Training Program Worldwide 2016 Sales Training. August Global Training The finest automotive learning. Stand 08/2015 1

Transcription

1 Training Program Worldwide 2016 August 2015 Global Training The finest automotive learning. Stand 08/2015 1

2 SALES TRAINING 7 Applicant Selection for s 7 S0072F Passenger Cars C-Sales Applicant Selection Go 7 S0075F smart C-Sales Applicant Selection Go 8 S0073F Vans C-Sales Applicant Selection Go 9 S0074F Trucks C-Sales Applicant Selection Go S0218F Passenger Cars First Step into the Mercedes-Benz Sales Process Go 11 S0357Q Passenger Cars C-Sales Certification Program for s Go 12 S0195E Passenger Cars C-Sales Basic Qualification Initial Test Go 13 S0116F Passenger Cars C-Sales Basic Qualification Module 1: Best Salespeople Best Brand Go 14 S0117F Passenger Cars C-Sales Basic Qualification Module 2: Best Sales Process Go 15 S0118F Passenger Cars C-Sales Basic Qualification Module 3: Best Products Go 16 S0119F Passenger Cars C-Sales Basic Qualification Module 4: Best Service Products Go 17 S0120F Passenger Cars C-Sales Basic Qualification Module 5: Best Customer Contact Go 18 S0121F Passenger Cars C-Sales Basic Qualification Module 6: Best Customer Experience Go 19 S0360Q smart C-Sales Certification for Program for s Go 20 S0198E smart C-Sales Basic Qualification Initial Test Go 21 S0065F smart C-Sales Basic Qualification Module 1: Brand and Company Go 22 S0066F smart C-Sales Basic Qualification Module 2: Sales and Support Process Structure Go 23 S0067F smart C-Sales Basic Qualification Module 3: Product and Competition Go 24 S0068F smart C-Sales Basic Qualification Module 4: Financing, Leasing, and Business Knowledge Go25 S0069F smart C-Sales Basic Qualification Module 5: Actively Establishing and Maintaining Customer Contacts Go 26 S0070F smart C-Sales Basic Qualification Module 6: Individual Practical Exercises Go 27 S0358Q Vans C-Sales Certification Program for s Go 28 S0200E Vans C-Sales Basic Qualification Initial Test Go 29 S0050F Vans C-Sales Basic Qualification Module 1: Brand and Company Go 30 S0051F Vans C-Sales Basic Qualification Module 2: Sales and Support Process Structure Go 31 S0052F Vans C-Sales Basic Qualification Module 3: Product and Competition Go 32 S0053F Vans C-Sales Basic Qualification Module 4: Financing, leasing and business knowledge Go 33 S0054F Vans C-Sales Basic Qualification Module 5: Actively Establishing and Maintaining Customer Contacts Go 34 S0055F Vans C-Sales Basic Qualification Module 6: Individual Practical Exercises Go 35 S0359Q Trucks C-Sales Certification Program for s Go 36 S0199E Trucks C-Sales Basic Qualification Initial Test Go 37 S0056F Trucks C-Sales Basic Qualification Module 1: Brand and Company Go 38 S0057F Trucks C-Sales Basic Qualification Module 2: Sales and Support Process Structure Go 39 S0058F Trucks C-Sales Basic Qualification Module 3: Product and Competition Go 40 S0059F Trucks C-Sales Basic Qualification Module 4: Financing, Leasing and Business Knowledge Go41 S0060F Trucks C-Sales Basic Qualification Module 5: Actively Establishing and Maintaining Customer Contacts Go 42 S0061F Trucks C-Sales Basic Qualification Module 6: Individual Practical Exercises Go 43 Stand 08/2015 2

3 - Further Education 44 S0262F Passenger Cars Customer Acquisition Systematic Sales Support and Acquisition Run 44 S0186E Passenger Cars Fleet Sales Module 1 e-training Go 45 S0125F Passenger Cars Fleet Sales Module 2 Advanced Training Run 46 S0126F Passenger Cars Fleet Sales Module 3 Experts Workshop Fly 47 S0108F Passenger Cars Brand-Oriented Behavior and Image Run 48 S0249F Passenger Cars Price Negotiation Successful negotiation in sales Run 49 S0110F Passenger Cars Professional Vehicle Handover Run 50 S0097F Passenger Cars Used Car Sales Module 2 Advanced Training Run 51 S0322F Passenger Cars Test Drive A Key Part of Successful Sales Run 52 S0265E Passenger Cars New Media: Getting Connected e-training Run 53 S0323F Passenger Cars Product and Sales Skills Using New Media in Sales Talks Run 54 S0315F Passenger Cars Mobile Sales Mobile Star Module 1 Run 55 S0316F Passenger Cars Mobile Sales Mobile Star Module 2 Run 56 S0318F Passenger Cars Sales assistance Customer Contact Consultant Module 1 Go 57 S0319F Passenger Cars Sales Assistance Customer Contact Consultant Module 2 Go 58 S0333F Passenger Cars Sales Assistance Star Assistant Module 1 Go 59 S0334F Passenger Cars Sales Assistance Star Assistant Module 2 Go 60 S0172F Passenger Cars New Media: Getting Connected Run 61 S0026E Passenger Cars Used Car Sales Module 1 e-training Go 62 S0371F Passenger Cars Used Vehicle Sales Getting Started in Used Vehicle Sales Go 63 S0171F Passenger Cars Used Car Sales Experts Workshop Fly 64 S0131F Passenger Cars, smart Leasing, Financing and Service as Sales Promotion Instruments Run 65 S0169F Vans Systematic Market Management and Acquisition Citan Run 66 S0241F Vans Price Negotiation Successful negotiation in sales Run 67 S0133F Vans Professional Vehicle Handover Run 68 S0324F Vans Vehicle Handover Run 69 S0243E Vans Used Car Sales Module 1 e-training Go 70 S0245F Vans Used Car Sales Module 2 Advanced Training Run 71 S0244E Vans Fleet Sales Module 1 e-training Go 72 S0246F Vans Fleet Sales Module 2 Advanced Training Run 73 S0388F Trucks Sales Systems Systematic Application of Sales Funnel Tool for Increasing Sales Success Go 74 S0272F Trucks Systematic Sales Support and Acquisition Run 75 S0148F Trucks Brand-Oriented Behavior and Appearance Run 76 S0145F Trucks Product Expertise Product Offers and Targeted Argumentation Go 77 S0240F Trucks Price Negotiation Successful negotiation in sales Run 78 S0170F Trucks Professional Vehicle Handover Fly 79 S0202F Trucks Product Expertise Mercedes-Benz Custom Tailored Trucks CTT Information about Customized Vehicle Conversions Mini-Module Go 80 Stand 08/2015 3

4 Certification 81 S0078F Passenger Cars C-Sales Certification Go 81 S0291E Passenger Cars C-Sales Certification Knowledge Test Go 82 S0294E smart C-Sales Certification Knowledge Test Go 83 S0081F smart C-Sales Certification Go 84 S0292E Vans C-Sales Certification Knowledge Test Go 85 S0079F Vans C-Sales Certification Go 86 S0293E Trucks C-Sales Certification Knowledge Test Go 87 S0080F Trucks C-Sales Certification Go 88 Product Qualification 89 S0129F Passenger Cars Product Innovations Go 89 S0094F Passenger Cars Product Argumentation and Competitive Comparison Go 90 S0363E Passenger Cars Market Launch A-Class Model Series 176 Facelift e-learning Go 91 S0308F Passenger Cars Market Launch Plug-in Vehicles B-Class Electric Drive Model Series 242 and S 500 PLUG-IN HYBRID Run 92 S0373E Passenger Cars Market Launch E-Class Model Series W213 e-training Go 93 S0375F Passenger Cars Market Launch GLC, GLE SUV, GLE Coupé, A-Class Facelift, and Mercedes-AMG GT (X253, W166, C292, W176, and C190) Run 94 S0309E Passenger Cars Market Launch Mercedes-AMG GT Model Series C190 e-training Go 95 S0372E Passenger Cars Market Launch GLE Facelift and GLE Coupé Model Series C292 AKUBIS direct sales Go 96 S0412E Passenger Cars Market Launch Mercedes-Maybach S-Class X222 AKUBIS direct sales Go97 S0104F Vans Product Expertise Vans - Basic Technology for s Run 98 S0205E Passenger Cars Mercedes-Benz Guard Cars e-training Go 99 S0330E Passenger Cars Product and Sales Skills Product expert Telematics Module 1 e-training Go 100 S0376F Passenger Cars Product Expertise Telematics Specialist Module 2 Run 101 S0311E Passenger Cars Product Expertise New Features and Modifications for NTG 5 e-training Go102 S0403E Passenger Cars Product Expertise New Features and Modifications for NTG 5.5 e-training Go103 S0377E Passenger Cars Product Expertise Mercedes-Benz Intelligent Drive Specialist Module 1 e- Training Go 104 S0378F Passenger Cars Product Expertise Mercedes-Benz Intelligent Drive Specialist Module 2 Run105 S0338E Passenger Cars Product and Sales Skills BlueEFFICIENCY Plug-in HYBRID e-training Go 106 S0354E Passenger Cars Product and Sales Skills B-Class electric drive model series 242 e-training Go 107 S0366E Passenger Cars Product and Sales Skills Driving Aids and Seat Adjustments Ex Works AKUBIS direct sales Go 108 S0313F Passenger Cars Product and Sales Skills Mercedes-Benz Connect Run 109 V0092F Passenger Cars Mercedes-Benz Genuine Accessories Product Range and Presentation Run 110 V0071F Passenger Cars Competent Marketing of Service Contracts Customer Benefits, Active Advantage/Benefit Argumentation and Calculation Run 111 S0276E Passenger Cars Product Expertise Mercedes connect me AKUBIS direct sales Go 112 S0326F Passenger Cars Market Launch C-Class, GLA and S-Class Coupe (Model Series 205, 156 and 217) Run 113 S0155F Trucks CTT Basic Training Products, Processes, Advantages Run 114 Stand 08/2015 4

5 S0340F Passenger Cars Sales Assistance Product Concierge Module 1 Go 115 S0341F Passenger Cars Sales Assistance Product Concierge Module 2 Go 116 S0299E Vans Product and Sales Skills Vito VS20 e-training Go 117 S0339F Vans Market Launch V-Class Model Series 447 Go 118 S0345F Vans Global Training Experience 2014 V-Class Model Series 447 Run 119 S0090F Vans Product Expertise Vans Product Argumentation and Competitive Comparison Go 120 S0298F Vans Market Launch Vito Model Series 447 Run 121 S0290F Vans Product and Sales Skills Body Manufacturer Business Run 122 S0270E Vans Body Manufacturer Business Sales and Handling Processes e-training Go 123 S0102F Trucks Downstream Activities Truck Services Run 124 S0337F Trucks Product Expertise New Product Features and Success Factors Go 125 S0156F Trucks Product Expertise Mercedes-Benz Custom Tailored Trucks CTT Expert Workshop Fly126 S0098F Trucks Product Expertise Hands-On Technology Go 127 S0268F Trucks Product Expertise Actros and Antos Model Series 963 Go 128 S0215E Trucks Product Expertise The New Atego Model Series 967 Go 129 S0269F Trucks Product Expertise Arocs Model Series 964 Go 130 S0289F Trucks Product Expertise Trucks You Can Trust Partnership on Equal Terms: Professional Sales Follow-up Go 131 S0301F Trucks Product Expertise Econic Euro VI Model Series 956 Go 132 S0188F Trucks Product Expertise Atego Model Series 967 Go 133 S0267F Trucks Product Expertise Trucks You Can Trust Partnership at Its Best: Professional Vehicle Handover and Test Drive Go 134 S0297E FUSO Product Expertise Canter TF1 e-training Go 135 S0346F Freightliner 136 C-Sales Implementation 137 S0132F Passenger Cars C-Sales Training Needs Analysis Run 137 S0113F Passenger Cars, smart, Vans, Trucks Go 138 Stand 08/2015 5

6 Product Qualification 139 S0442E Passenger Cars Market Launch CLA Coupe FL & CLA Shooting Brake FL Model Series 117 e- Training Go 139 S0440E Passenger Cars Market Launch E-Class Coupe C238 and GLA FL X156 AKUBIS direct sales Go 140 S0443E Market Launch E-Class Wagon S213 AKUBIS direct sales Go 141 S0445F Passenger Cars Market Launch E-Class, S-Class cabriolet, C-Class coupe and cabriolet, SL, SLC and GLS facelift Run 142 S0441E Market Launch GLC Coupe C253 and C-Class Cabriolet A205 AKUBIS direct sales Go 143 S0420E Passenger Cars Product Expertise e-mobility Specialist Module 1 e-training Go 144 S0439F Passenger Cars Product Expertise e-mobility Specialist Module 2 Run 145 S0421E Passenger Cars Product Expertise Allergy Prevention AKUBIS direct sales Go 146 S0437E Passenger Cars Product Expertise Intelligent Drive 2016 e-training Go 147 S0423F Product Expertise Intelligent Drive Specialist Talk of Professionals Module 3 Fly 148 S0438E Passenger Cars Product Expertise New Features and Modifications NTG 5.X 2016 e-training Go 149 S0422F Passenger Cars Product Expertise Telematics Specialist Talk of Professionals Module 3 Fly150 S0424F Passenger Cars Sales Assistance Product Concierge Module 3 Run 151 S0446E smart Market Launch smart electric drive Go 152 S0425F Vans Product Expertise All-Wheel Drives Run 153 S0426F Product Expertise VANconnect Go 154 S0417F FUSO Product Expertise Canter 2015 Go S0447E smart Market Launch smart Cabriolet A453 AKUBIS direct sales Go 156 Stand 08/2015 6

7 Applicant Selection for s S0072F Passenger Cars C-Sales Applicant Selection Go S0072F-AA Uniform, standardized process for selecting and assessing the potential to be successful Mercedes-Benz car salespersons as per C-Sales standards. Process for selecting and assessing the potential to be successful Mercedes-Benz car salespersons, including description of results and feedback. Training Depth Go Method Theorie 50%, Practice50% 1 day (per 8 hours) Stand 08/2015 7

8 Applicant Selection for s S0075F smart C-Sales Applicant Selection Go S0075F-AA Uniform, standardized process for selecting and assessing the potential of future smart salespersons. Selection process and potential assessment for smart salespersons, including description of results and feedback. Training Depth Go Method Theorie 50%, Practice50% 1 day (per 8 hours) Stand 08/2015 8

9 Applicant Selection for s S0073F Vans C-Sales Applicant Selection Go S0073F-AA Uniform, standardized process for selecting and assessing the potential of future Mercedes-Benz Vans salespersons as per C-Sales standards. Selection process and potential assessment for Mercedes-Benz Vans salespersons, including description of results and feedback. Training Depth Go Method Theorie 50%, Practice50% 1 day (per 8 hours) Stand 08/2015 9

10 Applicant Selection for s S0074F Trucks C-Sales Applicant Selection Go S0074F-AA Uniform, standardized process for selecting and assessing the potential to be successful Mercedes-Benz truck salespersons as per C-Sales standards. Process for selecting and assessing the potential to be successful Mercedes-Benz truck salespersons, including description of results and feedback. Training Depth Go Method Theorie 50%, Practice50% 1 day (per 8 hours) Stand 08/

