2012 IAPD Convention Optional Events

Excellence in Sales Workshop

Putting Excellence in Sales into Action
Thursday, October 25, 8:00 a.m. - 10:30 a.m.

Learn the Excellence in Sales selling techniques and practice your skills in this two-and-a-half-hour interactive, case-based session. Working from a case based on plastic distribution data, small teams will classify accounts, develop territory plans including account maintenance, account growth and prospecting and develop sales plans, identifying and demonstrating value. This course is designed for inside and outside sales people, as well as managers with sales management responsibilities. You must sign up in advance to receive your materials prior to the class.

If you have already taken the Excellence in Sales certificate exam, this class is also for you. Enrich your learning experience with these hands-on exercises with the developer of the course material. Consider it the difference between a pilot reading the instruction manual and using the flight simulator. It’s a valuable investment in your selling skills. Click here for pricing details.

Application Seminar

Understanding Plastics: Materials and Applications Seminar
Friday, October 26, 8:30 a.m. - noon

Join your peers for an in-depth look at a wide variety of plastics applications. The seminar introduces and re-introduces materials in a variety of eye-opening applications to help you grow the plastics marketplace and expand your business. This seminar is a must for any outside or inside salesperson, and even managers will find valuable information to take home. Don’t miss it!

You will receive a set of course materials developed specifically for these educational seminars, as well as the “IAPD Source Guide” and an IAPD Thermoplastics Rectangle.

You will learn:

• Why engineering plastics are the material of choice in so many applications.
• The seven questions you should ask in sel­ecting the right plastic material.
• How to match the proper material to the application and why it’s so important.
• How you can put this information into practice selling industrial plastics.

The seminar will give an in-depth look at applications within 20 different industries such as the conveyor, agricultural, waste water, mining, coal preparation and power plants, paper, food and beverage, lumber, transportation, steel mills and semiconductor marketplaces. It will include detailed pictures and descriptions of applications for a variety of materials used in these industries. The speakers will also invite you to share applications you have encountered. Click here for pricing details.

Presented by George Southard, CPMR (G S Sales), Jim Harrington, CPMR (Engineered Material Sales, Inc.) and Russ Consentino, CPMR (Plastic Solutions, Inc.)