Carrier Corp., Indianapolis, IN, has launched a new series of dealer sales training programs designed to show dealers how to translate manufacturers’ programs and promotions into sales. The new programs are aimed at integrating the most valuable parts of previous sales training programs to create a new basic sales workshop, “Sales Essentials,” and an advanced sales workshop, “High Impact Selling.” According to carrier, both programs are based on knowledge, skill, and application. Planned for release in February 2003, “High Impact Selling” takes a serial approach to training instead of compiling all training into one event. Other Carrier Dealer Alliance training and both sales workshops will now fall under the “SalesCollege” of Carrier University, which has organized into four targeted colleges, including: Service, Sales, Management and Marketing. “The college concept offers the best of every training program we have,” says David Taylor, manager of dealer training, Carrier Corp. “The goal of the new workshops is to help dealers improve their revenue and profitability in the residential marketplace.” The workshops will be held twice a year in Indianapolis, and also can be distributor-sponsored and conducted by authorized Carrier facilitators at other locations. Workshops consist of two courses, Sales Essentials, focusing on the basics, and High-Impact Selling, an advanced selling techniques course. One-hour reinforcement sessions also will be offered throughout the year at distributor locations to help dealers implement and fine tune the skills learned in the workshops. The facilitators will use role-playing and case studies to model the most successful and modern selling techniques. “We want the dealers to walk away with a systems sales philosophy,” says Taylor. “They need to learn techniques that will encourage the sale of systems, not just individual models.” For more information on Carrier dealer training programs, contact David Taylor at 630/ 355-5646 or e-mail david.s.taylor@carrier.utc.com.