UNLEASHINGFASTTOWARDS

SALES EXCELLENCE

FAST LOGISTICS CORPORATION

FORWARDINGTRUCKINGEXPRESSCOURIER

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Setting the Tone for Moving

Towards SALES EXCELLENCE

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ProgramORIENTATION

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PROGRAM RATIONALE

- Would you like to grow your sales significantly?

- Are you trying to find more clients?

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PROGRAM RATIONALE

- Are you frustrated finding the time to deliver your services?

- Do you feel like you have enough clients?

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PROGRAM RATIONALE

- How can I get more clients?

- How can I get better clients?

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PROGRAM RATIONALE

- How do I sell more to the clients I’ve got?

- Is there a right way to sell?

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Leveling and ManagingEXPECTATIONS

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HOUSE RULESAttendance

Attitude

Active Participation

Adaptation

Application

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WHAT IS EXPECTED FROM US?

House Rules

Attendance

- Be on time for sessions.- Maximize break periods.- Watch out for the “assembly music”.- Observe mobile phone etiquette.

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WHAT IS EXPECTED FROM US?

House Rules

Attitude- “I will be open to new lessons.”- “I will enjoy the company of my peers.”- “I will interact and get to know others.”- “I will respect the opinions of others.”

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WHAT IS EXPECTED FROM US?

House Rules

Active Participation

- Listen and observe.- Share insights and experiences.- Ask questions.- Get involved!

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WHAT IS EXPECTED FROM US?

House Rules

Application

- Practice lessons immediately.- Practice lessons back in the workplace.- Display changes in behavior.- Be role-models to others.

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PROGRAM OBJECTIVES

At the end of this program, we expect the participants to:

1. Gain clear understanding of the basic operational processes of the Fast Logistics’ supply chain services:

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PROGRAM OBJECTIVES

a. Sea Freightb. Air Freightc. Warehousingd. Truckinge. Forwardingf. Balikbayan Boxesg. Brokerage / Import & Exporth. Other Services

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PROGRAM OBJECTIVES

2. enhance our sales force’s selling competencies – from prospecting to closing

3. improve sales & marketing performance by hitting 101% of the year’s sales targets

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PROGRAM OBJECTIVES

4. synchronize FLC’s and FGEC’s efforts in planning and executing marketing plans and programs

5. realize and apply best practices

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PROGRAM OBJECTIVES

6. smooth-out hand-offs between or among other departments

7. apply E. C. C. I. Te. in our day-to-day sales & marketing

activities

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Vision, Mission,VALUES

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VISION

• To be the leading provider of value-adding supply chain solutions.

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MISSION

- Our Customers are our reason for existence. We commit to provide them with effective and efficient

products and services beyond their expectations. 

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MISSION

- People are our best resource. We commit to develop our employees to become

professionals; to continuously mold and motivate them to excel and be innovative; and to create an environment that brings out

the best of our employees.

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VALUES

Teamwork: We move FAST as ONE

Innovation: We outdo ourselves each day

Commitment: We put our whole mind, heart, and strength in ALL we do

Customer Delight: We provide value-adding services beyond customer expectations

Excellence We choose to be the BEST, give our BEST, do our BEST

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ATTITUDE

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ACTIVITY:A TEST OF

PARADIGM SHIFT

ATTITUDE

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UNDERSTANDINGWHAT “ATTITUDES”

REALLY MEAN

ATTITUDE

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ATTITUDE!

Is it a talent or a skill?

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Attitude is the way you choose to view your world. It’s a matter of outlook and is definitely a matter of choice.

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HOW MUCH DO YOU SEE OF AN ICEBERG?

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ONLY 10% OF ANY ICEBERG IS VISIBLE. THE REMAINING 90% IS BELOW SEA LEVEL.

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VISIBLEABOVE SEA LEVEL

INVISIBLEBELOW SEA LEVEL

90 %

10 %SEA LEVEL

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•The Iceberg phenomena is also applicable on human beings …

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KNOWLEDGE&

SKILLS

UNKNOWN TO OTHERS

KNOWN TO OTHERS

SEA LEVEL

ATTITUDE

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OUR WORK ATTITUDESPREDICT OUR

WORK PERFORMANCE

ATTITUDE

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THE ATTITUDE WHEEL:THE DIFFERENT

REALITIES IN THE WORKFIELD

ATTITUDE

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THE SELF-FULFILLING PROPHECY:WE SEE

WHAT WE WANT TO SEE

ATTITUDE

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WHAT MAKES YOUR LIFE 100% ?

Let each letter of the alphabetic has a value equals to it sequence of the alphabetical order:A B C D E F G H I J K L M N O P Q R S T U V W X Y Z

1 2 3 4 5 6 7 8 9 10

11

12

13

14

15

16

17

18

19

20

21

22

23

24

25

26

S K I L L S19

11 9 1

212

19K N O W L E D G E

11

14

15

23

12 5 4 7 5

H A R D W O R K

8 1 12 4 2

315

18

11A T T I T U D E

1 20

20 9 2

021 4 5

=

=

=

=

829698

100

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WE ARE IN CONTROLOF OUR ATTITUDES!

ATTITUDE

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YOU ALONE ARE RESPONSIBLE FOR CULTIVATING THE

ATTITUDE THAT GETS THE RESULTS YOU WANT AND

DESERVE.

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THE RIGHTSALES ATTITUDE

ATTITUDE

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THE RIGHT SALES ATTITUDE

THE CAN DO ATTITUDE:

•You CAN DO everything, but not all at once.

•You CAN DO everything, if it’s important enough for you to do.

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THE RIGHT SALES ATTITUDE

THE CAN DO ATTITUDE:

•You CAN DO everything, but you may not be the best at everything.

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THE RIGHT SALES ATTITUDE

THE CAN DO ATTITUDE:

•You CAN DO everything, but there will be limitations.

•You CAN DO everything, but you’ll need help.

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ATTITUDE STRATEGIES

The CIA ModelC - control

I - influenceA - accept

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ATTITUDE STRATEGIES

C – Control

There’s only one thing you truly control, your CHOICES!

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ATTITUDE STRATEGIES

I - INFLUENCE

When you exercise your influence over the situation, you are much more likely to get good results.

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ATTITUDE STRATEGIES

A - ACCEPT

Even if you don’t get the results you’re looking for, you did your best.

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