www.amanet.

org

Seminars in

MARKETING
AND SALES
Recommended CPE Credit:
21 hours/BasicClassroom
14 hours/BasicLive Online
Prerequisites: Marketers with less than three years
of experience
Advance Preparation: Online pre- and post-assessment
Delivery Method: Group Live/Group Internet-based
Field of Study: Marketing

September 2014-March 2015

any
save off
AMA
$200 Seminar

See inside for details

MOST POPULAR IN

SALES
Fundamental Selling
Techniques for the
New or Prospective
Salesperson C L
www.amanet.org/5510
AN AMA
BLENDED LEARNING
SEMINAR

Start your sales career the

right way with this
intensive introduction to selling.

Understand prospecting basics and be able

to conduct a sales call
Use a customer-centered selling approach
to provide value
Choose a closing technique to earn the
business
Manage the customer relationship on an
ongoing basis

WHAT YOU WILL COVER

Because of the mounting pressure facing

salespeople in todays tough economy, this
challenging profession is becoming even more
competitive. But many prospective sales
professionals dont have a solid foundation and
understanding of the fundamentals of selling.
This intensive, highly interactive 2-day
introduction to the art of selling will equip you
with the tools and techniques you need to
achieve sales success and improve your
performance.

Behaviors, characteristics and skills of a

successful salesperson
Characteristics of different selling models,
types and structures
Calculating and setting goals based on your
sales quota and plan
Analyzing the territory and conducting
account research
Planning your calendar to achieve sales goals
and build a sales pipeline
Identifying resources and methods of
generating leads
Strategies to maintain communication with
a customer

HOW YOU WILL BENEFIT

WHO SHOULD ATTEND

Identify the behaviors and skills of a

successful sales professional
Describe different types of selling models
Identify elements of the sales framework

Salespeople, sales support, as well as potential

candidates for sales positions who want to build
and revitalize their existing selling skills.

CLASSROOM SCHEDULE
Sep. 4-5 . . . . . Denver, CO . . . . . 5510-GAM-01270
Sep. 11-12 . . . Atlanta, GA . . . . . 5510-GAM-01239
Sep. 15-16 . . . New York, NY . . . 5510-GAM-01243
Oct. 6-7 . . . . . Chicago, IL. . . . . . 5510-GAM-01257
Oct. 13-14 . . . Arlington, VA . . . . 5510-GAM-01264
Oct. 27-28 . . . San Francisco, CA 5510-GAM-01265
Nov. 3-4 . . . . . Houston, TX. . . . . 5510-GAM-01254
Nov. 13-14 . . . New York, NY . . . 5510-GAM-01262
Dec. 1-2 . . . . . Boston, MA . . . . . 5510-GAM-01252
Dec. 4-5 . . . . . Chicago, IL. . . . . . 5510-GAM-01267
C Classroom

L LXL Live Online Seminar

AC
ISF TI

ON

SAT

For complete schedules, information and details

about CPE credits, visit www.amanet.org and
enter the seminar number in the search field.

AR

ED

GU

100%
ANTE

Jan. 12-13 . . . Atlanta, GA . . . . . 5510-GAM-01261

Jan. 29-30 . . . New York, NY . . . 5510-GAM-01266
Feb. 9-10 . . . . Chicago, IL. . . . . . 5510-GAM-01258
Feb. 19-20 . . . Los Angeles, CA. . 5510-GAM-01272
Mar. 12-13 . . . Chicago, IL. . . . . . 5510-GAM-01274
Mar. 16-17 . . . New York, NY . . . 5510-GAM-01256
2 days/1.2 CEUs/12 SMPS CEUs
$2,095/AMA Members $1,895
AMA Members save $200
LXL SCHEDULE 1.2 CEUs/12 SMPS CEUs
$2,095/AMA Members $1,895
MondayThursday 2-5 pm ET 4 Lessons
December 1-4, 2014 . . . . . . . . . . . 5510-GAM-01260
AMA is approved by the Society for Marketing Professional
Services (SMPS) to offer SMPS CEUs. This course qualifies for
12 CEUs toward your recertification as a Certified Professional
Services Marketer (CPSM). For more information please visit
www.cpsmnow.org

At AMA, we guarantee the quality of our seminars. In fact, 98% of our participants say they would
recommend the course they have taken to their colleagues. If, for any reason, you are not satisfied with
a seminar for which you have paid, AMA will give you credit toward another seminar of comparable price
or will refund your fee. We appreciate that this is an important investment for you and your company
and would like to accommodate your needs the best we can. Therefore, please call us at 1-800-262-9699.

www.amanet.org

MOST POPULAR IN

MARKETING
Fundamentals of
Marketing: Your Action
Plan for Success C L
www.amanet.org/5512

AN AMA
BLENDED LEARNING
SEMINAR

If youre new to marketing

and need a basicyet thorough
overview, this seminar is for you.
In just three days, youll learn the fundamentals
behind successful marketing. Youll get a complete
grounding in the essentials and begin to develop
the skills and techniques necessary to become a
marketer who can help your company develop a
marketing orientation to enhance the bottom line.

