Sales Training Curriculum Instructions

STEP 1: Fill out the Sales Training application form and take the RC Test. E-mail both documents to

Sales Training Application:

RC Test

STEP 2: Meet with Sales Manager. Review Sales Training Curriculum Checklist. Set expectations and sales projections.

Sales Training Curriculum Checklist

STEP 3: Meet with Office Manager

Orientation

-  Office Operations, HR paperwork

-  Receive working Case laptop. Access: Red House/Case of Knowledge/CJES

-  Introduction to Marketing and Case Alliances

STEP 4: Self Study using Module #1 trainings posted in Red House’s Case of Knowledge

Open Training Overview in Case of Knowledge

Open RC Prerequisite Training

Module #1

Case Culture

Case Systems

Take Sales Training Prerequisite Test: Module #1, Sections 1 & 2

Section 1: Case Culture Test

Section 2: Case Systems Test

Do not sent this test in until all three sections are completed in step 10

STEP 5: Self Study using Module #4, CJES Training Part 1, posted in Red House

Module #4, CJES Part 1

Introduction (captivate presentation)

Take Sales Training Prerequisite Test, Module #4, Section 1, CJES Part 1

Do not sent this test in until all three sections are completed in step 10

STEP 6: Case Systems demonstrations with Office manager

-  Red House

-  Lead taking

-  Scheduling

STEP 7: Self Study using Module #3, Sales Orientation, posted in Red House

Module #3 Sales Orientation

Introduction to 9 Step Sales process (PowerPoint)

Take Sales Training Prerequisite Test, Module #3, The Case Handyman 9 Step Sales Process

STEP 8: Self Study using Module #4, CJES Training, Part 2, posted in Red House

Module #4 CJES Part 2

CJES Training Part 2

Take Sales Training Prerequisite Test, Module #4, Section 2, CJES Part 2

Do not sent this test in until all three sections are completed in step 10

STEP 9: Self Study using Module #4, CJES Database, posted in Red House

Module #4 CJES Database

Section List

Item list

Labor Type List

UOM List

Take Sales Training Prerequisite Test, Module #4, Section 3, CJES Database

STEP 10: Turn in completed Sales Training Prerequisite Tests

E-mail Sales Training Prerequisite Testing document to:

STEPS 11-15: Spend time with existing Remodeling Consultants and Production Managers

-  Shadow and day in the life experiences

-  Complete CJES homework

STEP 16: Generate Contract from CJES estimate generated in Steps 11-15.

E-mail CJES Contract document to:

STEP 17: Progress evaluation review with Sales Manager

Your are now ready for Sales Training in BETHESDA!!!

(See the following pages for details on the Bethesda Sales Training objectives and agenda)

STEPS 18 - 28: Continue with on-site training and weekly progress reviews with your Sales Manager

Bethesda Sales Training

Sales Training is for Franchisees and Remodeling Consultants that will be selling and/or managing the selling of Contracted projects. This training is divided into two parts: a prerequisite course comprised of activities and tests completed at the franchisee’s location and a 5-day training in Bethesda. Sales Training is the second training that the franchisee will attend post Open House. The main emphases of the prerequisite activities and the 5-day training are to understand the Case mission and to learn the role and responsibilities of the Case Remodeling Consultant. The prerequisite activities will give the Trainee an introduction to the Case 9-Step Sales process and the fundamentals of the Case Job Estimating System, CJES. This “head start” will ensure a successful and more meaningful time in Bethesda. While in Bethesda, the trainee will be part of a class that will dive into the specifics of each step in the sales process and tips to ensure success. The trainee will also be challenged with multiple estimating and contract writing activities to ensure proper utilization of the CJES system. This training is concluded with testing, setting expectations and “next step” activities to encourage a thorough mastering of the RC processes and systems.

Sales Training Prerequisite Objectives:

1.  Have a general understanding of Case History and of Case Culture

2.  Have a general understanding of the Case 9-step sales process

3.  To set-up and begin using CJES to become familiar with the program

o  Generate estimates and be able to printout reports

o  Generate and printout contract

4.  Observe in real life:

o  The 9-step sales process

o  Creation and hand-off of the production binder

o  The preconstruction walk-through

Note: The RC Prerequisite Training activities are found in Case of Knowledge

Sales training Bethesda Objectives:

1.  Understand and be able to embody the Case mission and create clients for life:

o  Provide quality advice, design, and craftsmanship in a professional manner to our clients

o  Assist each other to reach individual and collective goals

o  Grow our business in an aggressive and healthy manner which will provide greater opportunity for all

o  Understand the full A to Z Case process to ensure empathy and respect for all team members

2.  Be able to effectively implement the role and responsibilities of being a Case Remodeling Consultant including:

o  Professional salesmanship

o  The Case 9-step sales process

3.  Estimate effectively and create clear contracts using CJES and Microsoft Word

NOTE: Agenda subject to change. Your specific class agenda details will be sent to you prior to your arrival in Bethesda