Selling Today: Partnering to Create Value, 14/e

Training Provided by Commercial Vendors

The programs designed by firms specializing in the development of sales personnel are a second source of sales training. Some of the most popular courses are offered by Richardson E Learning, Acclivus Corporation, Wilson Learning Corporation, Miller Heiman Inc., Dale Carnegie Training, and AchieveGlobal (see Table 1.2). The legendary Professional Selling Skills (PSS) course, developed by Gene Keluche, is still offered by AchieveGlobal. This carefully designed course, once owned by Xerox, has been completed by millions of salespeople.59

Table 1.2 Sales Training Offered by Commercial Vendors

Training programs provided by commercial vendors are very popular. This table introduces a few of the well-established ...