HOW YOU WILL BENEFIT

Acquire the basic marketing skills, tools and
techniques to identify, evaluate and solve
marketing problems
Understand the components that make up
compelling marketing plans that succeed in
capturing customer value within a
competitive environment
Differentiate your product based on what
the customer wants

CLASSROOM SCHEDULE
Sep. 3-5 . . . . . Atlanta, GA . . . . . 5512-GAM-01133
Sep. 24-26 . . . San Francisco, CA 5512-GAM-01140
Oct. 20-22 . . . New York, NY . . . 5512-GAM-01149
Oct. 27-29 . . . Chicago, IL. . . . . . 5512-GAM-01152
Dec. 8-10 . . . . Arlington, VA . . . . 5512-GAM-01144
Dec. 17-19 . . . Chicago, IL. . . . . . 5512-GAM-01142
Jan. 12-14 . . . San Francisco, CA 5512-GAM-01146
Jan. 26-28 . . . New York, NY . . . 5512-GAM-01147
Feb. 9-11 . . . . Chicago, IL. . . . . . 5512-GAM-01151
Mar. 4-6 . . . . . Atlanta, GA . . . . . 5512-GAM-01143
Mar. 23-25 . . . New York, NY . . . 5512-GAM-01145
3 days/1.8 CEUs/18 SMPS CEUs/21 CPE
$2,095/AMA Members $1,895
AMA Members save $200
C Classroom

L LXL Live Online Seminar

For complete schedules, information and details

about CPE credits, visit www.amanet.org and
enter the seminar number in the search field.

Understand the whys behind basic

marketing practices
Leverage marketing strategies that work

WHAT YOU WILL COVER

Defining what marketing is and how it fits
into the organization
Learning why marketing-oriented companies
typically outperform other companies
Using market research and market
intelligence information systems
Leveraging marketing strategies
Understanding and aligning the components
of the marketing mix
Exploring various pricing objectives and
strategies
Comparing and contrasting various
distribution options
Discovering the strengths and weaknesses
of various promotional methods
Creating customer value, satisfaction and
loyalty

WHO SHOULD ATTEND

Newly appointed marketers with fewer than three
years of experience in marketing, as well as
product, brand and advertising managers, business
professionals and executives who need to understand the importance of marketings role in.

LXL SCHEDULE 1.2 CEUs/12 SMPS CEUs/14 CPE

$2,095/AMA Members $1,895
MondayThursday 2-5 pm ET 4 Lessons
November 17-20, 2014. . . . . . . . . 5512-GAM-01148
February 2-5, 2015 . . . . . . . . . . . . 5512-GAM-01150
Recommended CPE Credit:
21 hours/BasicClassroom
14 hours/BasicLive Online
Prerequisites: Marketers with less than three years
of experience
Advance Preparation: Online pre- and post-assessment
Delivery Method: Group Live/Group Internet-based
Field of Study: Marketing
AMA is approved by the Society for Marketing
Professional Services (SMPS) to offer SMPS CEUs. This
course qualifies for 18 CEUs toward your recertification
as a Certified Professional Services Marketer (CPSM).
For more information please visit www.cpsmnow.org

Save $200

off any AMA seminar

when you register by September 15, 2014.

Use Offer Code LH5E. See inside to learn more.

Register today at www.amanet.org or call 1-800-262-9699

SALES

MORE IN

For schedules and pricing, visit www.amanet.org

Advanced Sales Management

Fundamentals of Sales
Management for the Newly
Appointed Sales Manager C

Selling to Major Accounts

A Strategic Approach C

www.amanet.org/5598

www.amanet.org/5227

Calling on major accounts is time

consuming and risky. Develop the
strategy that will get you the best return
on your investment! Major account selling
requires a long cycle and a big investment
of resources. Thats why todays successful
sales professionals are more than just
tactical prostheyre strategic experts.
Now, in this account management training
seminar, learn how to develop a strategic
selling plan that will save you time, money
and hassles by identifying the right account
and project, why your offer matters to
them, what it takes to assure their longterm relationship and how to move them
along the pipeline quickly.

