Canadian Packaging

Packaging Sales Best Practices training course – Quebec

PAC offers exciting sales training course led by 35-year vet Brian Schiedel.

September 13, 2013
by Canadian Packaging Staff

PAC—The Packaging Association is hosting a sales training program specifically designed by packaging business leaders and experts, based on successful best practices and learn the sales process approach that your customers will endorse.

At the one-day event on November 19, 2013 at the PAC home office in Toronto, the PAC Packaging Sales Best Practice (PSBS) course will discuss:

The Selling Process

  • Identifying the differences between selling activities and a sales process
  • Benefits of developing a process approach to the sales function
  • How and why to base your model on the customers’ activities

Buying Roles/Influencers

  • Identifying the key influencers in complex sales
  • Discussion of their roles and wants
  • Why covering them all is important

Buying Readiness

  • Identifying when your prospects are ready to buy
  • Knowing when to “fold ‘em”

Understanding The Problem/Opportunity

  • Why the investigative skill is critical
  • Tactical approach to effectively working with the customer in developing an understanding of the problem/opportunity and its consequences

Sales Process Management

  • Identifying and explaining the “funnel” approach
  • Connecting the sales process with the funnel
  • Applying metrics to the sales process

New Business Development

  • Unique value proposition – what is it and why it is vital
  • New account targets – best customer approach
  • Using the buying influencers to gain opportunity
  • Account development/management planning
• Improve your forecasting of the new business development

Where’s The Future

  • Exploring lead generation and in-bound marketing

The course will led by Brian Schiedel, who brings over 35 years of business and sales management success to the development and presentation of the Packaging Sales Best Practice Course. As an industry expert, he has developed sales forces in the Folding Carton and the Label sectors across Canada and the USA. His process approach has been proven highly successful in new business development in the complex sales environment of Packaging.

Tuesday, November 19, 2013
8:00 AM – Registration
8:30 AM – Session start
12:00 PM – Lunch
1:00 PM – Session continues
4:30 PM – Adjournment

Sheraton Montreal Airport Hotel
555 McMillan Boulevard
Dorval, QC, H9P 1B7

PAC members – $495.00 plus HST
Non-PAC members – $695.00 plus HST

How: Register online

For more information, contact 
Mary Ann Gryn
 at PAC – The Packaging Association at 519-990-0134 or via e-mail at

Category Captains 2020