11 S0218F Passenger Cars First Step into the Mercedes-Benz Sales Process Go S0218F-AA Mandatory prerequisite The participant can: > Acquire all basic knowledge for a rapid start as a new Mercedes-Benz cars salesperson and become acquainted with the basic principles of successful sales > Communicate basic information about the company and its strategy, the brand and its products, as well as the sales process and techniques > Identify with the Mercedes-Benz brand, demonstrate familiarity with the core competences of sales and customer consultancy and integrate this knowledge in sales conversations > Become acquainted with the main impact factors for successful sales and approach his/her new task as a Mercedes-Benz cars salesperson with professionalism and enthusiasm Introduction to the Mercedes-Benz world of sales and basic principles of successful sales: > Expectations towards new salespersons > Requirements of the brand and customers towards new salespersons > Company and organization > Brand > Product portfolio > Competitive situation > Sales process > Basic sales psychology and sales techniques S0004E Go S0189E Passenger Cars Go This training/test has to be booked, before you are authorized to book the main training. You ll find a detailed description about the training, using the training code. Training Depth Go Method Theorie 50%, Practice50% 3,5 days (per 8 hours) Stand 08/

12 S0357Q Passenger Cars C-Sales Certification Program for s Go S0357Q-AA > Acquisition of the knowledge and skills required for a career as a Mercedes-Benz Cars. > Establishment of the basis necessary for successfully passing the test to become a Certified Mercedes-Benz according to the Daimler AG standards (C-Sales) The certification program consists of the following individual training courses. > S0195E-AA Passenger Cars C-Sales Basic Qualification Initial Test Go > S0116F-AA Passenger Cars C-Sales Basic Qualification Module 1: Best Salespeople Best Brand Go > S0117F-AA Passenger Cars C-Sales Basic Qualification Module 2: Best Sales Process Go > S0118F-AA Passenger Cars C-Sales Basic Qualification Module 3: Best Products Go > S0119F-AA Passenger Cars C-Sales Basic Qualification Module 4: Best Service Products Go > S0120F-AA Passenger Cars C-Sales Basic Qualification Module 5: Best Customer Contact Go > S0121F-AA Passenger Cars C-Sales Basic Qualification Module 6: Best Customer Experience Go > S0291E-AA Passenger Cars C-Sales Certification Knowledge Test Go As soon as all your certifications have been verified, you will receive your certificate. Training Depth Go Method Theorie 50%, Practice50% 18,0 days (per 8 hours) Stand 08/

13 S0195E Passenger Cars C-Sales Basic Qualification Initial Test Go S0195E-AA The participant: > Can create an individualized and effective overall training plan > Recognizes areas in which he or she has room for improvement, i.e. is aware of knowledge gaps > Can skip certain modules after the test, since adequate knowledge is present > The initial test enables in the individualized, effective completion of the C-Sales Basic Training > Strengths and areas of potential improvement are identified and corresponding modules recommended for booking Training Depth Go Method Theorie 0%, Practice100% 0 hours Stand 08/

14 S0116F Passenger Cars C-Sales Basic Qualification Module 1: Best Salespeople Best Brand Go S0116F-AA The participant > Is familiar with the company, its brands and products > Is familiar with the history of Daimler AG and the Mercedes-Benz brand > Is familiar with the Mercedes-Benz production plants > Is familiar with the basic and trend values of Mercedes-Benz (brand philosophy) > Identifies with the company, brand and product > Is able to link local market conditions and specifics with the corporate and strategic goals of his/her company and Daimler AG > Is familiar with the fundamentals of CSI and customer orientation and their importance in daily work > Is familiar with the requirements for Mercedes-Benz salespersons and with Mercedes- Benz values > Daimler AG: Brand portfolio and the company > History of Daimler AG and the Mercedes-Benz brand > Open conversation with a successful salesperson (evening event) > Mercedes-Benz brand philosophy and worldwide advertising > CSI and "golden rules" > Visit to the MPC headquarters and dealership operations or production plant > Presentations (figures, facts, philosophy) on the MPC Training Depth Go Method Theorie 40%, Practice60% 2,0 days (per 8 hours) Stand 08/

15 S0117F Passenger Cars C-Sales Basic Qualification Module 2: Best Sales Process Go S0117F-AA The participant > Is familiar with the importance and current requirements of the "sales" process in the passenger car division > Is aware of the importance of his/her personal effect on the customer and of perceptions > Is able to communicate in a partner-oriented manner and to distinguish his/her customers by personality type > Becomes aware of the importance of "soft facts" in vehicle sales > Is familiar with and uses the structure of the sales process > Knows how to prepare and open a discussion > Is able to identify customer needs and requirements > Has learned to establish structured arguments and apply them to his/her product > Is familiar with vehicle presentation and handover techniques, and knows how to handle test drives > Is able to complete the sales process and overcome the customer's objections > Knows how to provide customer follow-up support and how to deal with lost orders > Achieves maximum customer satisfaction during each phase of the sales process and knows how to proceed to achieve this > Personality of the salesperson and effect on the customer > Perception and communication, transaction analysis > Communication exercise and presentation of personality types > Structure of sales talks, phases, effective tools, goals > Preparing for and initiating sales talks > Needs and requirements analysis > Argumentation and questioning techniques > Vehicle presentation, test drive, vehicle handover > Completion phase and dealing with objections > Customer support > Dealing with lost orders and stock sales Training Depth Go Method Theorie 40%, Practice60% 3,0 days (per 8 hours) Stand 08/

16 S0118F Passenger Cars C-Sales Basic Qualification Module 3: Best Products Go S0118F-AA The participants: > Know which model series and models Mercedes-Benz offers > Have detailed knowledge of all relevant products from the Mercedes-Benz car range > Are familiar with the relevant competing vehicles in the market > Are able to use the product knowledge they have acquired for effective featureadvantage-benefit arguments > Marketing plan, communication strategy and market figures (all model series) > Features and function of the standard and special equipment in Mercedes-Benz products > Static comparison: Mercedes-Benz and the competition > Comparison drive: Mercedes-Benz and the competition > Safety and basic technology Training Depth Go Method Theorie 40%, Practice60% 3,0 days (per 8 hours) Stand 08/

17 S0119F Passenger Cars C-Sales Basic Qualification Module 4: Best Service Products Go S0119F-AA The participants: > Have the business knowledge required for vehicle salespersons > Have commercial knowledge of leasing > Have commercial knowledge of financing > Have the required knowledge regarding the effect of purchasing, leasing and financing on the balance sheet > Have recognized the necessity of checking creditworthiness and are familiar with the procedures > Are familiar with the regulations and risks in connection with leasing and financing and the procedures for ensuring the necessary security when concluding contracts > Are able, as part of their brand responsibility, to explain different company forms and the resulting tax effects, decision-making competences and purchasing alternatives > Can describe current macroeconomic contexts > Can use accounting terms in a customer-friendly manner > Can apply the fundamentals of cost accounting and calculation plus the key company figures for sales > Can assess the alternatives of leasing, financing and the like with reference to the customer > Can explain the fundamentals of tax law as they pertain to sales > Can apply the fundamentals of contract law > Can act in consideration of relevant aspects of competition law > Can apply the business terms and conditions > Can assess the particularities of commercial payment transactions > Can identify the legal consequences of product liability > Can explain the fundamentals of road traffic law > Basic business terms, balance sheet > Profit and loss account, short-term profit and loss account > Contribution margin, break-even calculation, profitability, liquidity > Depreciation allowables, legal forms > Effect of purchasing, financing and leasing on the balance sheet > Leasing products and residual value model > Creditworthiness check, legitimization, risk > Passenger car service leasing, full-service package > Fleet full-service package, maintenance packages > Legal fundamentals Training Depth Go Method Theorie 40%, Practice60% 1 day (per 8 hours) Stand 08/

18 S0120F Passenger Cars C-Sales Basic Qualification Module 5: Best Customer Contact Go S0120F-AA The participants: > Are familiar with the current situation in the automotive market, their national market and in the Mercedes-Benz Passenger Car division > Know the consequences of the current situation for themselves as salespersons, as well as how this affects their approach to market segmentation and acquisition > Can adapt their behavior to various starting points > Know the preliminary work for market segmentation and how it is accomplished > Know how the individual market segments can be cultivated and which strategies can be pursued > Know the critical points of acquisition talks and how to lead in these situations > Have completed the different acquisition training exercises and are able to acquire new customers > Approach to market segmentation > Sales support, new customer acquisition > Preparing for acquisition talks > Conducting acquisition talks, customer requirements > 's attitude towards the acquisition talk, impact on the customer > Acquisition training for - Telephone training - Discussion training - Preparing for structured new customer acquisition talks for MB Cars in practical situations Training Depth Go Method Theorie 40%, Practice60% 3,0 days (per 8 hours) Stand 08/

19 S0121F Passenger Cars C-Sales Basic Qualification Module 6: Best Customer Experience Go S0121F-AA The participants: > Understand how to behave appropriately in each discussion situation > Are able to conduct each discussion in a goal-oriented manner without overtaxing the discussion partner > Are able to adapt all learned methods and techniques to the given situation and use them effectively > Are motivated to use their knowledge and skills for themselves and the Mercedes-Benz Passenger Cars division Exercise blocks on > Passenger car brand and company > Sales process > Products and financing > Vehicle delivery and stock sale > Establishing customer contacts > Sales support and acquisition > Test preparation Training Depth Go Method Theorie 40%, Practice60% 3,0 days (per 8 hours) Stand 08/

20 S0360Q smart C-Sales Certification for Program for s Go S0360Q-AA > Acquisition of the knowledge and skills required for a career as a smart salesperson > Establishment the necessary basis for successful completion of the test to become a certified smart salesperson according to the Daimler AG standards (C-sales) The certification program consists of the following individual training courses. > S0198E-AA smart C-Sales Basic Qualification Initial Test Go > S0065F-AA smart C-Sales Basic Qualification Module 1: Brand and Company Go > S0066F-AA smart C-Sales Basic Qualification Module 2: Sales and Support Process Structure Go > S0067F-AA smart C-Sales Basic Qualification Module 3: Product and Competition Go > S0068F-AA smart C-Sales Basic Qualification Module 4: Financing, Leasing, and Business Knowledge Go > S0069F-AA smart C-Sales Basic Qualification Module 5: Actively Establishing and Maintaining Customer Contacts Go > S0070F-AA smart C-Sales Basic Qualification Module 6: Individual Practical Exercises Go > S0294E-AA smart C-Sales Certification Knowledge Test Go As soon as all your certifications have been verified, you will receive your certificate. Training Depth Go Method Theorie 50%, Practice50% 18,0 days (per 8 hours) Stand 08/

21 S0198E smart C-Sales Basic Qualification Initial Test Go S0198E-AA The participant: > Can create an individualized and effective overall training plan > Recognizes areas in which he or she has room for improvement, i.e. is aware of knowledge gaps > Can skip certain modules after the test, since adequate knowledge is present > The initial test enables the individualized, effective completion of the C-Sales Basic Training > Strengths and areas of potential improvement are identified and corresponding modules recommended for booking Training Depth Go Method Theorie 0%, Practice100% 0 hours Stand 08/

22 S0065F smart C-Sales Basic Qualification Module 1: Brand and Company Go S0065F-AA Participants > Are familiar with the company, brands, and products > Are familiar with the history of Daimler AG and the smart brand > Are familiar with smart production plants > Are familiar with smart basic and trend values (brand philosophy) > Identify with the company, brand, and product > Are able to link local market circumstances and special features with entrepreneurial and strategic goals of their company and Daimler AG > Are familiar with the basics of CSI and customer orientation and their relevance to day-to-day tasks > Are familiar with the requirements placed on smart salespersons and smart values > Daimler AG: Brand portfolio and company > The history of Daimler AG and the smart brand > smart sector strategy > In the evening, open discussion with a successful salesperson > The smart brand philosophy and worldwide advertising > CSI and 'golden rules' > Tour of MPC head office and dealership operations, or production plant > Presentations on MPC (facts, figures, philosophy) Training Depth Go Method Theorie 40%, Practice60% 3,0 days (per 8 hours) Stand 08/

23 S0066F smart C-Sales Basic Qualification Module 2: Sales and Support Process Structure Go S0066F-AA The participant > Is familiar with the importance and current requirements of the "sales" process for smart > Is aware of the importance of his/her personal effect on the customer and of perceptions > Is able to communicate in a partner-oriented manner and to distinguish his/her customers by personality type > Becomes aware of the importance of "soft facts" in vehicle sales > Is familiar with and uses the structure of the sales process > Knows how to prepare and open a discussion > Is able to identify customer needs and wants > Has acquired the ability to establish structured arguments and to use arguments for his/her product > Is familiar with vehicle presentation and handover techniques, and knows how to proceed during a test drive > Is able to complete the sales process and overcome the customer's objections > Knows how to provide customer follow-up support and how to deal with lost orders > Achieves maximum customer satisfaction during each phase of the sales process and knows how to proceed to achieve this > Personality of the salesperson and effect on the customer > Perception and communication, transaction analysis > Communication exercise and presentation of personality types > Structure of sales talks, phases, effective tools, goals > Preparing for and initiating sales talks > Needs and requirements analysis > Argumentation and questioning techniques > Vehicle presentation, test drive, vehicle handover > Completion phase and dealing with objections > Customer support > Dealing with lost orders and stock sales Training Depth Go Method Theorie 40%, Practice60% 3,0 days (per 8 hours) Stand 08/

24 S0067F smart C-Sales Basic Qualification Module 3: Product and Competition Go S0067F-AA The participants: > Know which model series and models smart offers > Are familiar with all relevant smart products in detail > Are familiar with the relevant competing vehicles in the market > Are able to use the product knowledge they have acquired for effective featureadvantage-benefit arguments > Marketing plan, communication strategy and market figures for the smart division > Features and function of the standard and special equipment in smart products > Static comparison: smart and the competition > Comparison drive: smart and the competition > Safety and basic technology Training Depth Go Method Theorie 40%, Practice60% 3,0 days (per 8 hours) Stand 08/

25 S0068F smart C-Sales Basic Qualification Module 4: Financing, Leasing, and Business Knowledge Go S0068F-AA Participants are > Sufficiently trained to be automotive salespersons and have sufficient economic expertise > Trained in economics with regard to leasing > Trained in economics with regard to financing > Trained sufficiently on the impacts of purchases, leasing, and financing on the balance sheet > Familiar with the necessity of credit assessments and the processes > Familiar with the rules and risks in conjunction with leasing and financing and the processes to safeguard completed transactions > Able to explain different legal forms of doing business and the resulting tax-related effects, decision-making capacities, and alternative procurement as part of their brand responsibility Participants are also able to: > Describe current macroeconomic correlations > Use accounting terms in a way that customers are able to understand > Apply basic cost accounting, calculation, and corporate key figures for sales > Assess the alternatives leasing, financing, and similar for customers > Describe basic tax legislation relevant to sales > Apply basic contractual legislation > Take into account the relevant competition legislation as part of their actions > Apply the business terms and conditions > Assess the special considerations of commercial payments > Describe legal consequences resulting from product liability > Describe the basics of traffic law > Basic economic terminology, balance sheet > Profit and loss account, short-term profit and loss account > Contribution margin, break-even calculation, profitability, liquidity > Depreciation allowables, legal forms > Impact of purchases, financing, and leasing on the balance sheet > Leasing products and residual value model > Credit assessment, legitimation, risk > Service leasing for cars, complete service package > Complete service package for fleets, maintenance packages > Basic legal documentation Training Depth Go Method Theorie 40%, Practice60% 3,0 days (per 8 hours) Stand 08/