Youre a new sales manager, taking

over a sales team with both rookies
and pros. You also have an open territory
that needs to be filled as quickly as possible.
Where do you start? How do you gain the
respect of your team? How can you
maximize the skills of each team member?
And how do you respond to your managers
demands? In this seminar, you will gain
critical-to-success management skills, from
proven communication techniques to
interviewing toolsfrom establishing an
effective training program to a six-step
coaching process that helps you maximize
your sales teams skills.

Principles of Professional
Selling C www.amanet.org/5520
Thousands of salespeople have
prospered by attending this popular
professional sales training seminar. No
matter how great your product or service
is, or how talented a salesperson you are,
you will not be able to close the deal if you
cannot tell your clients how what youre
selling will benefit them. Learn how to gain
your clients business by earning their trust.
Go through the entire sales process and
discover the most modern sales methods
todayconsultative/solutions selling. Youll
leave this professional sales training
workshop better equipped to develop
presentations that meet your clients real
needs. Youll also create a specific sales plan
and discover how to close the sale with ease.

C Classroom

L LXL Live Online Seminar

www.amanet.org/5235

Unlimited Sales Success

Mastering the New
Realities of Selling L

!
EW
N

Learn to better handle the ups and

downs in your businessand ensure
your team's success. In three days, get the
skills to keep pace with all the issues that are
revolutionizing salesforce management. This
is the sales seminar to choose if you want to
become a more effective managerand
advance further and faster in your career.
You'll discover the can't-fail techniques that
have already benefited thousands of your
colleagues. The training youll receive can help
you achieve peak performance in every area
thats essential to sales management success.

Strategic Sales Negotiations

Territory and Time Management

for Salespeople C www.amanet.org/5289
Learn to make the most productive use
of your time as you mine your territory
for sales. Time is a salespersons most
valuable asset. Lost hours mean lost sales
and lower earnings. Poor sales territory
management leads to missed opportunities
and meager results. To survive in todays
fiercely competitive marketplace, you need
to stretch your selling day and spend more
time with your customers. You must also
plan effective to avoid losing sales to better
organized competitors. Attend this course
to learn how to control your territory with
strategies that help you value accounts,
penetrate accounts and maximize coverage.

Developed in collaboration with Brian Tracy,

based on his research and book Unlimited Sales
Success: 12 Simple Steps for Selling More Than
You Ever Thought Possible.

Learn the worlds most powerful selling

techniquesfrom the undisputed
master of sales! Discover the 7 secrets to
optimize your sales efforts, adopt the right
mindset and perfect your preparation and
presentation. The sales environment has
changed in the last 10 yearseven the last 5
yearsand today the bar is higher than ever.
The key to success involves positioning
yourself as a trusted advisor so you can
overcome sales resistance, meet your quotas
and achieve your goals. Plus, handle
objections, time your closing and shore up
weaknesses so you can join the 20% of
salespeople making 80% of the money.

For complete schedules, information and details about CPE credits,

visit www.amanet.org and enter the seminar number in the search field.

AMA seminars and workshops are GSA approved and all AMA programs can be delivered onsite

For schedules and pricing, visit www.amanet.org

AMAs Advanced Course in

Strategic Marketing

MORE WAYS TO LEARN

FROM AMA

www.amanet.org/5537

Competitor-proof your company with

strategic marketing! At this seminar,
youll take the next step toward becoming
a strategic marketing guru. Youll discover
cutting-edge strategic marketing models
and their real-world applications. And youll
get the strategic marketing knowledge and
tools you need to increase the spending rate
of current customers and cost-effectively
acquire new onesintegrate your strategic
marketing mix elements with corporate
goalsand maximize the benefits of
e-commerce technology.

!
EW
N

www.amanet.org/5535

Todays purchasers are more attuned to the real value of what theyre buying.
Discover how to influence them and improve your profits. Regain the sellers advantage
over todays more sophisticated purchaser with the help of this training. Learn the tools,
techniques and savvy sales negotiation tactics that will enable you to influence your
buyers perception of cost, value and benefits. Understand how to close the sale by
maintaining a flexible position that successfully counters your buyers negotiating moves.

www.amanet.org/5205
Available ONLY as an LXL Live Online seminar

MARKETING

AMAs ANNUAL PASS

Save

One Year. One Price.

Your ticket to unlimited trainingand unlimited possibilities.
3 LXL Live Online courses included

Annual Pass*
One full year of unlimited access to MOST AMA Classroom Seminars,
all Classroom 1-Day Workshops, and 3 LXL Live Online Seminars or
LXL 1-Day Workshops for $3,995!

Unlimited
Training for
One Year!

