition, this course introduces you to the installation and configuration of the TCP/IP protocol and services. You will more...Windows 2000 - Installing and Configuring Active Directory
To provide an overview of the Active Directory installation and configuration process Students preparing for Microsoft exam 70-217; students working in a medium to very large computing environments that use the Windows 2000 network operating system more...Win2000 Dir Serve Man Optimizing Active Dir Components
...ese components. First, you will learn about the different types of user accounts in Windows 2000, and how to create and manage local and domain user accounts. Next, you will learn how to locate, move and control access to Active Directory objects, as well as how to manage permission inheritance between Active Directory objects. This course also covers publishing network resources in Active more...Win2000 Active Directory Implementation Implementing Change Configuration Management
...ot GPO settings. Next, you will learn about the different types of security policies and how to use security templates and the Security Configuration and Analysis Snap-in to implement security on a network. Finally, the course covers audit policies, how to set up audit policies, and the guidelines for auditing resources such as file system objects, Active Directory objects, and printers. more...Win2000 Active Directory Implementation Managing User Environments and Software Deployments
...to users and computers, using different installation file types, creating a software distribution point, and configuring different software deployment options. Then you will learn how to maintain the deployed software and troubleshoot deployment problems. Related Exam: Microsoft Exam #070-217: Implementing and Administering a Microsoft Windows 2000 Directory Servic IT Professionals interested more...Win2000 Netwk Sec Design Analyzing an Org Sec Reqts
...gn on an organization. After learning about the different types of network security risks, you will learn to plan secure boundaries through firewalls and firewall components, such as a screening router, bastion host, dual homed gateway, screened host, and screened subnet. You will learn about delegation of administration in a Windows 2000 network, about object-specific inheritance and blocking more...Upper Layer Protocols
This WestNet e-Learning module briefly highlights some common processes found above the Transport Layer in the protocol suites. more...The OSI Model
Upon completing this WestNet e-Learning module, you will be able to explain why the OSI model was created; name and understand the layers of the OSI reference model; and, describe what an open standard is and why it benefits both vendors and customers. more...Overview of Layers and Layer 1 Devices
In this WestNet e-Learning module, we review the layers of the Open Systems Interconnection (OSI) reference model, functions of each layer, and internetworking devices that perform each of the functions. We will begin a detailed discussion of the devices found at the Physical Layer of the OSI model. more...Large Network Case Studies
In this module, we explore network availability, performance, and Internet connectivity. As you work through this module, you will come to appreciate that all network design issues are highly interrelated. Likewise, real-world design projects often include multiple broad goals, often creating large and complex trade-offs. more...VoIP Network Quality of Service Techniques
...to direct our network devices to handle different traffic types. We learn that frame tagging techniques help us segregate and prioritize our real-time traffic and non-real-time traffic. We explore the International Telecommunications Union Telecommunications (ITU-T) Standardization Sector H.323 packet multimedia transmission standard details. We examine the various H.323 components and more...Call Center Components
This WestNet e-Learning module discusses the features, benefits, and integration issues of each one of a call center's basic tools. more...Overview of Business Process Management
In today's business world, competition is tough. Organizations are under a great deal of pressure to become more productive and more efficient while developing new, innovative products and services more rapidly than ever before. Management is demanding improved quality, reduced costs, and increased productivity with fewer resources. How can organizations respond to these pressures while remaining more...JES2 Job Controls ll
This course discusses output specifications and output processing and explains how to specify a Universal Character Set image and a Forms control Buffer image. It describes how to force a page break, control line spacing and load characters sets. The course discusses the burster-trimmer-stacker, all-points-addressable printers, and the parameters for advanced function printing. It also identifies more...Components Used to Build Networks
This WestNet e-Learning module introduces internetworking devices, such as repeaters, hubs, switches, bridges, routers, and gateways as the connectors between the individual segments of a broadcast network that has been broken down into separate segments. more...Progressing through the Complex Sale
High-value purchases impact across the whole organization. So it's not surprising that these buying decisions are made by those at the top. But getting to these decision-makers isn't easy, which is why selling at an executive level is a more complex operation that requires all the resources of the highly skilled salesperson. This course is directed at supplying those resources. Salespeople who are more...Negotiating to Mutual Benefit
The key to being a skilled negotiator is understanding the difference between negotiating and giving money away. This course demonstrates the stages and rules that will gain you a win/win solution, and with it long-term business. If you follow the guidelines set out here, you will be able to handle customer strategies and still close the deal on terms that keep both your company and your customer more...Preparing for the Executive-level Sale Simulation
