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College of Natural Resources to offer sales training for the forest products industry


BLACKSBURG, Va., Aug. 15, 2008 – Personal selling is the leading form of promotion used in the forest products industry. Virginia Tech's College of Natural Resources will present a sales training course to improve self-management and interpersonal skills in the forest products industry, Oct. 29 through Oct. 30 at the Wood Education Resource Center in Princeton, W.Va.

Bob Smith, professor, associate dean for engagement, and director of the Center for Forest Products Marketing and Management at Virginia Tech, will instruct the course. He brings over 15 years experience with wood products and eight years of personal selling experience.

The course will focus on the attributes of a successful salesperson, including effective communication, relationship building, sales negotiation strategies, and time management. Topics being covered include successful personal selling strategies, customer behavioral styles, steps in the sale, and trends in the industry, among others. Forest products sales people and managers who want to improve their abilities to relate to customers are encouraged to attend.

Those interested should register online before Oct. 15; registrations are limited to the first 30 applicants. The course fee of $395 covers registration, instructional materials, coffee breaks, continental breakfasts, and lunch. The event is sponsored by Virginia Tech's Center for Forest Products Marketing and Management, Virginia Forest Products Association, Hardwood Manufacturers Association, Virginia Tech's Continuing and Professional Education, and Sloan Forest Industry Center.