Education & Training

Welcome to the NBMDA Online Education information page. Below you will find a variety of programs designed to provide online and self-study education on a variety of topics.

Select from one of the titles below to learn more about the various Self-Study Programs NBMDA offers:

 

New Directions in Inside Sales

This comprehensive DVD training program helps inside sales representatives become more effective sellers and customer service providers. Designed specifically for distributors, this five-segment program containing over 90 minutes of targeted training can be used for individual self-study or in a classroom environment. Each segment addresses different elements of the inside sales role and contains learning objectives that outline the knowledge and skills users will gain.

New Directions consists of five modules:

  • Introduction to a Changing Marketplace
  • Account Building
  • Sales and Customer Service
  • You and the Company
  • Goal Setting & Time Management

The DVD training video, participant workbook and leader’s guide are all included in the program. Designed for either individual or group study with specific guidance available for each scenario, New Directions will provide the foundations for developing your new inside sales force.

To See Pricing Details or Order Your Training Programs Today, CLICK HERE.

Advanced Inside Sales

Take your sales personnel to the next level in customer service with a license for Advanced Inside Sales. This three-module CD-ROM course covers Pricing, The Complex Sale and Quantifiable Value-Added (QVA) Selling. Each module is self-paced and uses audio and graphics to present concepts and contains a pre- and post-test evaluation. Each section includes interactive questions to test learner comprehension, practical application exercises, a printed course summary and completion certificate. Modules include:

To See Pricing Details or Order Your Training Programs Today, CLICK HERE.

 

Pricing –

Topic 1: Pricing Management

  • The effect of raising and lowering prices
  • Balancing competitive pricing levels with profitable levels
  • What the ‘plus’ in ‘cost plus’ actually means

Topic 2: Understanding Pricing

  • Impact of Pricing
  • Common distribution pricing models
  • Basic pricing mathematics

Topic 3: Pricing Application

  • Using matrix pricing
  • Pricing for special situations
  • Maximizing order profit

The Complex Sale –

Topic 1: Understanding the Complex Sale

  • Identifying purchasing influences
  • Buying motivations and win-win outcomes

Topic 2: Making the Sale

  • Identifying changes as threats or opportunities
  • Setting call-by-call sales and objectives
  • Recognizing response modes

Topic 3: Growing Accounts

  • Setting account goals
  • Recognizing sales opportunities
  • Maintaining communication loops

Quantifiable Value-Added (QVA) Selling –

Topic 1: An introduction to QVA

  • How distributor processes impact customer processes
  • How distributors save customers time and money
  • Creating a basis for QVA

Topic 2: Establishing Value

  • Establishing customer cost centers
  • Translating ideas into dollars

Topic 3: Presenting QVA

  • How value added fits into customer processes
  • Documenting value added selling

 

Price for Success Online Course

Brought to by by NAW, this online course is a unique resource on pricing for wholesaler-distributors who are interested in driving higher margins by building a price foundation for improved margin management and long-term profitability

At last, a course designed to help you combat a bad case of Margin Shrink. Multiple seat discounts are available so you can train your entire sales staff and anyone else on your team who has customer contact. The best way to see if PRICE FOR SUCCESS ONLINE COURSE is right for you to preview the course for FREE.

Determining the appropriate margin on an order is essential to maximize profits on the item sold while, at the same time, preserving customer satisfaction. To help all distribution sales reps and sales managers, PRICE FOR SUCCESS ONLINE COURSE shows you how to quote prices with complete confidence that they are striking the correct balance between pleasing the customer and achieving the company's profit goals. After taking this online course, you will get your pricing practices back to where they belong and pull in higher margins by learning how to price more effectively.

Through fun and interactive pricing exercises and quizzes, you will gain a better understanding of:

  • What Factors Affect Profitability
  • The Value of Service
  • Specific Item Price Sensitivity
  • How to Make a Fair Profit and the Cost of Service
  • How to Handle Customer-Based Price Sensitivity
  • Price with Confidence.

Take the course at your own pace and in keeping with your learning objectives and other time commitments. The entire course takes about 3-4 hours to complete anywhere you have Internet access. Choose whether to knock it out in half a day, or break it down and spend 15-30 minutes per session on each of the course's 10 units.

To learn more or register today, CLICK HERE. Be sure to mention you're a member of NBMDA to receive discounts on the training program!