Training and Education

Training and Education (post college)

CFS (Customer Focused Selling) 1984, 1992 and 2000 (attended three times)

  • Effective listening skills
  • Everyday obstacles
  • Price and professionalism
  • Concepts behind customer-focused selling
  • Mr. Yesterday vs. Mr. Today
  • Commodity thinking
  • Marketing is my profession
  • Value added resources and capabilities
  • The client needs analysis
  • Contracting and partnering
  • The job redefined: orchestrator & account manager
  • No more cold calls
  • Return on investment
  • Optimum effective scheduling
  • Results on investment
  • Ideal customer profile
  • Account list management systems
  • Customer-focused written proposals
  • Guarantees vs. Accountability
  • When & where to use customer-focused selling
  • Account manager job description
  • Behavioral styles

TFM (Talent-Focused Management) 1992 and 2000

  • Defining talent
  • Managing talent
  • Finding talent
  • Building talent
  • Recruitment & selection
  • Developing a talent bank
  • Three modes of recruitment
  • Job analysis and the job specification sheet
  • Targeted recruitment-using the nominator system
  • How to write effective help-wanted ad copy
  • Screening systems
  • Resume’ reading
  • SRI/Talent Plus listening interview
  • SWAN interview
  • Traditional interview
  • Interview questions
  • EEO guidelines
  • Reference checking
  • Micro recruitment
  • Writing a recruitment plan

 

Various Other Seminars/Events

    • Arbitron 101 and Arbitron PD Seminars 1999,2000
    • Radio Advertising Bureau Managers Sales Conferences
      (1987, 1989, 1994, 1995, 1997, 1999, 2000)

 

    • Public Speaking (UAB Special Studies) 1994

 

    • Negotiation Seminar- (Herb Cohen/NewCity) 1991

 

    • Grocery Retailing (Retail Merchandising Group) 1988

 

    • Communication/Presentations (Executive Communications Group/NewCity) 1986

 

    • Strategic Selling (Miller-Heiman/NewCity) 1985

 

    • American Marketing Association “Business Decision Making From the Retailer’sPerspective” 1985

 

    • CSS Training “Marketing Warfare” 1986 (led by Bill Moyes)

 

    • CSS Training “The Automobile Dealership” 1985

 

    • Media Buying and Planning (UAB Special Studies) 1982

 

I continually read books on marketing, and am a devout student of Ries and Trout, having read the following books many times (and I refer to them often): The 22 Immutable Laws of Marketing, The 22 Immutable Laws of Branding, Positioning: The Battle for Your Mind, The New Positioning, Marketing Warfare, Horse Sense, Differentiate or Die, 11 Immutable Laws of Internet Marketing, The Fall of Advertising and the Rise of PR, Focus and Big Brands, Big Trouble.)