Dorian Drake International Sales Staff Completes Professional Sales Certification Course

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Dorian Drake International’s thirty-one sales professionals recently completed a three-day professional sales certification course that places heavy emphasis on consultative sales.

Dorian Drake International’s thirty-one sales professionals recently completed a three-day professional sales certification course that places heavy emphasis on consultative sales.

The Certified Sales Professional Course, known as CSP, is offered by the Manufacturers' Representatives Educational Research Foundation (MRERF), a charitable education foundation sponsored by manufacturers' representative associations from a diverse number of U.S. industries. The course is built around an eight-step consultative selling process designed to help sales professionals identify and address customer needs. The class was held in late January near Dorian Drake’s global headquarters in White Plains, N.Y. and organized specifically for Dorian Drake’s multi-cultural sales force, which is situated in 14 locations in 11 countries worldwide.

Commenting on the training, Cress Hart, MRERF CSP examiner, said, “It was clear that Dorian Drake wants to serve their manufacturer clients and customers with well-trained professionals. In spite of the many languages spoken, everyone who attended the training was fully engaged and brought a real-world perspective to the importance of strong relationship-building. Because of the dedication to the pre-class work and further study during the week, a high percentage of Dorian Drake's sales force scored with the mark of distinction.”

Ed Dorian Jr., Dorian Drake’s president, said, “CSP made sense for us because the training is designed for rep organizations managing multiple lines and because our approach with customers must be consultative for us to be effective. MRERF instructors do a great job explaining how to apply consultative selling techniques in ways that produce better results."

MRERF, based in Arvada, CO, offers courses in a number of areas, including Consultative Selling (CSP), Rep Firm Management (CPMR) and Regional Sales Management (RSM).

Based in White Plains, N.Y., Dorian Drake manages international sales and marketing, customer service, credit and collections, and traffic and logistics for manufacturers selling in markets outside the United States. The firm staffs stand-alone sales teams in four distinct industries: automotive products, foodservice equipment and supplies, hardware and lawn & garden products and industrial and environmental products.

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