Chevron Sales Training Testimonials

The Value Added Selling course offered by The Baker Companies is, I feel, the best investment toward business/sales skills I have ever made. With the "real life" drills done in the class to simulate situations that would occur in the business field, it committed more information to memory than any previous class I had been to. I especially liked the "FAB" exercise, in which everyone had to state as many Features, Advantages, and Benefits as they could in two minutes on a product or process they were trying to sell. This brought together a lot of information I had and put it into a format that was easy to understand and follow. I feel confident that what I will tell any buyer will now be more structured and much easier for them to understand since I have learned the concepts the Value Added Selling seminar teaches its participants.

Sincerely,

Laren Shoup

Technical Service Engineer
Chevron Chemical Company

Aromatics & Derivatives Division 
Marietta Plant RO. Box 1000 Marietta, OH 45750 Phone 614 374 2500
 

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As you know, Chevron Chemical Company's plastic sales organization has successfully used BCI's training methods since 1982. Back then it was apparent we needed to train our sales people, but there was a healthy discussion on "how" to train them.

There seemed to be agreement that sales skills need to be taught and then reinforced and enhanced. The selling skills courses did indeed do that. Each skill was covered and then practiced. What really differentiated your format was the use of role plays using our products and services and the extensive video taping.

When we started with Baker, we became very involved in the preparation of the role plays. Our thought was we wanted them to involve our business and to reflect the current market situation. After a few years we changed our minds and wanted them rewritten to reflect the changing market situation, as well as to be more "generic." Our thinking was that a more general form might allow the participants to focus less on the content and more on the skills to be utilized. I suspect your people probably knew that all along.

Jim, our sales organization has matured and improved its professional selling skills as a result of your training sessions. We look forward to continuing to build on this solid foundation.

Sincerely,

R. Peter Toohy
Manager, Plastic Sales
Chevron Chemical Company
Houston, Texas