Call 1-800-262-9699 for more information. Mention offer code GAM Some restrictions apply, see below for details.

$200

off any AMA Seminar when you

register by September 15, 2014***
Mention offer code LH5E

Successful Product
Management
www.amanet.org/5597
Gain the business skills you need to
manage your products profitability.
Discover the tools and techniques necessary
to effectively control the increasingly
complex product management processand
increase your ability to manage the myriad
tasks involved. Take this powerful seminar to
enhance your focus on strategy, product
portfolio planning, and other key tasks of a
product manager. These skills will also help
you understand critical reports and how to
calculate break-even sales formulas. Then
you'll put it all together using a case study
on product marketing plan development so
youre ready to prepare your marketing plan.

Register online at www.amanet.org

or call 1-800-262-9699 to take
advantage of this special offer.
Some restrictions apply. See Terms and
Conditions at below for details.

Premium Annual Pass**

One full year of unlimited access to ALL AMA Classroom Seminars and 1-Day Workshops,
and 3 LXL Live Online Seminars or LXL 1-Day Workshops for $4,995!
Call 1-800-262-9699 for more information. Mention offer code GAM Some restrictions apply, see below for details.

Visit us at www.amanet.org/annualpass or call 1-800-262-9699 to speak to an AMA Representative!

TERMS AND CONDITIONS: *Annual Pass purchasers may choose from all AMA U.S. Classroom and LXL Live Online Seminars and 1-Day Workshops with a member price of $2,395 or less, or
nonmember price of $2,645 or less. Mention offer code GAM. **Premium Annual Pass purchasers may choose from all AMA U.S. Classroom and LXL Live Online Seminars and 1-Day Workshops.
Mention offer code GAM. You may attend a maximum of 3 programs offered in our LXL Live Online format. LXL Express Skills Series, AMA Webinars, and third party-delivered programs available
through AMA are excluded from both Annual Pass and Premium Annual Pass redemption. Past purchases and other promotional offers are excluded. Photo identification will be required when
attending a seminar. This is a call-in offer only. ***Offer code LH5E expires September 15, 2014 and cannot be combined with any other promotional offer(s). This offer is valid only when
applied to new registrations and cannot be applied to transfers, cancellations or GSA or SLS Contract pricing. Individuals eligible for GSA or SLS Contract pricing must choose between their contract
pricing or this discount applied to the AMA Member rate. AMA Annual Pass/Premium Annual Pass, AMA Seminar Savings Pass, AMA Webinars, LXL Express Skills Series and third party-delivered
programs available through AMA are not eligible for this offer. Prices and schedules are subject to change without notice.

For complete schedules, information and

details visit www.amanet.org and enter
the seminar number in the search field.

Classroom

For complete schedules, information and

details visit www.amanet.org and enter
the seminar number in the search field.

Register today at www.amanet.org or call 1-800-262-9699

GAM/123095/7-14

MORE IN

MORE IN

SALES

MORE IN

For schedules and pricing, visit www.amanet.org

MARKETING

For schedules and pricing, visit www.amanet.org

AMAs Advanced Course in

Strategic Marketing C

Data as a Strategic Asset

A Customer-Focused
Approach C www.amanet.org/2016

!
EW
N

www.amanet.org/5537

Competitor-proof your company with

strategic marketing! At this seminar,
youll take the next step toward becoming
a strategic marketing guru. Youll discover
cutting-edge strategic marketing models
and their real-world applications. And youll
get the strategic marketing knowledge and
tools you need to increase the spending rate
of current customers and cost-effectively
acquire new onesintegrate your strategic
marketing mix elements with corporate
goalsand maximize the benefits of
e-commerce technology.

Successful Product
Management C www.amanet.org/5597
!
EW
N

AMAs ANNUAL PASS

One Year. One Price.
Your ticket to unlimited trainingand unlimited possibilities.
Unlimited
Training for
One Year!

Gain the business skills you need to

manage your products profitability.
Discover the tools and techniques necessary
to effectively control the increasingly
complex product management processand
increase your ability to manage the myriad
tasks involved. Take this powerful seminar to
enhance your focus on strategy, product
portfolio planning, and other key tasks of a
product manager. These skills will also help
you understand critical reports and how to
calculate break-even sales formulas. Then
you'll put it all together using a case study
on product marketing plan development so
youre ready to prepare your marketing plan.