You are a regional account representative with DME Corporation, a national direct mail service provider. Your company has recently made a large investment toward the goal of becoming a "one-stop" shop with its new Fulfillment Division. You are charged with selling the new fulfillment service to your existing client base, as well as prospecting for new accounts. As you begin preparing to sell the more...Progressing through the Complex Sale Simulation
You are a regional account representative with DME Corporation, a national direct marketing firm, which has recently opened its Fulfillment Services Division. You are charged with selling this service and have identified a potential prospect. In this simulation, the second of three in this series, you have gained access to the buying influences at MicroGalaxy, an electronic component supply more...Understanding Your Customer
Can you imagine trying to sell a product or service to a customer you know nothing about? You probably wouldn't succeed. The better you know your customer, the higher your chance for success. In this course, you'll learn about the first major component of the strategic account sales (SAS) approach: research. You'll start by learning about the key areas to research using the SAS approach and where more...Conducting Effective Sales Research Meetings
Researching your target accounts is important for understanding your customer's business. But only by conducting research meetings will you learn the "inside" information you need to truly understand the business fit between your company and your customer. In this course, you'll learn about bringing your research and communication skills together in strategic account sales (SAS) research meetings. more...The Territorial Account Sales Approach
A successful sales track record doesn't come from a hit-or-miss approach. It comes from the implementation of step-by-step processes that help to ensure predictable, repeatable, and measurable results. In this course, you'll learn about the territorial account sales approach for successful sales. You'll start by gaining an understanding of the premises and strategy behind the approach. Then, more...Understanding Your Target Customer s Business
Imagine trying to sell a product or service to a customer that you know nothing about. Do you think it would be an easy process? Probably not. The better you know your customer, the better your chances for success. In this course, you'll learn about the first major component of the territorial account sales (TAS) approach--research. You'll gain an understanding of the benefits of good research and more...Territorial Account Sales Skills Simulation
...le items. You sell the company s shipping services to all types of organizations. Wine Cellar of California sells wine to restaurants throughout the state, and it becomes one of your target accounts. You will do some preliminary research on this company and then request a research meeting with a contact there. Then you will try to develop this contact into a coach in the hopes of enlisting her more...Planning Your Field Sales Approach
What factors mark the difference between mediocre and great field sales performance? One characteristic of highly effective field sales representatives is their ability to efficiently plan their sales approach for both existing customers and prospects, as well as managing their time and territories effectively. Planning Your Field Sales Approach provides practical tools for determining call and more...Customer Relationship Management eCRM
Customer Relationship Management: eCRM introduces the students to managing customer relationships over the Internet. The program details the characteristics of eCRM, how departments can use eCRM to automate processes, and how to customize eCRM interfaces for each type of eCRM user. This series is intended for managers, supervisors, customer service representatives, and anyone within an more...Sales Probing and Questioning
Starting the Sale: Probing and Questioning, is the twelfth of sixteen courses in this curriculum. After the completion of this course you will be able to distinguish between open and closed questions, and develop buyer needs using the four question types. The PrimeSales curriculum engages sales professionals in a top-down roll-out of techniques that have been proven to maximize bottom-line more...Customer Relationship Management Fundamentals of CRM
Customer Relationship Management: Fundamentals of CRM introduces the student to the benefits of creating customer loyalty, developing a market intelligence enterprise, and incorporating customer relationship management into your company. The program also details the three steps a company can take to create customer loyalty, the four marketing tiers, the four types of CRM, and the four steps of the more...The Banking Industry Overview Version 2
Can you imagine a world without banks? In the past, banks focused on loans and deposits, debits, and credits. Now, due to dramatic changes in the world economy, banking is a far more complex business. On a daily basis, the industry must deal with margin pressures, consolidation, and technological and marketing challenges, not to mention unforeseen financial and political crises. However, with cash more...The Insurance Industry Overview Version 2
The insurance industry has its share of risks and opportunities. While providing risk coverage to individuals and businesses, insurers are striving hard to manage their own risks in the wake of natural and human-made disasters, financial setbacks, and governance scandals. As margins are squeezed in the face of low underwriting profitability and the cushion of investment returns begins to shrink, more...Preparing for Outbound Sales Calls
The most successful outbound sales calls begin long before the salesperson places the call. Successful inside selling is all about planning and being prepared. Being prepared means knowing what to expect from your customer and planning your responses. In this course, you will learn about the common perceptions customers have of salespeople. You will also learn the three premises of the inside more...Initiating Outbound Sales Calls ...act with a customer. You will also learn the four profile types and strategies for creating account profiles. In this course, you will learn how to assess a sales opportunity, the four factors used to qualify an outbound sales opportunity, and strategies for qualifying a sales opportunity. The course also addresses strategies for making an effective transition to the next stage of the inside | ||||||||