26 S0069F smart C-Sales Basic Qualification Module 5: Actively Establishing and Maintaining Customer Contacts Go S0069F-AA The participants: > Are familiar with the current market situation in the automotive market, their national market and at smart > Know the consequences of the current situation for themselves as salespersons, as well as how this affects their approach to market segmentation and acquisition > Are able to adapt their behavior to various initial situations > Are familiar with the preliminary work for market segmentation and how it is accomplished > Know how the individual market segments can be worked and which strategies can be pursued > Are familiar with the critical points of acquisition talks and know how to lead in these situations > Have completed the different acquisition training exercises and are able to acquire new customers > Approach to market segmentation > Sales support, new customer acquisition > Preparing for acquisition talks > Conducting acquisition talks, customer requirements > 's attitude towards the acquisition talk, impact on the customer > Acquisition training for - Telephone training - Discussion training - Preparing for structured new customer acquisition talks for smart in practical situations Training Depth Go Method Theorie 40%, Practice60% 3,0 days (per 8 hours) Stand 08/

27 S0070F smart C-Sales Basic Qualification Module 6: Individual Practical Exercises Go S0070F-AA The participants: > Understand how to behave appropriately in each discussion situation > Are able to conduct each discussion in a goal-oriented manner without overtaxing the discussion partner > Are able to adapt all learned methods and techniques to the given situation and use them effectively > Are motivated to use their knowledge and skills for themselves and the smart brand Exercise blocks on > smart brand and company > Sales process > Products and financing > Vehicle delivery and stock sale > Establishing customer contacts > Sales support and acquisition > Test preparation Training Depth Go Method Theorie 40%, Practice60% 3,0 days (per 8 hours) Stand 08/

28 S0358Q Vans C-Sales Certification Program for s Go S0358Q-AA > Acquisition of the knowledge and skills required for a career as a Mercedes-Benz Van. > Establishment of the basis necessary for successfully passing the test to become a Certified Mercedes-Benz according to the Daimler AG standards (C-Sales) The certification program consists of the following individual training courses. > S0200E-AA Vans C-Sales Basic Qualification Initial Test Go > S0050F-AA Vans C-Sales Basic Qualification Module 1: Brand and Company Go > S0051F-AA Vans C-Sales Basic Qualification Module 2: Sales and Support Process Structure Go > S0052F-AA Vans C-Sales Basic Qualification Module 3: Product and Competition Go > S0053F-AA Vans C-Sales Basic Qualification Module 4: Financing, leasing and business knowledge Go > S0054F-AA Vans C-Sales Basic Qualification Module 5: Actively Establishing and Maintaining Customer Contacts Go > S0055F-AA Vans C-Sales Basic Qualification Module 6: Individual Practical Exercises Go > S0292E-AA Vans C-Sales Certification Knowledge Test Go As soon as all your certifications have been verified, you will receive your certificate. Training Depth Go Method Theorie 50%, Practice50% 18,0 days (per 8 hours) Stand 08/

29 S0200E Vans C-Sales Basic Qualification Initial Test Go S0200E-AA The participant: > Can create an individualized and effective overall training plan > Recognizes areas in which he or she has room for improvement, i.e. is aware of knowledge gaps > Can skip certain modules after the test, since adequate knowledge is present > The initial test enables the individualized, effective completion of the C-Sales Basic Training > Strengths and areas of potential improvement are identified and corresponding modules recommended for booking Training Depth Go Method Theorie 0%, Practice100% 0 hours Stand 08/

30 S0050F Vans C-Sales Basic Qualification Module 1: Brand and Company Go S0050F-AA The participant > Is familiar with the company, its brands and products > Is familiar with the history of Daimler AG and the Mercedes-Benz brand > Is familiar with the Mercedes-Benz production plants > Is familiar with the basic and trend values of Mercedes-Benz (brand philosophy) > Identifies with the company, brand and product > Is able to link local market circumstances and particularities with the corporate and strategic goals of his/her company and Daimler AG > Is familiar with the fundamentals of CSI and customer orientation and their importance in daily work > Is familiar with the requirements for Mercedes-Benz salespersons and with Mercedes- Benz values > Daimler AG: Brand portfolio and the company > History of Daimler AG and the Mercedes-Benz brand > Vans division strategy > Open conversation with a successful salesperson (evening event) > Mercedes-Benz brand philosophy and worldwide advertising > CSI > Visit to the MPC head office and dealership operations or production plant > Presentations (figures, facts, philosophy) on the MPC Training Depth Go Method Theorie 40%, Practice60% 3,0 days (per 8 hours) Stand 08/

31 S0051F Vans C-Sales Basic Qualification Module 2: Sales and Support Process Structure Go S0051F-AA The participant > Is familiar with the importance and current requirements of the "sales" process in the Vans division > Is aware of the importance of his/her effect on the customer and of perceptions > Is able to communicate in a partner-oriented manner and to distinguish his/her customers by personality type > Becomes aware of the importance of "soft facts" in sales > Is familiar with and uses the structure of the sales process > Knows how to prepare and open a discussion > Is able to identify customer needs and wants > Has acquired the ability to establish structured arguments and to use arguments for his/her product > Is familiar with vehicle presentation and handover techniques, and knows how to proceed during a test drive > Is able to complete the sales process and overcome the customer's objections > Knows how to provide customer follow-up support and how to deal with lost orders > Achieves maximum customer satisfaction during each phase of the sales process and knows how to proceed to achieve this > Personality of the salesperson and effect on the customer > Perception and communication > Communication exercise and presentation of personality types > Structure of sales talks, phases, effective tools, goals > Preparing for and initiating sales talks > Needs and requirements analysis > Argumentation and questioning techniques > Vehicle presentation, test drive, vehicle handover > Completion phase and dealing with objections > Customer support > Dealing with lost orders and stock sales Training Depth Go Method Theorie 40%, Practice60% 3,0 days (per 8 hours) Stand 08/

32 S0052F Vans C-Sales Basic Qualification Module 3: Product and Competition Go S0052F-AA The participants: > Know which model series and models Mercedes-Benz offers > Are familiar with all relevant Mercedes-Benz Vans products in detail > Are familiar with the relevant competing vehicles in the market > Are able to use the product knowledge they have acquired for effective featureadvantage-benefit arguments > Marketing plan, communication strategy and market figures for the van division > Features and function of the standard and special equipment in Mercedes-Benz products > Static comparison: Mercedes-Benz and the competition > Comparison drive: Mercedes-Benz and the competition > Safety and basic technology Training Depth Go Method Theorie 40%, Practice60% 3,0 days (per 8 hours) Stand 08/

33 S0053F Vans C-Sales Basic Qualification Module 4: Financing, leasing and business knowledge Go S0053F-AA The participants > Have the business knowledge required for salespersons > Have commercial knowledge of leasing > Have commercial knowledge of financing > Have the required knowledge regarding the effect of purchasing, leasing and financing on the balance sheet > Have recognized the necessity of checking creditworthiness and are familiar with the procedures > Are familiar with the regulations and risks in connection with leasing and financing and the procedures for ensuring the necessary security when concluding contracts > Are able, as part of their brand responsibility, to explain different company forms and the resulting tax effects, decision making competences and purchasing alternatives. They can additionally: > Describe current macroeconomic contexts > Use accounting terms in a customer-friendly manner > Apply the fundamentals of cost accounting and calculation plus the key company figures for sales > Assess the alternatives of leasing, financing and the like with reference to the customer > Explain the fundamentals of tax law which are relevant to sales > Apply the fundamentals of contract law > Act in consideration of relevant aspects of competition law > Apply the business terms and conditions > Assess the particularities of the commercial payment transaction > Reveal the legal consequences of product liability > Explain the fundamentals of road traffic law > Basic business terms, balance sheet > Profit and loss account, short-term profit and loss account > Contribution margin, break-even calculation, profitability, liquidity > Depreciation allowables, legal forms > Effect of purchasing, financing and leasing on the balance sheet > Leasing products and residual value model > Creditworthiness check, legitimization, risk > Passenger car service leasing, full service package, downstream services > Fleet full service package, maintenance packages > Legal basics Training Depth Go Method Theorie 40%, Practice60% 3,0 days (per 8 hours) Stand 08/

34 S0054F Vans C-Sales Basic Qualification Module 5: Actively Establishing and Maintaining Customer Contacts Go S0054F-AA The participants: > Are familiar with the current situation in the automotive market, their national market and in the Mercedes-Benz Vans division > Know the consequences of the current situation for themselves as salespersons, as well as how this affects their approach to market segmentation and acquisition > Are able to adapt their behavior to various initial situations > Are familiar with the preliminary work for market segmentation and how it is accomplished > Know how the individual market segments can be worked and which strategies can be pursued > Are familiar with the critical points of acquisition talks and know how to lead in these situations > Have completed the different acquisition training exercises and are able to acquire new customers > Approach to market segmentation > Sales support, new customer acquisition > Preparing for acquisition talks > Conducting acquisition talks, customer requirements > 's attitude towards the acquisition talk, impact on the customer > Acquisition training for - Telephone training - Discussion training - Preparing for structured new customer acquisition talks for MB Vans in practical situations Training Depth Go Method Theorie 40%, Practice60% 3,0 days (per 8 hours) Stand 08/

35 S0055F Vans C-Sales Basic Qualification Module 6: Individual Practical Exercises Go S0055F-AA The participants: > Understand how to behave appropriately in each discussion situation > Are able to conduct each discussion in a goal-oriented manner without overtaxing the discussion partner > Are able to adapt all learned methods and techniques to the given situation and use them effectively > Are motivated to use their knowledge and skills for themselves and the Mercedes-Benz Vans division Exercise blocks on > Vans brand and company > Sales process > Products, financing, downstream services > Vehicle delivery and stock sale > Establishing customer contacts > Sales support and acquisition > Test preparation Training Depth Go Method Theorie 40%, Practice60% 3,0 days (per 8 hours) Stand 08/

36 S0359Q Trucks C-Sales Certification Program for s Go S0359Q-AA > Acquisition of the knowledge and skills required for a career as a Mercedes-Benz Truck > Establishment of the basis necessary for successfully passing the test to become a Certified Mercedes-Benz according to the Daimler AG standards (C-Sales) The certification program consists of the following individual training courses. > S0199E-AA Trucks C-Sales Basic Qualification Initial Test Go > S0056F-AA Trucks C-Sales Basic Qualification Module 1: Brand and Company Go > S0057F-AA Trucks C-Sales Basic Qualification Module 2: Sales and Support Process Structure Go > S0058F-AA Trucks C-Sales Basic Qualification Module 3: Product and Competition Go > S0059F-AA Trucks C-Sales Basic Qualification Module 4: Financing, Leasing and Business Knowledge Go > S0060F-AA Trucks C-Sales Basic Qualification Module 5: Actively Establishing and Maintaining Customer Contacts Go > S0061F-AA Trucks C-Sales Basic Qualification Module 6: Individual Practical Exercises Go > S0293E-AA Trucks C-Sales Certification Knowledge Test Go As soon as all your certifications have been verified, you will receive your certificate. Training Depth Go Method Theorie 50%, Practice50% 18,0 days (per 8 hours) Stand 08/

37 S0199E Trucks C-Sales Basic Qualification Initial Test Go S0199E-AA The participant: > Can create an individualized and effective overall training plan > Recognizes areas in which he or she has room for improvement, i.e. is aware of knowledge gaps > Can skip certain modules after the test, since adequate knowledge is present > The initial test enables the individualized, effective completion of the C-Sales Basic Training > Strengths and areas of potential improvement are identified and corresponding modules recommended for booking Training Depth Go Method Theorie 0%, Practice100% 0 hours Stand 08/

38 S0056F Trucks C-Sales Basic Qualification Module 1: Brand and Company Go S0056F-AA The participant > Is familiar with the company, its brands and products > Is familiar with the history of Daimler AG and the Mercedes-Benz brand > Is familiar with the Mercedes-Benz production plants > Is familiar with the basic and trend values of Mercedes-Benz (brand philosophy) > Identifies with the company, brand and product > Is able to link local market circumstances and particularities with the corporate and strategic goals of his/her company and Daimler AG > Is familiar with the fundamentals of CSI and customer orientation and their importance in daily work > Is familiar with the requirements for Mercedes-Benz salespersons and with Mercedes- Benz values > Daimler AG: Brand portfolio and the company > History of Daimler AG and the Mercedes-Benz brand > Trucks division strategy > Open conversation with a successful salesperson (evening event) > Mercedes-Benz brand philosophy and worldwide advertising > CSI > Visit to the MPC head office and dealership operations or production plant > Presentations (figures, facts, philosophy) on the MPC Training Depth Go Method Theorie 40%, Practice60% 3,0 days (per 8 hours) Stand 08/

39 S0057F Trucks C-Sales Basic Qualification Module 2: Sales and Support Process Structure Go S0057F-AA The participant > Is familiar with the importance and current requirements of the "sales" process in the Trucks division > Is aware of the importance of his/her personal effect on the customer and of perceptions > Is able to communicate in a partner-oriented manner and to distinguish his/her customers by personality type > Becomes aware of the importance of "soft facts" in sales > Is familiar with and uses the structure of the sales process > Knows how to prepare and open a discussion > Is able to identify customer needs and wants > Has acquired the ability to establish structured arguments and to use arguments for his/her product > Is familiar with vehicle presentation and handover techniques, and knows how to proceed during a test drive > Is able to complete the sales process and overcome the customer's objections > Knows how to provide customer follow-up support and how to deal with lost orders > Achieves maximum customer satisfaction during each phase of the sales process and knows how to proceed to achieve this > Personality of the salesperson and effect on the customer > Perception and communication > Communication exercise and presentation of personality types > Structure of sales talks, phases, effective tools, goals > Preparing for and initiating sales talks > Needs and requirements analysis > Argumentation and questioning techniques > Vehicle presentation, test drive, vehicle handover > Completion phase and dealing with objections, TCO argumentation, price premium argumentation > Customer support > Dealing with lost orders and stock sales Training Depth Go Method Theorie 40%, Practice60% 3,0 days (per 8 hours) Stand 08/

40 S0058F Trucks C-Sales Basic Qualification Module 3: Product and Competition Go S0058F-AA The participants: > Know which model series and models Mercedes-Benz offers > Are familiar with all relevant Mercedes-Benz truck division products in detail > Are familiar with the relevant competing vehicles in the market > Are able to use the product knowledge they have acquired for effective featureadvantage-benefit arguments > Marketing plan, communication strategy and market figures for the Trucks division > Features and function of the standard and special equipment in Mercedes-Benz products > Static comparison: Mercedes-Benz and the competition > Comparison drive: Mercedes-Benz and the competition > Safety and basic technology Training Depth Go Method Theorie 40%, Practice60% 3,0 days (per 8 hours) Stand 08/

