Page 3 - 101 Selling Fundamentals MGR Guide

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101:SELLING FUNDAMENTALS

OVERVIEW

101: Selling Fundamentals is a 3 week home study , virtual, ride-along, eLearning and
optical training program for new Sales Consultants joining Essilor.

This course introduces them to the optical world, our selling environment, and
Essilor products and solutions. The agenda included in this guide provides a day-by-
day schedule outlining exactly what is expected of the new hire each day of the
course.

At the conclusion of the initial 3 weeks, participants will have foundational
knowledge of the resources available to them in Dallas, as well as an understanding
of the optical environment they are about to work within. They will also have a basic
overview of the products and solutions offered by Essilor that allow the Eye Care
Provider to focus on caring for their patients.

Successful completion of the 3-week fundamentals of Lab Sales Consultant
Selling Fundamentals program includes: completing all course work,
participation on the weekly virtual classrooms, maintaining a passing average
on tests, as well as completing field rides, and Manager meetings as indicated.

All of the above are required prior to attending any of the Essilor classroom-
based sessions. Once they have successfully completed the 101 Course with an overall
score of 90%, they will be invited to attend Essilor Sales 201 live in Dallas (week 4).

SALES MANAGER

ROLE AND RESPONSIBILITIES

Your role in 101:Selling Fundamentals
Ensure that your consultant follows and completes the learning
requirements according to the schedule provided.
(We have included a detailed copy of the 101 Agenda in this guide).

Part of the 101 Agenda includes meetings with you, their Manager.
Under the MGR Interaction Guide section, we have provided the
description and a checklist to guide your discussions for each
meeting. These do not encompass all topics you may want to include
but are the minimum learning outcomes required.
Your responsibility is to:

Familiarize yourself with the 101:Selling Fundamental Agenda and the MGR lead
interactions.
Facilitate the meetings according to the guidelines provided - achieve the
specific learning outcomes.
Gather resources you will need for each meeting or topic.
Ensure that the time is scheduled according to the agenda for both yourself and
the Sales Consultant.
Follow delivery method indicated: Meeting, Conference Call or webinar.
Verify that the Sales Consultant completes required education.