The document provides information about an upcoming three-day sales management training forum to be held from March 22-24, 2010 in Arlington, VA. The training will provide sessions on developing sales strategy, building a strong sales team, improving customer service, and managing sales performance. Additional information is provided about session topics, speakers, logistics, tuition costs, and registration.

1. March 22–24, 2010 | Arlington, VA
Learn New Ways to Lead Your Sales
Team to Improved Performance
Sales Management
Training Forum
Build a Strong Sales Team and Increase your Credibility with Customers
Advanced Sales Management Training
• Improve your sales team performance through effective mentoring and coaching
• Develop your decision making and problem solving techniques
Build a Strong and Competitive Sales Team
• Structure your sales force to be successful
• Optimize your sales funnel and improve territory planning
Customer Service Excellence
• Create long-term customer relationships and gain repeat business
• Increase customer satisfaction through various sales techniques and strategies
Earn up to 18 CPE credits Learn How to Sell Through the Slump
www.ASMIweb.com/Sales

2. Sales Management Training Forum
day one
March 22, 2010
8:30
Registration and Continental Breakfast
9:00
Develop Your Organization’s Sales Strategy
• Compare business realities with the customer value set to develop preliminary critical objectives
• Learn why situational analysis is the foundation for the majority of sales management activities
10:30
Break and Refreshments
10:45
Prepare for Tomorrow Using the Tools of Today
• Prepare and set objectives for an evolving business environment through the application of
trend-analysis tools
• Learn to identify required resources to achieve your objective and assure alignment with the organization
12:00
Lunch Break
1:00
Create a Capable and Professional Sales Force
• Understand how to prepare and set standards of performance for team members
• Recognize effective methods for applying the performance standards to new hires and existing personnel
2:00
Break and Refreshments
2:15
Locate the Talent
• Identify best practices for hiring creative and qualified sales professionals
• Learn how to protect your organization from potential legal and ethical challenges
3:00
Strengthen Your Sales Team
• Understand the importance of linking the sales force to the rest of the organization through the use
of technology
• Develop individualized training programs that improve the performance of your entire sales team
4:00
Day One Adjourns
2 www.ASMIweb.com/Sales

3. Sales Management Training Forum
day two
March 23, 2010
8:30
Registration and Continental Breakfast
9:00
Discover Programs that Drive Greater Performance
• Design a complete compensation plan that will lead to the increase of sales
• Adjust the compensation plan to make it applicable to a continuously changing business environment
10:30
Break and Refreshments
10:45
Manage and Measure Performance
• Discover how to evaluate changes in sales territories and determine their effect on sales performance
• Use basic evaluation tools for forecasting results
12:00
Lunch Break
1:00
Discover the Benefits of Coaching and Counseling your Staff
• Coach individual sales team members in order to achieve higher performance
• Recognize when there are problems and properly identify how to counsel the individual
2:30
Break and Refreshments
2:45
Properly Prepare for the Future by being a Strong Leader
• Create a plan for turnover and succession
• Understand what it takes to become a strong leader
4:00
Day Two Adjourns
what you will learn:
Understand how the role of sales Create a winning sales culture in a
management has evolved difficult economy
Adequately prepare your sales workforce Learn how to improve sales effectiveness,
for the future and its challenges decrease costs and enhance the
customer experience
www.ASMIweb.com/Sales 3

4. Sales Management Training Forum
day three
March 24, 2010
8:30
Registration and Breakfast
9:00
Recognize the Benefits of Excellent Customer Service
• Focus on improving customer service and learn how to win and keep customers
• Understand how customer service not only creates revenue but also a healthy organization
10:15
Break and Refreshments
10:30
Manage Customer Expectations
• Understand that customer satisfaction is based on perceptions
• Prepare yourself to deal with customers by knowing how and where they are coming from
12:00
Lunch Break
1:00
Enhance Your Listening Skills
• Identify your customer’s and your own listening style
• Create a rapport with customers more easily and have more influence
2:00
Break and refreshments
2:15
Deal with Difficult Customers
• Develop strategies for keeping composed under pressure and remaining optimistic
• Turn a dissatisfied customer into a repeat customer using a recovery system
3:15
Thrive Under Pressure
• Write quick and short e-mails that the customers will read and understand
• Recognize and respond effectively to specific customer behaviors
4:00
Forum Adjourns
who should attend:
Sales Executives Sales Operations Managers
Directors Sales Compensation Professionals
Managers
4 www.ASMIweb.com/Sales