41 S0059F Trucks C-Sales Basic Qualification Module 4: Financing, Leasing and Business Knowledge Go S0059F-AA The participants: > Have the business knowledge required for salespersons > Have commercial knowledge of leasing and financing > Have the required knowledge regarding the effect of purchasing, leasing and financing on the balance sheet > Have recognized the necessity of checking creditworthiness and are familiar with the procedures > Are familiar with the regulations and risks in connection with leasing and financing and the procedures for ensuring the necessary security when concluding contracts > Are able, as part of their brand responsibility, to explain different company forms and the resulting tax effects, decision-making competences and purchasing alternatives > Can describe current macroeconomic contexts > Can use accounting terms in a customer-friendly manner > Can apply the fundamentals of cost accounting and calculation as well as the management key figures for sales > Can assess the alternatives of leasing, financing and the like with regard to the specific customer > Can explain the fundamentals of tax law as they pertain to sales > Can apply the fundamentals of contract law > Can act in consideration of relevant aspects of competition law > Can apply the business terms and conditions > Can assess the particularities of commercial payment transactions > Can identify the legal consequences of product liability > Can explain the fundamentals of road traffic law > Basic business terms, balance sheet > Profit and loss account, short-term profit and loss account > Contribution margin, break-even calculation, profitability, liquidity > Depreciation allowables, legal forms > Effect of purchasing, financing and leasing on the balance sheet > Leasing products and residual value model > Creditworthiness check, legitimization, risk > Service leasing, full service package, downstream services, TCO > Fleet full-service package, maintenance packages > Legal Fundamentals Training Depth Go Method Theorie 40%, Practice60% 3,0 days (per 8 hours) Stand 08/

42 S0060F Trucks C-Sales Basic Qualification Module 5: Actively Establishing and Maintaining Customer Contacts Go S0060F-AA The participants: > Are familiar with the current market situation in their national market and in the Mercedes-Benz Trucks division > Know the consequences of the current situation for themselves as salespersons, as well as how this affects their approach to market segmentation and acquisition > Are able to adapt their behavior to various initial situations > Are familiar with the preliminary work for market segmentation and how it is accomplished > Know how the individual market segments (individual customers and small fleets) can be worked and which strategies can be pursued > Are familiar with the critical points of acquisition talks and know how to lead in these situations > Have completed the different acquisition training exercises and are able to acquire new customers > Approach to market segmentation > Sales support, new customer acquisition > Preparing for acquisition talks > Conducting acquisition talks, customer requirements > 's attitude towards the acquisition talk, impact on the customer > Acquisition training for - Telephone training - Discussion training - Preparing for structured new customer acquisition talks for MB Trucks in practical situations Training Depth Go Method Theorie 40%, Practice60% 3,0 days (per 8 hours) Stand 08/

43 S0061F Trucks C-Sales Basic Qualification Module 6: Individual Practical Exercises Go S0061F-AA The participants: > Understand how to behave appropriately in each discussion situation > Are able to conduct each discussion in a goal-oriented manner without overtaxing the discussion partner > Are able to adapt all learned methods and techniques to the given situation and use them effectively > Are motivated to use their knowledge and skills for themselves and the Mercedes-Benz Trucks division Exercise blocks on > Trucks brand and company > Sales process > Products and financing, downstream services > Vehicle delivery and stock sale > Establishing customer contacts > Sales support and acquisition > Test preparation Training Depth Go Method Theorie 40%, Practice60% 3,0 days (per 8 hours) Stand 08/

44 - Further Education S0262F Passenger Cars Customer Acquisition Systematic Sales Support and Acquisition Run S0262F-AA The participant: > Can identify various customer groups > Is familiar with the lifestyles of the existing and new customer groups and can establish customer-group-specific communication > Can acquire new customers, gain their acceptance and conclude sales > Can continue to achieve the same volume of sales among the existing target groups (maintain customer loyalty) > Can take advantage of existing and additional sales opportunities of new Mercedes- Benz vehicles and implement the necessary changes in the sales and distribution routine > Develops an individual, customer-specific acquisition plan for his/her task area > Market and environment analyses > Introduction of existing and new Mercedes-Benz customer groups > Market segmentation: existing and new customer groups > Procedures for fully utilizing existing customer potentials > Prospects and goals of customer-specific acquisition > Methods of customer-specific acquisition > Phases and specific features of a customer-specific acquisition discussion > Performance and analysis of live acquisition talks > Opportunities and possibilities of lead generation > Development of customer-specific action plans Training Depth Run Method Theorie 65%, Practice35% 2,0 days (per 8 hours) Stand 08/

45 - Further Education S0186E Passenger Cars Fleet Sales Module 1 e-training Go S0186E-AA The participants have: > Reflected on the importance of the Corporate Sales and Key Account Management unit and have obtained an insight into Daimler's vision regarding this topic > Become familiar with the history and the global market situation of fleet sales > Become familiar with the principles of the fleet sales strategy and have applied these to their daily work > Become familiar with the national and international organizational structure of fleet sales and have reflected on their role in this context > Received an introduction to the fleet sales process and its relevant phases Basic qualification on fundamentals in fleet sales: > Fleet sales strategy and scope > The fleet salesperson and his/her role at Mercedes-Benz > Fleet sales process and the relevant phases: - Market analysis - Data evaluation and acquisition - Needs and wants analysis - Argumentation and negotiation - Closing sales - CRM Training Depth Go Method Theorie 90%, Practice10% Note This training is a mandatory prerequisite for further seminars in this qualification series. 0,5 hours Stand 08/

46 - Further Education S0125F Passenger Cars Fleet Sales Module 2 Advanced Training Run S0125F-AA Mandatory prerequisite The participants: > Are aware of their knowledge about fleet sales strategies with respect to their daily business > Have worked out and reflected on the tasks, competences, and responsibilities of fleet salespersons > Have intensified their experience in making initial contacts, negotiation and concluding a sale by means of role play > Are familiar with additional tools for offer preparation > Have reached an understanding of the importance of KPIs and are familiar with associated tools for professional organization of day-to-day business > Know the relevance of planning, self-organization, setting priorities, and implementing them in practice Qualification for fleet sales: > Fleet sales strategy/scope and implementation in practice > Consolidation of the role as a Mercedes-Benz fleet salesperson > Role exercises and feedback for the fleet sales process phases > Use of KPIs > Self-organization and work planning S0186E Passenger Cars Fleet Sales Module 1 e-training Go This training/test has to be booked, before you are authorized to book the main training. You ll find a detailed description about the training, using the training code. Training Depth Run Method Theorie 40%, Practice60% 2,0 days (per 8 hours) Stand 08/

47 - Further Education S0126F Passenger Cars Fleet Sales Module 3 Experts Workshop Fly S0126F-AA The participants have: > Developed a catalog of preventative and reactive solutions for difficult situations in day-to-day business based on an intensive exchange of experience > Discussed their specific experiences with other fleet experts and also discussed "dayto-day" cases with fleet customers in order to acquire new and important knowledge related to function-specific topics. Optional advanced fleet sales qualification: > Examination of individual practical cases > Best practice with fleet experts and mutual case examples Training Depth Fly Method Theorie 40%, Practice60% Note Not a mandatory requirement; this course is optional. 1,5 days (per 8 hours) Stand 08/

48 - Further Education S0108F Passenger Cars Brand-Oriented Behavior and Image Run S0108F-AA The participant > Is familiar with the brand values and the company's image requirements > Is familiar with the relevance of CSI within his task area for the company's success and the golden rules derived from this > Is sensitized towards customers' and guests' expectations of the company > Is able to recognize and analyze his own image and behavior > Is able to transform expectations (customers/guests and company) into personal behavior > Description of company values and integration into the daily business of sales > Definition of customer expectations regarding the brand and the employees > Derivation of personal sales strategies based on brand values > Sensitization towards one's own appearance and behavior during customer contact > Comparison of one's own behavior with the expectations (company, customers) > Transfer to the salesperson's daily work > Implementation / application of the contents in case studies Training Depth Run Method Theorie 40%, Practice60% 1 day (per 8 hours) Stand 08/

49 - Further Education S0249F Passenger Cars Price Negotiation Successful negotiation in sales Run S0249F-AA The participant: > Understands the relevance of a customer needs and requirements analysis in the entire sales process, especially for successful price negotiations > Uses the differentiation between purchasing motives and relational needs as an instrument for the analysis > Is able to determine the customer's requirements and needs in a targeted and structured manner > Is familiar with the analysis information necessary to create an offer > Recognizes the opportunities offered by objections for specific, customer-oriented argumentation > Can establish logical chains of arguments > Recognizes the origins and background of objections and is familiar with effective methods to deal with them > Recognizes personal behavioral patterns in price negotiations > Has a toolkit of possible arguments for critical price negotiations > Is familiar with various strategic approaches in price negotiations > Can prepare, conduct and manage price negotiations in a structured manner > Importance of the needs and requirements analysis in the sales discussion, especially for conducting successful price negotiations > Acquisition of essential customer information during sales conversations > Definition of individual purchasing motives > Relevant criteria for a structured analysis > Use of the customer information for specifically arguing benefits and negotiating prices > Analysis of possible causes of and backgrounds to objections > Use of objections as an opportunity in the sales process > Individual behavioral patterns and dynamics for objections and price negotiations > Analysis of causes for price discussions > Preparation and strategic structuring of successful price negotiations > Development of an individual toolkit for effective argumentation, as well as behavior to support these tools during price negotiations (premium price argumentation) > Implementation and transfer on the basis of role plays and practical examples Training Depth Run Method Theorie 50%, Practice50% Note The participant should already have in-depth knowledge of the topics of product, needs/requirements analysis and targeted argumentation. 2,0 days (per 8 hours) Stand 08/

50 - Further Education S0110F Passenger Cars Professional Vehicle Handover Run S0110F-AA The participant: > Is aware of his/her role towards the customer > Is familiar with the standards of vehicle handover > Is able to explain a vehicle in a structured manner > Can handle difficult situations with professionalism > Has practiced a handover and implemented what has been learned > Importance of vehicle handover (obligations and responsibility) > Working out the relevant contents of vehicle handover, e.g. familiarization with system operation, economy-oriented driving > Customer-oriented description of the vehicle concept - affirming the purchase decision in the sense of determined purchasing motives > Behavior in difficult situations > Vehicle handover process > Test drive (contents and goals) > Transfer exercises and practical examples Training Depth Run Method Theorie 50%, Practice50% Note No product knowledge is provided during the training, which instead deals with customer-oriented behavior and argumentation. 2,0 days (per 8 hours) Stand 08/

51 - Further Education S0097F Passenger Cars Used Car Sales Module 2 Advanced Training Run S0097F-AA The participant: > Is familiar with the vehicle appraisal process > Is able to appraise used vehicles > Is familiar with the trade-in process in detail > Is able to communicate used vehicle specifics in a customer-oriented manner > Is able to present and sell used vehicles in a customer-oriented manner > Best-practice sharing/discussion among experts > Trade-in as well as commercial and technical evaluation > Different calculation procedures > Sales process and sales talks > Vehicle stock management and price strategies > Presentation, product range selection and professional used vehicle marketing > Role of the used vehicle salesperson Training Depth Run Method Theorie 50%, Practice50% 2,0 days (per 8 hours) Stand 08/

52 - Further Education S0322F Passenger Cars Test Drive A Key Part of Successful Sales Run S0322F-AA The participants > Are aware of their role in interacting with the customer > Are aware of the opportunities of test drives to boost sales > Can conduct a well-structured test drive to promote the vehicle > Can handle with difficult situations with professionalism > Have practiced test drives and learned to implement their new knowledge and skills (final description acc. to IKWS, 2/2014) > Test drive: meaning and opportunities for successful sales > Test drive process (main process and its elements) > Working through relevant content to conduct professional, customer-friendly test drives > Customer-oriented, motivation-driven vehicle descriptions > Behavior during test drives that helps to boost sales > Dealing with difficult situations > Transfer exercises and practical examples (final description acc. to the IKWS, 2/2014) Training Depth Run Method Theorie 60%, Practice40% 2,0 days (per 8 hours) Stand 08/

53 - Further Education S0265E Passenger Cars New Media: Getting Connected e-training Run S0265E-AA The participant: > Obtains both a broad overview as well as detailed knowledge of the new online media > Is familiar with the Daimler AG guidelines for the use of new online media to communicate with prospective/existing customers > Overview of the new online media > Specific elements of individual new online media types > Daimler AG guidelines for the use of new online media to communicate with prospective/existing customers Training Depth Run Method Theorie 80%, Practice20% 0,5 hours Stand 08/

54 - Further Education S0323F Passenger Cars Product and Sales Skills Using New Media in Sales Talks Run S0323F-AA The participants > Are familiar with the fundamentals and selected special topics in using new media > Are familiar with how to use new media in a customer-friendly manner to promote sales > Practice the proper, customer-friendly use of new media in simulated sales talks (final description acc. to IKWS, 2/2014) > Fundamentals and special topics in using new media > Fundamentals of the customer-friendly use of new media in sales talks to promote sales > Practical exercises (final description acc. to IKWS, 2/2014) Training Depth Run Method Theorie 60%, Practice40% 2,0 days (per 8 hours) Stand 08/

55 - Further Education S0315F Passenger Cars Mobile Sales Mobile Star Module 1 Run S0315F-AA The participants: > Are familiar with the specific fundamentals of Mercedes-Benz car sales in field service > Have specific basic skills for Mercedes-Benz car sales in field service (differentiated description acc. to IKWS, 02/2014) Specific fundamentals of Mercedes-Benz car sales for field service (differentiated description acc. to IKWS, 2/2014). Training Depth Run Method Theorie 80%, Practice20% 2,0 days (per 8 hours) Stand 08/

56 - Further Education S0316F Passenger Cars Mobile Sales Mobile Star Module 2 Run S0316F-AA The participants: > Are familiar with advanced aspects of selling Mercedes-Benz cars in field service > Have advanced skills for Mercedes-Benz car sales in field service (differentiated description acc. to IKWS, 2/2014) Advanced aspects and skills for Mercedes-Benz car sales for field service (differentiated description acc. to IKWS, 2/2014). Training Depth Run Method Theorie 80%, Practice20% 2,0 days (per 8 hours) Stand 08/

57 - Further Education S0318F Passenger Cars Sales assistance Customer Contact Consultant Module 1 Go S0318F-AA The participants: > Are familiar with specific fundamentals of online Mercedes-Benz passenger car sales > Have specific basic skills for online Mercedes-Benz passenger car sales (differentiated description acc. to IKWS, 2/2014) Specific fundamentals of online Mercedes-Benz car sales (differentiated description acc. to IKWS, 2/2014). Training Depth Go Method Theorie 80%, Practice20% 2,0 days (per 8 hours) Stand 08/

58 - Further Education S0319F Passenger Cars Sales Assistance Customer Contact Consultant Module 2 Go S0319F-AA The participants: > Are familiar with advanced aspects for online Mercedes-Benz car sales > Are equipped with advanced skills for online Mercedes-Benz car sales (differentiated description acc. to IKWS, 2/2014) Advanced aspects and skills for online Mercedes-Benz car sales (differentiated description acc. to IKWS, 2/2014). Training Depth Go Method Theorie 80%, Practice20% 2,0 days (per 8 hours) Stand 08/

