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.

Sales980192: Positioning, Prospecting and Pre-Call Planning

Positioning, Prospecting and Pre-Call Planning

Develop effective Positioning, Prospecting, and Pre-Call Planning skills within the Investigate step.

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

  • Understand the correlation between the customer’s perception of you
  • Recognize the significance of cultivating a strategic resource relationship with customers and its impact on long-term success
  • Gain insights into prospecting techniques and strategies from the excerpt of “Sales Techniques” by Bill Brooks
  • Utilize the Pre-Call Plan to develop a plan for sales interactions with prospects
  • Evaluate current positioning with two existing opportunities and assess indicators of how positioning is perceived
  • Generate and implement actionable strategies to enhance positioning with identified opportunities

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.