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Industry Analysts' New Sales Rep Training

New Sales Rep Training

BTA members receive a tuition discount
Industry Analysts Inc. (IA) is a market research, training and product-testing firm focused on the office equipment industry. Since 1974, IA has been helping dealers, resellers and manufacturers prepare their salespeople and stay competitive.

IA now offers training courses for new sales reps with no industry experience. These two courses are brand agnostic and are designed to provide background information on the industry, technology and how to be an effective salesperson.

The goal of these two courses is to teach a new hire how to do his (or her) job. They are a great way to get new reps up to speed so they understand what is expected of them and how to be more effective. They are an excellent precursor to your vendor's training program.

IA's interactive courses are about 90 minutes in length. They are taught live, via webinar, and are scheduled at your convenience. The instructor is Andy Slawetsky, president of IA.
Course 1: Copier Sales 101
This course provides a market and equipment overview, identifying the different brands, how the products get to the customer, and a description of xerography and alternative technology such as solid ink. The course also identifies the key parts of the MFP and explains the differences between product types such as A3, A4, production, wide format, etc. Finally, Slawetsky discusses industry terminology and phrases, such as MPS, FM, GP, CRM, cold calling and more. At the end of this course, Slawetsky will provide sales reps with a three-page glossary of industry acronyms for their reference.
Course 2: Copier Selling Skills
This course explains how to be a copier rep. Slawetsky discusses account management, how and why to use a CRM, how the rep should plan his day and how to cold call more effectively, including tips for getting past the gatekeeper. There is also a review on how to prepare for and give a product demo, how to give a proposal and how to pre-close and close the deal.

The cost is $300 per rep per course. BTA members receive a 10 percent discount to train one rep, or a 15 percent discount each for multiple reps.


Slawetsky is president of Industry Analysts Inc. He began his career in the office technology industry in 1993, selling various office equipment brands including Xerox and Ricoh. Slawetsky joined Industry Analysts Inc. in 1996.

For contact information, or to secure the discounted rate and set up a course date, click here.

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