59 - Further Education S0333F Passenger Cars Sales Assistance Star Assistant Module 1 Go S0333F-AA Sales Assistance The participants: > Can describe and explain the brand and the brand star > Are familiar with the product range and use associated information channels in a professional manner > Convey core messages of the product in a customer-friendly manner > Ensure positive customer contact > Adequately handle and professionally respond to difficult customer situations > Mercedes-Benz 2020 Best Customer Experience four new faces in Sales > The Mercedes-Benz brand > Overview of the Mercedes-Benz product range > Product highlights in contact with customers > Enthusiastic customer care Training Depth Go Method Theorie 80%, Practice20% 2,0 days (per 8 hours) Stand 08/

60 - Further Education S0334F Passenger Cars Sales Assistance Star Assistant Module 2 Go S0334F-AA Sales Assistance The participants: > Know communication models and apply them to their professional work > Know the key factors for success with interacting with customers > Are aware of their own behavior and effect in customer interactions > State the key factors for success in customer dialogs > Handle difficult customer situations professionally with appropriate responses in customer dialogs > Customer profiles and customer expectations > Personality in sales > Complaint management > Five phases of professional complaint handling > Challenge in daily work environment Training Depth Go Method Theorie 80%, Practice20% 2,0 days (per 8 hours) Stand 08/

61 - Further Education S0172F Passenger Cars New Media: Getting Connected Run S0172F-AA The participant: > Obtains both a broad overview as well as detailed knowledge of the new media > Is familiar with the Daimler AG guidelines for the use of new online media to communicate with prospective/existing customers > Can name and assess the opportunities and risks involved in communication with prospective/existing customers via the new online media > Is equipped with practical and efficient strategies for communicating with prospective/existing customers via the new online media > Has an individualized implementation plan tailored to his or her scope of tasks for efficient communication with prospective/existing customers via the new online media (sales promotion) > Overview of the new online media > Specific elements of individual new online media types > Daimler AG guidelines for the use of new online media to communicate with prospective/existing customers > Opportunities and risks involved in communication with prospective/existing customers via the new online media > Developing efficient strategies for communicating with prospective/existing customers via the new online media > Best practices (to boost sales) > Individualized implementation plan for efficient communication with prospective/existing customers via the new online media Training Depth Run Method Theorie 50%, Practice50% 1 day (per 8 hours) Stand 08/

62 - Further Education S0026E Passenger Cars Used Car Sales Module 1 e-training Go S0026E-AA The participants: > Know the vehicle assessment process > Know the trade-in process > Can conduct a customer-oriented sales conversation > Are able to determine the market value of a used vehicle Basic qualification of used vehicle salespersons Training Depth Go Method Theorie 100% 0,8 hours Stand 08/

63 - Further Education S0371F Passenger Cars Used Vehicle Sales Getting Started in Used Vehicle Sales Go S0371F-AA > Basic knowledge for selling used vehicles for Mercedes-Benz car salespersons in emerging markets > will be defined in detail in the international concept workshop. > Basic knowledge for selling used vehicles for Mercedes-Benz car salespersons in emerging markets > Content details to be defined in the international concept workshop Training Depth Go Method Theorie 50%, Practice50% 2,0 days (per 8 hours) Stand 08/

64 - Further Education S0171F Passenger Cars Used Car Sales Experts Workshop Fly S0171F-AA The participants: > Have developed a catalog of preventive and reactive solutions for difficult situations in daily work and had an intensive exchange of experience > Have conducted an extensive exchange of experiences with other used vehicle experts and consulted with them concerning "real-world" situations involving used vehicle customers, thus gaining new and important insights about function-specific topics: "Best Practice" learning sequence. Optional advanced qualification in used vehicle sales: > Examination of individual practical cases > Best practice with used vehicle experts and practical examples from both sides Training Depth Fly Method Theorie 50%, Practice50% 2,0 days (per 8 hours) Stand 08/

65 - Further Education S0131F Passenger Cars, smart Leasing, Financing and Service as Sales Promotion Instruments Run S0131F-AA The participant: > Has refreshed, intensified and extended his knowledge of leasing and financing > Is familiar with further supporting information and business administration backgrounds for all financial products > Intensification of knowledge regarding Daimler Financial Service products (leasing, financing and insurance products) > Customer and salesperson advantages of a full-service manufacturer-related bank (incl. cross selling) > Differences and commercial comparison of leasing and financing > Supporting materials for all Mercedes-Benz and smart products Optional prerequisite Long-term sales experience in conjunction with financial services as well as seller certification (C-Sales). Training Depth Run Method Theorie 70%, Practice30% 2,0 days (per 8 hours) Stand 08/

66 - Further Education S0169F Vans Systematic Market Management and Acquisition Citan Run S0169F-AA > Pragmatic support for salespersons in exploiting new customer acquisition potential > Promotion of creativity to exploit market potential > Increasing willingness to assume strategic responsibility > Recognition of existing market potentials > Extension of willingness to assume sales responsibility > Sensitization to marketing activities > Controlling-capable implementation plan for further increasing sales success > Emphasizing the salesperson's personality as a key factor for success in selling > Creation of binding agreements between the salesperson and the relevant manager > Market and environment analyses > Approaches to exploiting existing customer potential > Market segmentation by target group and area potential > Goals and benefits of acquisition > Methods of acquisition > Acquisition of individual customers and small fleets > Phases and specific features of an acquisition discussion > Performance and analysis of live acquisition discussions > Development of action plans Training Depth Run Method Theorie 50%, Practice50% 2,0 days (per 8 hours) Stand 08/

67 - Further Education S0241F Vans Price Negotiation Successful negotiation in sales Run S0241F-AA The participant: > Understands the relevance of a customer needs and requirements analysis in the entire sales process, especially for successful price negotiations > Is able to determine the customer's requirements and needs in a targeted and structured manner > Is familiar with the analysis information necessary to create an offer > Recognizes the opportunities offered by objections for targeted, customer-oriented argumentation > Can establish logical chains of arguments > Recognizes the origins and background of objections and is familiar with effective methods to deal with them > Recognizes personal behavioral patterns in price negotiations > Has a toolkit of possible arguments for critical price negotiations > Is familiar with various strategic approaches in price negotiations > Can prepare, conduct and manage price negotiations in a structured manner > Importance of the needs and requirements analysis in the sales discussion, especially for conducting successful price negotiations > Acquisition of essential customer information during sales conversations > Definition of individual purchasing motives > Relevant criteria for a structured analysis > Use of the customer information for specifically arguing benefits and negotiating prices > Analysis of possible causes of and backgrounds to objections > Use of objections as an opportunity in the sales process > Individual behavioral patterns and dynamics for objections and price negotiations > Analysis of causes for price discussions > Preparation and strategic structuring of successful price negotiations > Development of an individual toolkit for effective argumentation, as well as behavior to support these tools during price negotiations (premium price argumentation) > Moving from price argumentation to total-cost-of-ownership argumentation > Implementation and transfer on the basis of role plays and practical examples Training Depth Run Method Theorie 50%, Practice50% Note The participant should already have in-depth knowledge of the product. 2,0 days (per 8 hours) Stand 08/

68 - Further Education S0133F Vans Professional Vehicle Handover Run S0133F-AA The participant: > Is aware of his/her role towards the customer > Is familiar with the standards of vehicle handover > Is able to explain a vehicle in a structured manner > Can handle difficult situations with professionalism > Has practiced a handover and implemented what has been learned > Importance of vehicle handover (obligations and responsibility) > Development of the relevant contents of vehicle handover, e.g. familiarization with system operation, economy-oriented driving and fuel consumption > Customer-oriented description of the vehicle concept - affirming the purchase decision in the sense of determined purchasing motives > Behavior in difficult situations > Vehicle handover process > Test drive (contents and goals) > Transfer exercises and practical examples Training Depth Run Method Theorie 50%, Practice50% 2,0 days (per 8 hours) Stand 08/

69 - Further Education S0324F Vans Vehicle Handover Run S0324F-AA The participants can > Explain the vehicle handover process in their organization > Identify the handover process as an integral part of the sales process > Describe the basic vehicle handover procedure, including customer drive > Relate their personal vehicle handover approach to the process logic > Name the content-related aspects of the preparation, initial and demonstration phases, as well as the evaluation, in-depth, and final phases > Independently conduct the individual vehicle handover phases based on the simulations in the course > Explain vehicle specifics in a customer-friendly manner in practical situations > Describe special considerations for vehicles with other make bodies in terms of instruction and product liability > Develop an analytical perspective on the ideal process and current actual process in their organization and identify corresponding fields of action > Meaning of the vehicle handover in the overall sales process > Extended vehicle handover process (including customer drive) > Main phases and content of the vehicle handover process > Detailed practical simulations of the individual handover phases > Customer-friendly explanation of vehicle specifics in practical situations > Special considerations for vehicles with other make bodies > Comparison of ideal process and current real process with corresponding identification of potential fields of action Training Depth Run Method Theorie 60%, Practice40% 2,0 days (per 8 hours) Stand 08/

70 - Further Education S0243E Vans Used Car Sales Module 1 e-training Go S0243E-AA The participants: > Know the vehicle assessment process > Know the trade-in process > Can conduct a customer-oriented sales conversation > Are able to determine the market value of a used vehicle Basic qualification of used-van salespersons Training Depth Go Method Theorie 100% 0,5 hours Stand 08/

71 - Further Education S0245F Vans Used Car Sales Module 2 Advanced Training Run S0245F-AA The participant: > Is familiar with the vehicle evaluation process > Is able to evaluate used vehicles > Is familiar with the trade-in process in detail > Is able to communicate used vehicle specifics in a customer-oriented manner > Is able to present and sell used vehicles in a customer-oriented manner > Trade-in as well as commercial and technical evaluation > Different calculation procedures > Sales process and sales talks > Vehicle stock management and price strategies > Presentation, merchandising and professional used vehicle marketing > Role of the used vehicle salesperson Training Depth Run Method Theorie 50%, Practice50% 2,0 days (per 8 hours) Stand 08/

72 - Further Education S0244E Vans Fleet Sales Module 1 e-training Go S0244E-AA The participants have: > Reflected on the importance of Key Account Management and have obtained insights into Daimler AG's vision regarding this topic > Become familiar with the history and the global market situation of fleet sales > Become familiar with the principles of the fleet sales strategy and have applied these to their daily work > Become familiar with the national and international organizational structure of fleet sales and have reflected on their role in this context > Received an introduction to the fleet sales process and its relevant phases Basic qualification on fundamentals in fleet sales: > Fleet sales strategy and scope > Fleet salespersons and their role > Fleet sales process and the relevant phases: - Market analysis - Data evaluation and acquisition - Needs and requirements analysis - Argumentation and negotiation - Closing sales - CRM Training Depth Go Method Theorie 90%, Practice10% Note This training is a mandatory prerequisite for further seminars in this qualification series. 0,7 hours Stand 08/

73 - Further Education S0246F Vans Fleet Sales Module 2 Advanced Training Run S0246F-AA The participants: > Are aware of their knowledge about fleet sales strategies with respect to their daily business > Have internalized their role as a fleet salesperson and applied related approaches in their daily business > Have intensified their experience in making initial contacts, negotiation and concluding a sale by means of role play exercises > Are familiar with additional tools for offer preparation > Know the importance of the KPIs and related tools for professionally shaping their daily business > Know the relevance of planning, self-organization, setting priorities, and implementing them in practice Qualification for fleet sales: > Fleet sales strategy/scope and implementation in practice > Consolidation of the role of Mercedes-Benz fleet salesperson > Role exercises and feedback for the fleet sales process phases > Use of KPIs > Self-organization and work planning Training Depth Run Method Theorie 40%, Practice60% 2,0 days (per 8 hours) Stand 08/

74 - Further Education S0388F Trucks Sales Systems Systematic Application of Sales Funnel Tool for Increasing Sales Success Go S0388F-AA The participant can: > Name the sales strategies of the Trucks and Vans division and successfully transfer these to his/her day-to-day business > Name the benefits and opportunities with the new Sales Funnel Management tool and derive successful measures from this > Apply the obligatory KPIs for control of his/her sales process > Describe the standardized Sales Funnel Management Tool and work with it effectively and efficiently > Use the potential of the Sales Funnel Management tool to gain new customers and increase customer loyalty > Truck Sales Funnel Tool (System, KPIs) > Application of the Truck Sales Funnel Tool in the individual steps of the sales process > Implementing sales strategies for trucks and vans in the dealership operation > Sales Funnel Management concept and functions > Benefits and opportunities with the new Sales Funnel Management tool > Optimal market exploitation through working with relevant key figures Training Depth Go Method Theorie 100% 2,0 days (per 8 hours) Stand 08/

75 - Further Education S0272F Trucks Systematic Sales Support and Acquisition Run S0272F-AA > Pragmatic support for salespersons in assessing customer potentials for The New Truck > Promoting of creativity to exploit market potential for The New Truck > Increasing willingness to assume strategic responsibility > Expansion of customer acquisition initiative for The New Truck > Sensitization to marketing activities > Controlling-capable implementation plan for further increasing sales success > Creation of binding agreements between the salesperson and the relevant manager > Approaches to exploiting existing customer potential for The New Truck > Market segmentation by target group and territory potential for The New Truck > Goals and benefits of acquisition > Methods of acquisition for The New Truck > Acquisition of individual customers and small fleets > Phases and specific features of an acquisition discussion > Performance and analysis of live acquisition discussions > Development of action plans Training Depth Run Method Theorie 50%, Practice50% 2,0 days (per 8 hours) Stand 08/

76 - Further Education S0148F Trucks Brand-Oriented Behavior and Appearance Run S0148F-AA The participant: > Is familiar with the brand values and the company's image requirements > Is sensitized towards customers' and guests' expectations of the company > Is able to recognize and analyze his/her own image and behavior > Is able to transform expectations (customers/guests and company) into personal behavior > Description of the brand values and integration into the daily truck sales business > Definition of customer expectations regarding the brand and the employees > Derivation of personal sales strategies in the sense of the brand values > Sensitization towards one's own appearance and behavior during customer contact > Comparison of one's own behavior with the expectations (company, customers) > Transfer to the salesperson's daily work > Implementation / application of the contents in case studies Training Depth Run Method Theorie 40%, Practice60% 1 day (per 8 hours) Stand 08/

77 - Further Education S0145F Trucks Product Expertise Product Offers and Targeted Argumentation Go S0145F-AA The participant: > Can establish a logical chain of argument > Is able to pitch different product features with respect to multiple purchasing motives > Is able to present and steer the offer phase in a structured manner > Is able to translate product features into individual customer benefits > Is familiar with and able to apply the essential criteria of effective product argumentation > Significant success criteria of a product offer and product argumentation > Definition of purchasing motives and transfer to the Mercedes-Benz product world > Application of the feature advantage/benefit argumentation to Mercedes-Benz truck specifics (incl. emission technologies) > Goal-oriented integration of the product offer and the arguments in the customer dialog > Structure of a product presentation > Truck product argumentation strategy > Use of sales support materials and tools for truck product arguments > Implementation based on case studies Training Depth Go Method Theorie 50%, Practice50% Note The participant should already have an in-depth knowledge of the topic of needs/requirements analysis. Product knowledge is advantageous for the seminar exercises. 1 day (per 8 hours) Stand 08/

