Mack Mack
Mack Mack

COURSE CATALOG

Welcome to the Mack Trucks Academy Course Catalog. Click on any functional area to explore complete course listings and session descriptions.

Functional Areas

The Mack Trucks Academy Development Guide provides direction to learning and development content across five core functional areas: Parts, Sales, Service, Technical, and Warranty. Find courses aligned with your role at a Mack dealership by clicking on the links below.

Sales980196: Effective Questioning

Effective Questioning

Develop strategies to effectively identify and prioritize customer’s Stars during sales discussions.

By the end of this course, participants will be able to:

  • Master effective probing techniques to ask targeted sales questions that uncover prospect needs and priorities
  • Develop the skill to craft concise and impactful Summary Statements that uncover and highlight key Stars
  • Enhance proficiency in recognizing and leveraging Stars identified during sales conversations to tailor offerings and solutions to prospect preferences
  • Refine presentation skills through practicing delivering a comprehensive and compelling Summary Statement
  • Participate in group discussions to evaluate personal performance in uncovering Stars and utilizing Summary Statements
  • Share insights into effective questioning techniques and strategies for improvement to optimize the sales process

Training type: eLearning

Your ability to view this course in Navigator may be determined by prerequisite completion or curriculum availability. Visit Navigator for more information.

Open in Navigator

Questions?

Reach out to the Mack Trucks Academy team at academy-help@macktrucks.com to learn more about scheduling training. You can also check out the Development Plans to find specific certification level requirements.