5. Sales Management Training Forum
In-House Training
In-House Training
One of the more popular vehicles for accessing the Institute’s educational offerings is the delivery of on-site trainings
and management facilitations. Bringing a training or facilitation in-house gives you the opportunity to customize
a program that addresses your exact challenges and provides a more personal learning experience, while virtually
eliminating travel expenses. Whether you require training for your department or for an organization-wide initiative,
the advanced learning methods employed by the American Strategic Management Institute will create an intimate
training atmosphere that maximizes knowledge transfer to enhance the talent within your organization.
Customization
We realize that not all obstacles can be overcome by applying an “off-the-shelf” solution. While many training
providers will offer you some variation of their standard training, the American Strategic Management Institute’s
subject matter experts will work with you and your team to examine your programs and determine your exact areas
of need. The identification of real life examples will create a learning atmosphere that resonates with participants
while at the same time providing immediate return on your training investment. Using interactive exercises that
employ actual projects or scenarios from your organization, instructors can address specific challenges and align the
curriculum of each session to your objectives. While the majority of on-site trainings are focused on smaller groups,
the American Strategic Management Institute also has the ability to accommodate organization-wide training
initiatives. Utilizing multiple instructors, The Institute has the capacity to deliver courses to groups of up to 300
participants per day.
Areas Of Expertise
On-site delivery of single courses, certification programs and entire packages of specialized courses are available in
the following areas:
Strategic Planning Workforce Management Program Evaluation
Performance Measurement Budgeting and Forecasting Administrative Management
Project Management Contracting Change Management
Lean Six Sigma Performance Reporting Balanced Scorecard
For more information about in-house training options available to you, please contact Blake Zach at 202-739-9548
or email him at Blake.Zach@ASMIweb.com
sponsorship opportunities:
ASMI offers four different pre-designed sponsorship packages:
Event Co-Sponsor Luncheon Sponsor
Session Sponsor Exhibit Booth Sponsor
To learn more about exhibiting and sponsorships at the Sales Management Training Forum
please contact Meredith Mason at 202-739-9707 or MeredithMason@ASMIweb.com
www.ASMIweb.com/Sales 5

