"Partnership Selling in the Supply Chain" (PSSC) is an exciting offering from 3pl-training.com and TIA.  Started in 2004, Partnership Selling has been specifically created to address the unique characteristics of selling in the third-party brokerage field.  The course combines a printed text with online assignments, study guides, videos and quizzes - all created to improve the sales skills of personnel in brokerage sales.

Partnership Selling is divided into the following units:

1. Basic Marketing Principles for 3PLs
2. Basic Sales Brokerage Sales
3. Building Partnering Relationships
4. Ethical and Legal Issues in Selling
5. Buying Behavior and the Buying Process
6. Adaptive Selling for Relationship Building
7. Prospecting
8. Planning the Sales Call
9. Making the Sales Call
10. Responding to Objections
11. Obtaining Commitment
12. After the Sale: Building Long Term Relationships

Course readings are a combination of chapters from a leading text in the field of sales, combined with new original chapters specifically created to meet the needs of sales professionals in third-party logistics.

Each unit of the course contains:

• Reading assignments and learning objectives - a listing of what you should be able to do after completing the course, and the reading assignments which
• Study guides - animated materials (PowerPoint files) developed specifically for sales professionals in the 3PL area.  These files include both materials from a leading college textbook publisher as well as materials developed specific for the 3PL industry.  Click here for a sample!
• Videos - a series of short (1 to 4 minute) web-based videos that demonstrate important topics covered in the course.  These were specifically created for sales professionals in the 3PL industry. Click here for a sample! (These take a minute or two to download even at a higher speed Internet connection, so be patient.  You'll also need QuickTime to be able to view the videos.  A QuickTime player can be downloaded for free at Free QuickTime player)  Video topics:

  • Marketing Principles for 3PLs

  • Basic Brokerage Sales Concepts

  • Buyer Behavior (including the five things every supply chain buyer wants)

  • The Six Major Mistakes in Brokerage Sales

  • Prospecting

  • The Sales Call Opening

  • Voice Mail Guidelines

  • Ten Tips for More Effective Questioning

  • Preventing Objections

  • Closing

  • Polishing Your Sales Skills

  • Some Common Sense Ideas about Brokerage Sales

• On-line quizzes - The 3PL Sales Skills Course features on-line quizzes for each unit of the course - the quiz allows you to track your understanding of the course content and measure your progress towards the achievement of the course goals and objectives.  You will receive immediate feedback on your progress, and the 3pl-training.com staff will be monitoring your progress as you move through the course. Click here for a sample quiz.  (Your user name is "guest" and your password is also "guest")  There are a total of 360 quiz questions on the content of the course!

To register for the  Partnership Selling in the Supply Chain course, contact   (click on TIA logo)

Do you have several brokers interested in developing sales skills?  Contact TIA to learn how you can have a section of Partnership Selling just for your brokers!