78 - Further Education S0240F Trucks Price Negotiation Successful negotiation in sales Run S0240F-AA The participant: > Understands the relevance of a customer needs and requirements analysis in the entire sales process, especially for successful price negotiations > Is able to determine the customer's requirements and needs in a targeted and structured manner > Is familiar with the analysis information necessary to create an offer > Recognizes the opportunities offered by objections for specific, customer-oriented argumentation > Can establish logical chains of arguments > Recognizes the origins and background of objections and is familiar with effective methods to deal with them > Recognizes personal behavioral patterns in price negotiations > Has a toolkit of possible arguments for critical price negotiations > Is familiar with various strategic approaches in price negotiations > Can prepare, conduct and manage price negotiations in a structured manner > Importance of the needs and requirements analysis in the sales discussion, especially for conducting successful price negotiations > Acquisition of essential customer information during sales conversations > Definition of individual purchasing motives > Relevant criteria for a structured analysis > Use of the customer information for specifically arguing benefits and negotiating prices > Analysis of possible causes of and backgrounds to objections > Use of objections as an opportunity in the sales process > Individual behavioral patterns and dynamics for objections and price negotiations > Analysis of causes for price discussions > Preparation and strategic structuring of successful price negotiations > Development of an individual toolkit for effective argumentation, as well as behavior to support these tools during price negotiations (premium price argumentation) > Moving from price argumentation to total-cost-of-ownership argumentation > Implementation and transfer on the basis of role plays and practical examples Training Depth Run Method Theorie 50%, Practice50% Note The participant should already have in-depth knowledge of the product. 2,0 days (per 8 hours) Stand 08/

79 - Further Education S0170F Trucks Professional Vehicle Handover Fly S0170F-AA The participant can: > Clarify the vehicle handover process in his/her organization > Understand the vehicle handover process as an integral element of the sales process > Describe the basic procedure of the vehicle handover, including the customer test drive > Align his/her own personal approach to the vehicle handover with the process logic > State the content of the following phases: preparation, initial steps, explanation, evaluation, in-depth information and wrap-up as well as the customer test drive > Independently and responsibly conduct the individual phases of the vehicle handover, based on the simulations carried out in the course > Explain vehicle specifics in practical situations in a customer-friendly manner > Describe special aspects of vehicles with other make bodies with regard to familiarization and product liability > Carry out an analytic assessment of the ideal process and current actual process in his/her organization and derive the decisive action areas > Importance of the vehicle handover with regard to the overall sales process > Extended vehicle handover process (including customer test drive) > Main phases and contents of the vehicle handover process > Detailed simulation of practical situations in the individual phases of the vehicle handover > Explanation of the vehicle details in practical situations in a customer-friendly manner > Special considerations for vehicles with other make bodies > Comparison of the ideal process and the current actual process, with a corresponding derivation of action areas Training Depth Fly Method Theorie 100% 2,0 days (per 8 hours) Stand 08/

80 - Further Education S0202F Trucks Product Expertise Mercedes-Benz Custom Tailored Trucks CTT Information about Customized Vehicle Conversions Mini-Module Go S0202F-AA The participant: > Is familiar with examples of modification scopes > Is familiar with the CTT processes > Knows the appropriate contact persons Presentation of the CTT modification scopes and processes. Training Depth Go Method Theorie 90%, Practice10% 1 hour (per 60 minutes) Stand 08/

81 Certification S0078F Passenger Cars C-Sales Certification Go S0078F-AA Uniform, standardized process for certifying Mercedes-Benz car salespersons as per C- Sales standards. Certification process for Mercedes-Benz car salespersons, including description of results and feedback. Training Depth Go Method Theorie 50%, Practice50% 1 day (per 8 hours) Stand 08/

82 Certification S0291E Passenger Cars C-Sales Certification Knowledge Test Go S0291E-AA > Ensuring specialist knowledge base required for successful salesperson certification and professional work > Ensuring C-Sales standards > The knowledge test for salesperson certification tests all professional sales aspects conveyed in the C-Sales basic qualification training modules. > Successful completion of this knowledge test (online) is a prerequisite for the C-Sales salesperson certification. Training Depth Go Method Theorie 100% 0 hours Stand 08/

83 Certification S0294E smart C-Sales Certification Knowledge Test Go S0294E-AA > Ensuring specialist knowledge base required for successful salesperson certification and professional work > Ensuring C-Sales standards > The knowledge test for salesperson certification tests all professional sales aspects conveyed in the C-Sales basic qualification training modules. > Successful completion of this knowledge test (online) is a prerequisite for the C-Sales salesperson certification. Training Depth Go Method Theorie 100% 0 hours Stand 08/

84 Certification S0081F smart C-Sales Certification Go S0081F-AA Uniform, standardized process for certifying smart salespersons. Certification process for smart salespersons, including description of results and feedback. Training Depth Go Method Theorie 50%, Practice50% 1 day (per 8 hours) Stand 08/

85 Certification S0292E Vans C-Sales Certification Knowledge Test Go S0292E-AA > Ensuring specialist knowledge base required for successful salesperson certification and professional work > Ensuring C-Sales standards > The knowledge test for salesperson certification tests all professional sales aspects conveyed in the C-Sales basic qualification training modules. > Successful completion of this knowledge test (online) is a prerequisite for the C-Sales salesperson certification. Training Depth Go Method Theorie 100% 0 hours Stand 08/

86 Certification S0079F Vans C-Sales Certification Go S0079F-AA Uniform, standardized process for certifying Mercedes-Benz Vans salespersons as per C- Sales standards. Certification process for Mercedes-Benz Vans salespersons, including description of results and feedback. Training Depth Go Method Theorie 50%, Practice50% 1 day (per 8 hours) Stand 08/

87 Certification S0293E Trucks C-Sales Certification Knowledge Test Go S0293E-AA > Ensuring specialist knowledge base required for successful salesperson certification and professional work > Ensuring C-Sales standards > The knowledge test for salesperson certification tests all professional sales aspects conveyed in the C-Sales basic qualification training modules. > Successful completion of this knowledge test (online) is a prerequisite for the C-Sales salesperson certification. Training Depth Go Method Theorie 100% 0 hours Stand 08/

88 Certification S0080F Trucks C-Sales Certification Go S0080F-AA Uniform, standardized process for certifying Mercedes-Benz Trucks salespersons as per C-Sales standards. Certification process for Mercedes-Benz Trucks salespersons, including description of results and feedback. Training Depth Go Method Theorie 50%, Practice50% 1 day (per 8 hours) Stand 08/

89 Product Qualification S0129F Passenger Cars Product Innovations Go S0129F-AA Trainer The participant: > Is familiar with the Mercedes-Benz brand product innovations (past/present/future) > Is able to operate the innovations > Can explain the innovations in a customer-friendly manner (product advantages and USPs) > Can practically implement his/her theoretical knowledge on the vehicle > Is convinced of the innovativeness of the Mercedes-Benz brand > Presentation of product innovations > Practical experience of the innovations > Current information by specialist instructors Training Depth Go Method Theorie 40%, Practice60% 2,0 days (per 8 hours) Stand 08/

90 Product Qualification S0094F Passenger Cars Product Argumentation and Competitive Comparison Go S0094F-AA The participants: > Are familiar with the current product highlights of the studied car model series > Are able to explain selected standard/special equipment and support systems on the vehicles > Are familiar with the product advantages and innovations / USPs of Mercedes-Benz in comparison with competing vehicles from the segment and are able to argue these > Acquire in-depth knowledge regarding competing vehicles > experience theoretical knowledge at the vehicle > Are familiar with information sources on vehicle equipment and technology and act to promote sales > Product details for specific car model series (on request) > Specific standard/special equipment incl. new support systems (communication focal points of the model series) > Learning at the vehicle, static > MB theory > Practical exercises on/with the MB vehicle > Driving with special exercises/group work > Dynamic/static competitive comparison > Advantage argumentation Training Depth Go Method Theorie 20%, Practice80% 2,0 days (per 8 hours) Stand 08/

91 Product Qualification S0363E Passenger Cars Market Launch A-Class Model Series 176 Facelift e- Learning Go S0363E-AA The participants are familiar with all the key facts about the new A-Class facelift. > New features/modifications in the A-Class facelift > Competitive environment > Innovations > Sales arguments Training Depth Go Method Theorie 100% 0,5 hours Stand 08/

92 Product Qualification S0308F Passenger Cars Market Launch Plug-in Vehicles B-Class Electric Drive Model Series 242 and S 500 PLUG-IN HYBRID Run S0308F-AA The participant can: > State the differences between the electric drive and the conventional powertrain > Describe the function of the control and display concept > Describe the basic functions of the powertrain components > "PLUG-IN HYBRID"-specific equipment > Design and function of the powertrain > "Electric drive"-specific equipment > Control and display concept > Connected services > Electric driving "made by Mercedes-Benz" (history) > Safety concept Training Depth Run Method Theorie 30%, Practice70% 1 day (per 8 hours) Stand 08/

93 Product Qualification S0373E Passenger Cars Market Launch E-Class Model Series W213 e-training Go S0373E-AA The participants: > Are familiar with the product contents of the new E-Class W213 > Can explain modifications to the exterior and interior, as well as technical innovations, in a customer-oriented manner > Are familiar with advantages over competitors > Conveying the fascination, design and emotion of the new E-Class W213 > Product contents > Modifications in the exterior and interior > Advantages over competitors Training Depth Go Method Theorie 100% 1,0 hours Stand 08/

94 Product Qualification S0375F Passenger Cars Market Launch GLC, GLE SUV, GLE Coupé, A-Class Facelift, and Mercedes-AMG GT (X253, W166, C292, W176, and C190) Run S0375F-AA Mandatory prerequisite The participants: > Experience product highlights introduced in the model series covered in the course > Experience the Mercedes-Benz products in dynamic driving stations > Know the USPs in a competitive comparison > Are familiar with additional product-related topics > Find out about new developments relevant for the MPCs Global Training Experience or market-specific training for the market launches of the GLC, GLE-SUV, GLE Coupé, CLA Shooting Brake, A-Class facelift, and Mercedes-AMG GT model series (X253, W166, C292, X117, W176, and C190) S0309E Passenger Cars Market Launch Mercedes-AMG GT Model Series C190 e-training Go S0362E Passenger Cars Market Launch GLC Model Series X253 e-training Go S0363E Passenger Cars Market Launch A-Class Model Series 176 Facelift e- Learning Go S0372E Passenger Cars Market Launch GLE Facelift and GLE Coupé Model Series C292 AKUBIS direct sales Go This training/test has to be booked, before you are authorized to book the main training. You ll find a detailed description about the training, using the training code. Training Depth Run Method Theorie 50%, Practice50% 1 day (per 8 hours) Stand 08/

95 Product Qualification S0309E Passenger Cars Market Launch Mercedes-AMG GT Model Series C190 e-training Go S0309E-AA The participants are familiar with all the key facts about the new Mercedes-AMG GT model series C190. > Positioning and target groups of the Mercedes-AMG GT model series C190 > Competitors for the AMG GT model series C190 > Design and performance > Equipment and customization > Marketing and test drive Training Depth Go Method Theorie 100% 0,5 hours Stand 08/

96 Product Qualification S0372E Passenger Cars Market Launch GLE Facelift and GLE Coupé Model Series C292 AKUBIS direct sales Go S0372E-AA The participants are familiar with: > All key facts about the facelift - GLE Coupé model series C292 - GLE facelift > Positioning and target groups - GLE Coupé model series C292 - GLE facelift > Competitive environment > Innovations > Sales arguments Training Depth Go Method Theorie 100% Note This broadcast is generated in certain locations on a country-specific basis with the title "GTE@interactive". An offline version will also be available. An international program will be created in English. 0,8 hours Stand 08/

97 Product Qualification S0412E Passenger Cars Market Launch Mercedes-Maybach S-Class X222 AKU- BIS direct sales Go S0412E-AA The participants are familiar with: > Key information on the new Mercedes-Maybach S-Class > Positioning of the Mercedes-Maybach subbrand > Positioning of Mercedes-Maybach in the luxury segment > Changes to the interior and exterior > Innovations > Sales arguments Training Depth Go Method Theorie 100% 0,5 hours Stand 08/

98 Product Qualification S0104F Vans Product Expertise Vans - Basic Technology for s Run S0104F-AA The participant: > Is familiar with the basic technology in the van and basic terms for this topic > Has obtained an overview of the Mercedes-Benz van product range > Is familiar with the operating principles of the engine, transmission and electronic control systems > Is familiar with what BlueEfficiency entails > Is familiar with the essential traffic laws in the EU > Is familiar with the most important standard and special equipment > Basic van technology > Engine > Transmission > Electronic control systems (e.g. ESP) > Important equipment features and BlueEfficiency Training Depth Run Method Theorie 50%, Practice50% Note Appointments subject to agreement, contact person Mr. Seybold. 2,0 days (per 8 hours) Stand 08/

99 Product Qualification S0205E Passenger Cars Mercedes-Benz Guard Cars e-training Go S0205E-AA The participant: > Knows all key facts about Mercedes-Benz Guard Cars. > Innovations > Comparison with competition Training Depth Go Method Theorie 100% 0,5 hours Stand 08/

100 Product Qualification S0330E Passenger Cars Product and Sales Skills Product expert Telematics Module 1 e-training Go S0330E-AA, Sales Assistance The participants can: > Explain selected functions and customer advantages as needed > Use their expertise to answer specific customer questions > Additional qualification for salespersons as telematic experts in a three-phase training series > Selected telematics features > Overview of the current situation of telematics for all model series Training Depth Go Method Theorie 100% Note This is the first further training module (e-training) of a three-phase training series as "Telematics" expert after the completion of sales training. 0,5 hours Stand 08/

101 Product Qualification S0376F Passenger Cars Product Expertise Telematics Specialist Module 2 Run S0376F-AA, Sales Assistance Mandatory prerequisite The participant: > Is familiar with the different telematics systems > Is able to operate the new systems and explain them in a customer-oriented manner > Knows tips and tricks > Knows which sources to consult for detailed information > Is familiar with the accessories range > Definition and contents of Mercedes-Benz telematics > Practical exercises S0330E Passenger Cars Product and Sales Skills Product expert Telematics Module 1 e-training Go This training/test has to be booked, before you are authorized to book the main training. You ll find a detailed description about the training, using the training code. Training Depth Run Method Theorie 80%, Practice20% 2,0 days (per 8 hours) Stand 08/

102 Product Qualification S0311E Passenger Cars Product Expertise New Features and Modifications for NTG 5 e-training Go S0311E-AA, Service Advisor The participant: > Is familiar with the new features in the area of NTG 5 telematics > Can provide a needs-based explanation of the functions and customer benefits of the new features > Current topics and innovations > NTG 5 highlights > Q&A from the 2014 EuroTraining Training Depth Go Method Theorie 100% 0,5 hours Stand 08/