6. Sales Management Training Forum Forum
Sales Management Training
Logistics & Registration
Venue and Hotel: CPE Credits
The Sales Management Training Forum will be held Delivery Method: Group-live
at The Performance Institute Conference Center in Program Level: Beginner
Arlington, VA, just one block east of the Courthouse Prerequisites: None
Metro stop on the Orange Line. A public parking Advanced Preparation: None
garage is located just inside of the building for $10/day. CPE Credits: 6 Credits for each day of training
18 Credits for the full three day forum
The Performance Institute Training Center
The American Strategic Management Institute (ASMI) is registered with
1515 N. Courthouse Rd., Suite 600 the National Association of State Boards of Accountancy (NASBA) as a
Arlington, VA 22201 sponsor of continuing professional education on the National Registry of
CPE Sponsors. State boards of accountancy have final authority on the
703-894-0920 acceptance of individual courses for CPE credit. Complaints regarding
sponsors may be addressed to the National Registry of CPE Sponsors, 150
Fourth Avenue North, Nashville, TN 37219-2417. Website: www.nasba.org.
A limited number of rooms have been reserved at
the Arlington Rosslyn Courtyard by Marriott at the Cancellation Policy
prevailing rate of $233 until February 22, 2010. For live events: ASMI will provide a full refund less $399 administration fee for
cancellations four weeks before the event. If cancellation occurs within two
Please call the hotel directly for reservations and weeks prior to conference start date, no refund will be issued. Registrants who
reference code Performance Management Training fail to attend and do not cancel prior to the event will be charged the entire
registration fee.
Forum. The hotel is conveniently located three blocks
from the Rosslyn Metro station. Please ask the hotel All the cancellation requests need to be made online. Your confirmation
email contains links to modify or cancel registrations. Please note that the
about a complimentary shuttle that is also available for cancellation is not final until you receive a written confirmation.
your convenience. Payment must be secured prior to the conference. If payment is not received by
the conference start date, a method of payment must be presented at the time
Arlington Rosslyn Courtyard by Marriott of registration in order to guarantee your participation at the event.
1533 Clarendon Blvd. Quality Assurance
Arlington, VA 22209 ASMI strives to provide you with the most productive and effective educational
experience possible. If after completing the course you feel there is some
Phone: 703-528-2222 / 1-800-321-2211 way we can improve, please write your comments on the evaluation form
www.courtyardarlingtonrosslyn.com provided upon your arrival. Should you feel dissatisfied with your learning
experience and wish to request a credit or refund, please submit it in writing
no later than 10 business days after the end of the training to: ASMI: Corporate
Headquarters; 805 15th Street NW, 3rd Floor; Washington, D.C. 20005
Tuition & Group Discounts:
Note: As speakers are confirmed six months before the event, some speaker
The tuition rate for attending the Sales Management changes or topic changes may occur in the program. ASMI is not responsible
for speaker changes, but will work to ensure a comparable speaker is located to
Training Forum is as follows: participate in the program.
If for any reason ASMI decides to cancel this conference, ASMI
Offerings Regular Rate Early Bird Rate accepts no responsibility for covering airfare, hotel or other costs incurred by
registrants, including delegates, sponsors and guests.
Each One Day
$699 $599 Discounts
of Training
• All ‘Early Bird’ Discounts must require payment at time of registration and
Sales Management before the cut-off date in order to receive any discount.
$1699 $1599 • Any discounts offered whether by ASMI (including team discounts) must also
Training Forum
require payment at the time of registration.
• All discount offers cannot be combined with any other offer.
• Discounts cannot be applied retroactively
For more information on Rates and Group Discounts
for the Sales Management Training Forum please
contact Paul Rogers at 858-866-93586 or email him at
Paul.Rogers@ASMIweb.com
6 www.ASMIweb.com/Sales

7. Sales Management Training Forum
Logistics & Registration
Visit Fax this form to Call
www.ASMIweb.com/Sales 866-234-0680 877-992-9521
Registration Form
Yes! Register me for the Sales Management Training Forum
Yes! Register me for the following one day course(s) only:
Day One Day Two Day Three
Please call me. I am interested in a special Group Discount for my team
Delegate Information
Name Title
Organization Dept.
Address
City State Zip
Telephone Fax
Email
Payment Information
Check
Purchase Order/Training Form
Credit Card
Credit Card Number Expiration Date Verification no.
Name on Card Billing Zip
Please make checks payable to: The Performance Institute
Priority Code: B315-WEB
www.ASMIweb.com/Sales 7

8. ASMI’s Vision
In this challenging economic landscape, organizations must develop and execute
innovative strategies to survive and thrive. Performance and process improvement
methodologies give managers the tools they need to run leaner, more efficient businesses.
The mission of the American Strategic Management Institute (ASMI) is to connect business
leaders with best-in-class practices and training to address management challenges
and improve results. ASMI has grown into one of the nation’s most innovative training
providers, combining market research and industry insight to deliver experiences and tools
to inspire leaders and grow businesses. Through virtual sessions, national summits, training
programs and consulting services, ASMI brings together leaders to share insights, ideas
and actions to transform organizations.
Areas of Focus:
• Performance Management: Using business analytics to drive strategy
• Process Improvement: Leaning processes for efficiency and quality improvement
• Financial Management: Budgeting and forecasting for better decision-making
• Project Management: Managing projects to deliver results on time, within scope and in budget
• Leadership Development: Building leadership skills to manage in times of change and conflict
Services:
Virtual Training Briefings 90-minute training sessions for the latest tools and
techniques to deliver results.
National Summits National events allowing business leaders to share best
practices and strategies for success.
Training Programs Methodology-based training modules in management
competencies, offered publicly or custom-designed for your organization
Consulting Services Field experts who can bring bold change to your
workforce, planning processes.
ASMI Corporate Headquarters
805 15th Street, NW, 3rd Floor
Washington, DC 20005
Ph: 877-992-9522 Fax: 866-234-0680
www.ASMIweb.com