Developed with IBM exclusively for AMA

Have you ever wondered if there are

goldmines buried in your customer data?
What if you could unlock those secrets to
reveal trends, discover insights and formulate
a new and winning strategy? Developed with
IBM, this seminar puts data and analytics at
your epicenter. You will acquire techniques for
diving more deeply into information, learn
to see correlations that werent previously
apparent and ultimately make smarter, factbased decisions to drive better performance.
These valuable skills will help you confidently
pinpoint opportunities that can lead to
increased brand loyalty, repeat sales and
stronger overall results.

Customer Service Excellence: How

to Win and Keep Customers C
www.amanet.org/5165

Providing customer service excellence is

what will keep your customers coming
back. Customer service excellence can give you
the competitive advantage you need to survive.
Todays business environment is customeroriented, so people skills are critical for
personal and organizational success. How you
handle your customers can directly affect your
individual goals as well as your teams and
companys performance. This seminar gives
you the skills you need to communicate
professionalism, gain respect, enhance customer
relationships and secure an overall competitive
advantage through customer service excellence.

MORE WAYS TO LEARN

FROM AMA

Short on time? Check out our new quick-learning formats.

If you cant make it to one of our multi-day seminars, consider our 1-Day
Workshops and LXL Express Skills Series (just 2 hours). Both offer fast,
focused learning you can apply immediately. Check out these featured courses:
1-Day Workshop (Classroom and LXL Live Online)

LXL Express Skills Series

How to Fill the Sales

!
EW Pipeline E
www.amanet.org/7850
N
Feel like you're spinning your wheels?
Running low on motivation? Dont
waste energy wooing the wrong
prospects. What's working today in selling
is not the same as in the past. So if youre
not hitting your quotas...if everything seems
harder and selling is feeling like an uphill
battle, don't give up! Learning how to
properly qualify sales leads can be the
difference between landing new business
deals or wasting lots of energyand money.
Discover quick, must-know tips to help you
cast off bad leads and identify your most
promising prospects. This short online course
will surely be an eye opener, enabling you to
build and revitalize your pipeline.

Customer Service
!
EW Workshop 1
N
www.amanet.org/5802

Secure an overall competitive

advantage through distinctive customer
service. In todays customer-oriented
business environment, people skills are
critical for personal and organizational
success. How you handle your customers
can directly affect your individual goals as
well as the performance of your team
and company. This seminar gives you
the skills you need to communicate
professionalism, gain respect, enhance
customer relationships and keep your
customers coming back.

For a complete listing of AMAs LXL Express Skills Series,

go to www.amanet.org/Express
For a complete listing of AMAs 1-Day Workshops,
go to www.amanet.org/Workshop

Call 1-800-262-9699 for more information. Mention offer code GAM Some restrictions apply, see below for details.

Now available
from AMA
Learn more at

www.amanet.org

Mastering Google Analytics

C V

Administration Essentials for

New Admins C V

C V

www.amanet.org/79201

www.amanet.org/76502

Mastering Google AdWords

www.amanet.org/76510

Google Online Marketing

Boot Camp C V
www.amanet.org/76509

AMA seminars and workshops are GSA approved and all AMA programs can be delivered onsite

C Classroom

E LXL Express Skills Series

L LXL Live Online Seminar

V Virtual Classroom

For complete schedules, information and

details visit www.amanet.org and enter
the seminar number in the search field.

1 1-Day Workshop

Implementing an Analytics
Strategy for the Sales Cloud
www.amanet.org/79301

For complete schedules, information and

details visit www.amanet.org and enter
the seminar number in the search field.

Register today at www.amanet.org or call 1-800-262-9699

GAM/123095/7-14

Premium Annual Pass**

One full year of unlimited access to ALL AMA Classroom Seminars and 1-Day Workshops,
and 3 LXL Live Online Seminars or LXL 1-Day Workshops for $4,995!

Recommended CPE Credit:

21 hours/BasicClassroom
14 hours/BasicLive Online
Prerequisites: Marketers with less than three years
of experience
Advance Preparation: Online pre- and post-assessment
Delivery Method: Group Live/Group Internet-based
Field of Study: Marketing

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3-Pack

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in 12 months

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TERMS AND CONDITIONS: *This offer is applicable to all

AMA U.S. Classroom and LXL Live Online Seminars and
1-Day Workshops with a member price of $2,395 or less, or
nonmember price of $2,645 or less. LXL Express Skills Series, AMA
Webinars, and third party-delivered programs available through
AMA are excluded. Past purchases and other promotional offers
are excluded. Attendance must be completed within 6 months of
purchase date for 3-Packs, and within 12 months of purchase date
for 6-Packs, 12-Packs and 24-Packs. Prices and schedules are
subject to change without notice. This is a call-in offer only.

Call 1-800-262-9699
to speak to an AMA Representative
Mention offer code GAM

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