103 Product Qualification S0403E Passenger Cars Product Expertise New Features and Modifications for NTG 5.5 e-training Go S0403E-AA, Service Advisor The participant: > Is familiar with the new features in the area of NTG 5.5 telematics > Can provide a needs-based explanation of the functions and customer benefits of the new features > Current topics and innovations > NTG 5.5 highlights Training Depth Go Method Theorie 100% 0,5 hours Stand 08/

104 Product Qualification S0377E Passenger Cars Product Expertise Mercedes-Benz Intelligent Drive Specialist Module 1 e-training Go S0377E-AA, Sales Assistance The participants can: > Explain functions and customer advantages as needed > Use their expertise to answer specific customer questions > Additional qualification for salespersons as support system experts in a multi-stage training series > Overview of the current situation of support systems for all model series Training Depth Go Method Theorie 100% Note This is the first further training module (e-training) of a multi-stage training series as "Mercedes-Benz Intelligent Drive" expert after the completion of sales training. 0,5 hours Stand 08/

105 Product Qualification S0378F Passenger Cars Product Expertise Mercedes-Benz Intelligent Drive Specialist Module 2 Run S0378F-AA, Sales Assistance Mandatory prerequisite The participants can: > Explain functions and customer advantages as needed > Use their expertise to answer specific customer questions > Additional qualification for salespersons as support system experts in a multi-stage training series > Overview of the current situation of support systems for all model series S0377E Passenger Cars Product Expertise Mercedes-Benz Intelligent Drive Specialist Module 1 e-training Go This training/test has to be booked, before you are authorized to book the main training. You ll find a detailed description about the training, using the training code. Training Depth Run Method Theorie 100% 2,0 days (per 8 hours) Stand 08/

106 Product Qualification S0338E Passenger Cars Product and Sales Skills BlueEFFICIENCY Plug-in HYBRID e-training Go S0338E-AA The participant is able to explain the functions and customer benefits of the PLUG-IN HYBRID according to needs. PLUG-IN HYBRID Training Depth Go Method Theorie 100% 0,5 hours Stand 08/

107 Product Qualification S0354E Passenger Cars Product and Sales Skills B-Class electric drive model series 242 e-training Go S0354E-AA The participant can: > State the differences in the electric drive compared to the conventional drivetrain > Describe the function of the control and display concept > Describe the basic functions of the drivetrain components > Design and function of the drivetrain > "electric drive"-specific equipment > Control and display concept > Connected services > Electric driving "made by Mercedes-Benz" (history) > Safety concepts Training Depth Go Method Theorie 100% 0,5 hours Stand 08/

108 Product Qualification S0366E Passenger Cars Product and Sales Skills Driving Aids and Seat Adjustments Ex Works AKUBIS direct sales Go S0366E-AA The participant: > Are familiar with the product content for driving aids and seat adjustments available from the factory > Information on customization options for driving aids and seat adjustments available from the factory Training Depth Go Method Theorie 100% 0,5 hours Stand 08/

109 Product Qualification S0313F Passenger Cars Product and Sales Skills Mercedes-Benz Connect Run S0313F-AA The participants are familiar with all the key facts about Mercedes-Benz Connect. Mandatory prerequisite > Presentation of contents > Sales arguments > Competitive environment S0276E Passenger Cars Product Expertise Mercedes connect me AKUBIS direct sales Go This training/test has to be booked, before you are authorized to book the main training. You ll find a detailed description about the training, using the training code. Training Depth Run Method Theorie 100% 1 day (per 8 hours) Stand 08/

110 Product Qualification V0092F Passenger Cars Mercedes-Benz Genuine Accessories Product Range and Presentation Run V0092F-AA Mandatory prerequisite Parts/Accessories, Parts Advisor Warehouse, Service Receptionist, Service Advisor, The participant: > Is familiar with the Mercedes-Benz genuine accessories product range > Is familiar with contact persons and information procurement options > Can explain the advantages and benefits of Mercedes-Benz genuine accessories to customers and argue them accordingly in customer discussions > Is aware of the importance of target group-oriented presentation in the customer contact area > Receives examples of the customer-oriented presentation of Mercedes-Benz genuine accessories in the customer contact area > Collection product range, vehicle-related accessories, retrofitting options > Information procurement, ordering and warranty via MBA portal, ODUS and PAT > Advantages and added benefits in comparison with competing products > Advantage/benefit argumentation in customer discussions > Customer-oriented presentation in the customer contact area V0004E Passenger Cars, Vans, Trucks Fundamentals of customer benefit/price argumentation when selling service activities, parts and accessories e-training Go This training/test has to be booked, before you are authorized to book the main training. You ll find a detailed description about the training, using the training code. Training Depth Run Method Theorie 100% 2,0 days (per 8 hours) Stand 08/

111 Optional prerequisite Product Qualification V0071F Passenger Cars Competent Marketing of Service Contracts Customer Benefits, Active Advantage/Benefit Argumentation and Calculation Run V0071F-AA Service Advisor, Service Receptionist The participant: > Can describe the different service agreements > Is familiar with individual customer benefits > Can create customer-oriented quotes using the calculation program iquote > Can apply structured arguments related to customer advantages and benefits in consulting and sales dialogs > Product modules from different service agreements > Advantages and benefits for the customer and operation > Using the calculation program iquote > Conducting successful sales and consulting dialogs Participants should have previous experience/contact with customers. Mandatory prerequisite V0004E Passenger Cars, Vans, Trucks Fundamentals of customer benefit/price argumentation when selling service activities, parts and accessories e-training Go This training/test has to be booked, before you are authorized to book the main training. You ll find a detailed description about the training, using the training code. Training Depth Run Method Theorie 70%, Practice30% 2,0 days (per 8 hours) Stand 08/

112 Product Qualification S0276E Passenger Cars Product Expertise Mercedes connect me AKUBIS direct sales Go S0276E-AA The participant: > Knows all key facts about Mercedes-Benz connect me > Presentation of content > Sales arguments > Competitive environment Training Depth Go Method Theorie 100% 0,5 hours Stand 08/

113 Product Qualification S0326F Passenger Cars Market Launch C-Class, GLA and S-Class Coupe (Model Series 205, 156 and 217) Run S0326F-AA The participants: > Experience product innovations introduced in the model series covered in the course > Experience the Mercedes-Benz products in dynamic driving stations > Are familiar with additional product-related topics > Find out about new developments relevant for the MPCs Global Training Experience or market-specific training for the market launches of the C- Class, GLA-Class and S-Class Coupe model series (model series 205, 156 and 217). Mandatory prerequisite S0274E Passenger Cars Market Launch S-Class Coupé Model Series 217 AKUBIS direct sales Go S0275E Passenger Cars Market Launch GLA-Class X156 AKUBIS direct sales Go S0278E Passenger Cars Market Launch C-Class W205 e-training Go This training/test has to be booked, before you are authorized to book the main training. You ll find a detailed description about the training, using the training code. Training Depth Run Method Theorie 99,3%, Practice,7% 1 day (per 8 hours) Stand 08/

114 Product Qualification S0155F Trucks CTT Basic Training Products, Processes, Advantages Run S0155F-AA The participant: > Is familiar with the products from CTT conversion groups > Is familiar with the interfaces between CTT/Wörth/market contact partners/product management > Is familiar with the query and clarification process > Knows how to use the offer portfolio and price list in day-to-day operations > Can integrate CTT's offerings into MBKS's offerings > Can argue the advantages and knows his/her advantages as salesperson > Factory tour > Practical examples from the MPC including development of solutions > Conversion issues > Advantages of CTT compared to local conversion partners > Learning success check Training Depth Run Method Theorie 50%, Practice50% 0,5 days (per 8 hours) Stand 08/

115 Product Qualification S0340F Passenger Cars Sales Assistance Product Concierge Module 1 Go S0340F-AA Sales Assistance The participants: > Can describe the "Sales People 2020" strategy > Can state their responsibilities as product experts and describe interfaces with other job profiles > Are familiar with the brand star and know key points for interacting with Mercedes- Benz customers > Can recognize and name different customer types and describe their specific requirements > Are familiar with the Mercedes-Benz vehicle portfolio and can state differences and highlights for the model series > Can perform a structured vehicle presentation > Can state the most important information sources for product information > Job comprehension, cooperation with other profiles, interfaces > Best customer experience: brand star, brand-compatible appearance > Customer types & product presentation that caters to target groups > Overview of Mercedes-Benz car models > Product presentation: 7-point walkaround (C-Class) > Information sources Training Depth Go Method Theorie 80%, Practice20% 2,0 days (per 8 hours) Stand 08/

116 Product Qualification S0341F Passenger Cars Sales Assistance Product Concierge Module 2 Go S0341F-AA Sales Assistance Mandatory prerequisite The participants: > Can operate selected telematics features and the Mercedes-Benz Intelligent Drive, and can explain this in a way the customer will understand > React competently to various situations/questions in a manner appropriate to the brand and the customer > Have shared their own experiences of procuring information and know how to keep "up to date" > Details on the selected products and equipment (S-/E-Class, NTG5.5 and MB Intelligent Drive), practical driving exercises > Practical exercises and role plays transfer of knowledge and product presentation that caters to target groups (customer-oriented explanation) > How do I keep "up to date", what is my role/responsibility (info sources, time management, network/exchange) > Content is focused on themes from the EVF project and the most popular questions received by CAC! S0340F Passenger Cars Sales Assistance Product Concierge Module 1 Go This training/test has to be booked, before you are authorized to book the main training. You ll find a detailed description about the training, using the training code. Training Depth Go Method Theorie 80%, Practice20% 3,0 days (per 8 hours) Stand 08/

117 Product Qualification S0299E Vans Product and Sales Skills Vito VS20 e-training Go S0299E-AA The participant: > Is familiar with the scopes in the new Vito > Is prepared for the EuroTraining > Technical details > Product highlights > Advantages of Mercedes-Benz > Competition Training Depth Go Method Theorie 100% 0,8 hours Stand 08/

118 Product Qualification S0339F Vans Market Launch V-Class Model Series 447 Go S0339F-AA Mandatory prerequisite The participants: > Learn about the product highlights of the V-Class > Are familiar with the V-Class safety and support systems > Experience the V-Class at dynamic driving stations > Are familiar with the telematics generation NTG 5 > Learn about relevant new developments in conjunction with MPC > Product highlights > Safety and support system > Driving stations > Telematics > New MPC-relevant features S0302E Passenger Cars, Vans Market Launch V-Class e-training Go This training/test has to be booked, before you are authorized to book the main training. You ll find a detailed description about the training, using the training code. Training Depth Go Method Theorie 100% 1 day (per 8 hours) Stand 08/

119 Product Qualification S0345F Vans Global Training Experience 2014 V-Class Model Series 447 Run S0345F-AA The participants: > Learn about the product highlights of the V-Class > Experience V-Class safety and support systems > Experience the V-Class at dynamic driving stations > Are familiar with the telematics generation NTG 5 > Find out relevant new developments in conjunction with MPC Large-scale training event as part of the V-Class market launch Mandatory prerequisite S0302E Passenger Cars, Vans Market Launch V-Class e-training Go This training/test has to be booked, before you are authorized to book the main training. You ll find a detailed description about the training, using the training code. Training Depth Run Method Theorie 99,3%, Practice,7% 1 day (per 8 hours) Stand 08/

120 Product Qualification S0090F Vans Product Expertise Vans Product Argumentation and Competitive Comparison Go S0090F-AA The participant: > Is familiar with the Vito, Viano, Sprinter and Vario product features > Can argue the van advantages in a customer-friendly manner based on featureadvantage-benefit argumentation in the sales discussion > Is familiar with and works with the PIT > Is familiar with the advantages of Mercedes-Benz vans compared to the competition > Is able to explain all Mercedes-Benz van advantages in a customer-friendly manner > Vito, Viano, Sprinter, Vario product features (overall concept, product details, operation options) > Feature-advantage-benefit argumentation for the current product highlights > of and access to PIT > Competitors (market shares market-dependent) > Competitors in detail (strengths/weaknesses) > Unique selling points of Mercedes-Benz over the competition (depending on market) > Comparison of Mercedes-Benz vs. competitors Training Depth Go Method Theorie 50%, Practice50% Note Appointments subject to agreement, contact person Mr. Seybold. 2,0 days (per 8 hours) Stand 08/

121 Product Qualification S0298F Vans Market Launch Vito Model Series 447 Run S0298F-AA Mandatory prerequisite The participant: > is familiar with the advantages of the new Vito over the competition > can integrate the advantages into sales pitches Market-specific training for the market launch of the new Vito: > Product portfolio > Variants > Drivetrain > Details on BlueEFFICIENCY > Product highlights > Advantages over the competition > Comparison drive S0299E Vans Product and Sales Skills Vito VS20 e-training Go This training/test has to be booked, before you are authorized to book the main training. You ll find a detailed description about the training, using the training code. Training Depth Run Method Theorie 50%, Practice50% 1 day (per 8 hours) Stand 08/

122 Product Qualification S0290F Vans Product and Sales Skills Body Manufacturer Business Run S0290F-AA The participant: > Is familiar with the customers' and body manufacturers' expectations on Mercedes- Benz > Is familiar with information sources on topics of relevance to body manufacturers > Can explain body-relevant features on the vehicle to the customer > Is familiar with the body manufacturer process > Is familiar with configuration information > e-training review > Expectations of customers, body manufacturers and salespersons > Information sources for salespersons > Body-relevant features on the van > Body manufacturer process > Configuration information > Conventional bodies on the market Mandatory prerequisite S0270E Vans Body Manufacturer Business Sales and Handling Processes e- Training Go This training/test has to be booked, before you are authorized to book the main training. You ll find a detailed description about the training, using the training code. Training Depth Run Method Theorie 50%, Practice50% 1 day (per 6 hours) Stand 08/

123 Product Qualification S0270E Vans Body Manufacturer Business Sales and Handling Processes e- Training Go S0270E-AA The participant: > Is familiar with the body manufacturer portal > Is familiar with relevant processes in everyday business with body manufacturers > Is familiar with the advantages of working with qualified partners > Expands his expertise in van sales > Body manufacturer portal > Processes in body manufacturer management > Advantages of working with qualified partners Training Depth Go Method Theorie 100% 0,8 hours Stand 08/

124 Product Qualification S0102F Trucks Downstream Activities Truck Services Run S0102F-AA The participant: > Is familiar with the services in the truck business > Is able to offer the customer all services and argue their advantages in a customerfriendly manner > Can use all TCO elements (Total Cost of Ownership) in the sales discussion > Charterway portfolio > All services from Daimler Financial Services > Efficient use of FleetBoard > Mercedes-Benz Service Card services > All TruckStore services Training Depth Run Method Theorie 50%, Practice50% Note Dates subject to agreement, contact person Mr. Seybold. 2,0 days (per 8 hours) Stand 08/

125 Product Qualification S0337F Trucks Product Expertise New Product Features and Success Factors Go S0337F-AA The participants: > Know the product advantages and fields of application for the HAD > Know how to calculate a HAD business case and the possible areas of use for a service agreement > Have brushed up their product knowledge of the OM473 > Are familiar with the product advantages and fields of application for the turbo retarder clutch > Know how to calculate a turbo retarder clutch business case, service agreement, and ServiceLeasing > Are familiar with the different product variants offered by Mercedes-Benz in the heavyduty segment > Are familiar with the EU activities related to CO2 > Are familiar with the EU legislation activities for avoiding accidents and the offer from Mercedes-Benz > Are familiar with the innovations in FleetBoard > Product topics, business case, and service agreement - HAD - TRK > OM 473 > SLT > CO2 > AEBS/LDWS > Further product launches 07/ /2015 > FleetBoard > Competitor Comparison Drive Training Depth Go Method Theorie 50%, Practice50% 1 day (per 8 hours) Stand 08/

126 Product Qualification S0156F Trucks Product Expertise Mercedes-Benz Custom Tailored Trucks CTT Expert Workshop Fly S0156F-AA The participant: > Works actively with the CTT price list > Recognizes technical interrelationships > Knows the contact persons for technical consulting > Can read chassis drawings > Filters MPC queries > Is familiar with axle ordering and the hydraulic systems > Knows the variables that can influence wheelbase modifications > Dialog with experts in Molsheim > Practical examples from the MPC > Actively using the CTT price list > Drafting chassis drawings > Learning success check Training Depth Fly Method Theorie 50%, Practice50% 1 day (per 8 hours) Stand 08/

127 Product Qualification S0098F Trucks Product Expertise Hands-On Technology Go S0098F-AA The participant: > Is familiar with the basic technology in the truck and the specific basic terms > Has obtained an overview of the Mercedes-Benz product range > Is familiar with the operating principles of the engine, clutch, transmission and Telligent systems > Is familiar with the essential traffic laws in the EU > Is familiar with the Atego, Axor and Actros cab portfolio > Understands fuel-efficient driving and experiences the driver information > Understands the truck driver's world > Basic technology > Cab portfolio > Overnight stays in the truck Training Depth Go Method Theorie 50%, Practice50% Note Dates subject to agreement, contact person Mr. Seybold. 2,0 days (per 8 hours) Stand 08/

128 Product Qualification S0268F Trucks Product Expertise Actros and Antos Model Series 963 Go S0268F-AA The participants: > Understand the decision for a new product range and the model series logic > Have a comprehensive basic understanding of the Actros and Antos model series > Have a clear picture of the respective scope and products on offer for both model series > Are clear about the differences between the new Actros and the Antos > Know the background of the main marketing focus for the Actros and the Antos > Know which product features support the main marketing focus > Can sort the Loader and Volumer product groups into the appropriate model series product range. > Marketing focal points > Drivetrain > Suspension > Cabs > Competitive situation > Derivation of benefits and integration in sales arguments Training Depth Go Method Theorie 70%, Practice30% 2,0 days (per 8 hours) Stand 08/

129 Product Qualification S0215E Trucks Product Expertise The New Atego Model Series 967 Go S0215E-AA The participant: > Is familiar with the concept and highlights of the new Atego > Is familiar with the new engine (Euro VI standard) > Is familiar with new features from the TCO calculation > Is able to communicate the advantages in a customer-oriented manner > Concept > Engine (Euro VI standard) > Highlights > TCO calculation > Customer arguments Training Depth Go Method Theorie 100% 1,5 hours Stand 08/

130 Product Qualification S0269F Trucks Product Expertise Arocs Model Series 964 Go S0269F-AA The participants: > Understand the decision for a new product range and the model series logic > Have a comprehensive basic understanding of the Arocs model series > Have a clear picture of the scope and products on offer for the model series > Know the background of the main marketing focus for the Arocs > Know which product features support the main marketing focus > Can sort the Loader and Grounder product groups into the spectrum of the model series. > Marketing focal points > Drivetrain > Suspension > Cabs > Sales arguments > Competitive situation Training Depth Go Method Theorie 70%, Practice30% 1,5 days (per 8 hours) Stand 08/

131 Product Qualification S0289F Trucks Product Expertise Trucks You Can Trust Partnership on Equal Terms: Professional Sales Follow-up Go S0289F-AA The participant: > Is aware of the advantages of professional sales follow-up > Has enhanced his/her understanding of the customer benefits of sales follow-up > Is familiar with the individual sales follow-up phases and the associated activities > Understands strong and weak services in the sales follow-up process > Understands that the sales follow-up must be tailored to the specific customer > Understands that the explanations related to the vehicle do not end with the handover, but need to be supplemented in the sales follow-up > Sales follow-up phases > Opportunities and risks > Importance of sales follow-up > Partnership on equal terms in connection with sales follow-up Training Depth Go Method Theorie 50%, Practice50% 0,5 days (per 8 hours) Stand 08/

132 Product Qualification S0301F Trucks Product Expertise Econic Euro VI Model Series 956 Go S0301F-AA The participant: > Is familiar with the technical scopes related to the Euro VI standard > Can communicate the advantages of the Econic Euro VI model series 956 in a customer-oriented manner > Product portfolio > Drivetrain > Cabs > Technical implementation of the Euro VI standard > Euro VI sales pitches Training Depth Go Method Theorie 100% 1 day (per 8 hours) Stand 08/

133 Product Qualification S0188F Trucks Product Expertise Atego Model Series 967 Go S0188F-AA The participants are familiar with: > The product highlights of the new Atego and can present them with customer-oriented sales arguments > The relationship between customer profiles and marketing priorities > Marketing priorities and technology in detail > Information on the competitor situation > New downstream activities > Sales features to generate enthusiasm for the new Atego in 5 minutes > Product highlights of the new Atego Euro VI standard > Characteristics of distribution haulage < 18 t > Relationship between customer profiles and marketing priorities > Marketing priorities and technology in detail > Competitor overview > Downstream activities for the new Atego > Enthusiastic customers in 5 minutes Training Depth Go Method Theorie 70%, Practice30% 1 day (per 8 hours) Stand 08/

134 Product Qualification S0267F Trucks Product Expertise Trucks You Can Trust Partnership at Its Best: Professional Vehicle Handover and Test Drive Go S0267F-AA The participant: > Can see the connection between "Trucks You Can Trust" and "Partnership at Its Best" > Knows what is meant by "Partnership at Its Best" > Knows why "Partnership at Its Best" is important to sales success > Understands why this training course specifically examines the two customer contact situations of vehicle handover and test drive > Is aware of the risks and opportunities associated with the vehicle handover process > Is familiar with the six vehicle handover phases > Derives ideas from the various customer expectations as to how to organize the handover to make it a special event > Is aware of the risks and opportunities associated with the test drive > Is familiar with the four test drive phases > Knows which factors go into making a test drive successful and convincing > Connection between "Trucks You Can Trust" and "Partnership at Its Best" > Customer contact and specific contribution to a partnership on equal terms > Customer contact at vehicle handover: aims and customer expectations > Vehicle handover in six steps > Organizing the vehicle handover as a special event > Customer contact for the test drive (presales): aims and customer expectations > Organizing the test drive, incl. follow-up Training Depth Go Method Theorie 100% 1 day (per 8 hours) Stand 08/

135 Product Qualification S0297E FUSO Product Expertise Canter TF1 e-training Go S0297E-AA The participant: > Knows the basic product advantages offered by the Canter > Is familiar with the equipment scopes for the Euro VI standard and can present benefits using a customer-oriented approach > Is convinced of the advantages of the new Euro VI Canter > Canter Classics > DUONIC transmission > Payload advantages > TF1 facelift scopes > Canter 4x4 > Canter Hybrid > Canter in the 8.5 t variant Training Depth Go Method Theorie 100% 0,8 hours Stand 08/

136 Product Qualification S0346F Freightliner S0346F-AA Trainer Training Depth Method Theorie 50%, Practice50% 3,0 days (per 8 hours) Stand 08/

137 C-Sales Implementation S0132F Passenger Cars C-Sales Training Needs Analysis Run S0132F-AA What is the objective? > To ensure the required qualifications for sales team members over the long term > To adhere to the international qualification standards of Daimler AG (C-Sales) and implement them in a sustained manner throughout all HR development measures > Evaluation of the participant's individual program for the further qualification of certified salespersons (C-Sales) > Analysis of strengths/weaknesses based on the C-Sales salesperson criteria > Identification of individual qualification requirements Training Depth Run Method Theorie 70%, Practice30% 1 day (per 8 hours) Stand 08/

138 C-Sales Implementation S0113F Passenger Cars, smart, Vans, Trucks Go S0113F-AA Other Training Depth Go Method Theorie 40%, Practice60% 1 day (per 8 hours) Stand 08/

139 Product Qualification S0442E Passenger Cars Market Launch CLA Coupe FL & CLA Shooting Brake FL Model Series 117 e-training Go S0442E-AA The participants are familiar with: > Key content for the - GLA Coupe FL - CLA Shooting Brake FL C/X117 FL GLA Coupe FL and CLA Shooting Brake FL C/X117 FL: > Positioning and target groups > Competitive environment > Innovations > Sales arguments Training Depth Go Method Theorie 100% 0,5 hours Stand 08/

140 Product Qualification S0440E Passenger Cars Market Launch E-Class Coupe C238 and GLA FL X156 AKUBIS direct sales Go S0440E-AA The participants are familiar with: > Key content for the - new E-Class Coupe C238 - GLA facelift X156 E-Class Coupe C238 and GLA FL X156: > Positioning and target groups: > Competitive environment > Innovations > Sales arguments Training Depth Go Method Theorie 100% 0,5 hours Stand 08/

141 Product Qualification S0443E Market Launch E-Class Wagon S213 AKUBIS direct sales Go S0443E-AA The participants are familiar with: > Key content for the E-Class wagon S213 E-Class wagon S213: > Positioning and target groups > Competitive environment > Innovations > Sales arguments Training Depth Go Method Theorie 100% 0,5 hours Stand 08/

142 Product Qualification S0445F Passenger Cars Market Launch E-Class, S-Class cabriolet, C-Class coupe and cabriolet, SL, SLC and GLS facelift Run S0445F-AA Mandatory prerequisite The participants: > Experience product highlights introduced in the model series covered in the course > Experience the Mercedes-Benz products in dynamic driving stations > Know the USPs in a competitive comparison > Are familiar with additional product-related topics > Find out about new developments relevant for the MPCs Global Training Experience or market-specific training for the market launches and facelifts of the model series > S-Class cabriolet model series A217 > E-Class model series W213 > C-Class coupe model series C205 > SL model series 213 facelift > SLC model series 172 facelift > GLS model series X166 facelift S0373E Passenger Cars Market Launch E-Class Model Series W213 e-training Go S0398E Passenger Cars Facelift GLS Model Series X166 AKUBIS direct sales Go S0400E Passenger Cars Market Launch C-Class Coupe Model Series C205 and S- Class Cabriolet Model Series A217 AKUBIS direct sales Go S0408E Passenger Cars Product Expertise SLC Model Series R172 and SL Model Series 231 AKUBIS direct sales Go This training/test has to be booked, before you are authorized to book the main training. You ll find a detailed description about the training, using the training code. Training Depth Run Method Theorie 100% 2,0 days (per 8 hours) Stand 08/

143 Product Qualification S0441E Market Launch GLC Coupe C253 and C-Class Cabriolet A205 AKUBIS direct sales Go S0441E-AA The participants are familiar with: > Key content for the - GLC Coupe C253 - C-Class Cabriolet A205 GLC Coupe C253 and C-Class Cabriolet A205: > Positioning and target groups > Competitive environment > Innovations > Sales arguments Training Depth Go Method Theorie 100% 0,5 hours Stand 08/

144 Product Qualification S0420E Passenger Cars Product Expertise e-mobility Specialist Module 1 e- Training Go S0420E-AA, Sales Assistance The participant: > Knows the specific drive technologies for plug-in vehicles > Knows the specific charging infrastructure as well as the vehicle-specific services > Knows the target groups and competitors > Specific drive technologies for plug-in vehicles > Charging infrastructure > Vehicles-specific services > Information sources on e-mobility Training Depth Go Method Theorie 100% 0,5 hours Stand 08/

145 Product Qualification S0439F Passenger Cars Product Expertise e-mobility Specialist Module 2 Run S0439F-AA, Sales Assistance The participant: > Knows the specific drive technologies for plug-in vehicles > Can acquire more in-depth theoretical knowledge of specific vehicles and apply this knowledge in sales pitches > Knows the target group and competition and can cite specific customer benefits > Specific drive technologies for plug-in vehicles > Charging infrastructure > Vehicles-specific services > s > Comparison drive > Glance at the competition > Sales arguments Mandatory prerequisite S0420E Passenger Cars Product Expertise e-mobility Specialist Module 1 e- Training Go This training/test has to be booked, before you are authorized to book the main training. You ll find a detailed description about the training, using the training code. Training Depth Run Method Theorie 100% 2,0 days (per 8 hours) Stand 08/

146 Product Qualification S0421E Passenger Cars Product Expertise Allergy Prevention AKUBIS direct sales Go S0421E-AA The participant: > Knows the allergy prevention measures > Allergy prevention measures in Mercedes-Benz vehicles Training Depth Go Method Theorie 100% 0,5 hours Stand 08/

147 Product Qualification S0437E Passenger Cars Product Expertise Intelligent Drive 2016 e-training Go S0437E-AA The participant: > Is familiar with the new features > Is able to explain the functions and customer benefits of the innovations according to needs > Support systems: new features and content Training Depth Go Method Theorie 100% 0,5 hours Stand 08/

148 Product Qualification S0423F Product Expertise Intelligent Drive Specialist Talk of Professionals Module 3 Fly S0423F-AA, Sales Assistance Mandatory prerequisite The participant: > Profits from the experience of others > Can describe current Intelligent Drive topics in a customer-friendly manner > Exchange of experience > Expert input on selected topics related to Intelligent Drive S0377E Passenger Cars Product Expertise Mercedes-Benz Intelligent Drive Specialist Module 1 e-training Go S0378F Passenger Cars Product Expertise Mercedes-Benz Intelligent Drive Specialist Module 2 Run This training/test has to be booked, before you are authorized to book the main training. You ll find a detailed description about the training, using the training code. Training Depth Fly Method Theorie 100% 1 day (per 8 hours) Stand 08/

149 Product Qualification S0438E Passenger Cars Product Expertise New Features and Modifications NTG 5.X 2016 e-training Go S0438E-AA The participant: > Is familiar with new features from NTG 5.X telematics > Can provide a needs-based explanation of the functions and customer benefits of the new features > Current topics and innovations > NTG 5.X highlights Training Depth Go Method Theorie 100% 0,5 hours Stand 08/

150 Product Qualification S0422F Passenger Cars Product Expertise Telematics Specialist Talk of Professionals Module 3 Fly S0422F-AA, Sales Assistance Mandatory prerequisite The participant: > Profits from the experience of others > Can describe current telematics topics in a customer-friendly manner > Exchange of experience > Expert input on selected topics in the field of telematics S0330E Passenger Cars Product and Sales Skills Product expert Telematics Module 1 e-training Go S0376F Passenger Cars Product Expertise Telematics Specialist Module 2 Run This training/test has to be booked, before you are authorized to book the main training. You ll find a detailed description about the training, using the training code. Training Depth Fly Method Theorie 100% 1 day (per 8 hours) Stand 08/

151 Product Qualification S0424F Passenger Cars Sales Assistance Product Concierge Module 3 Run S0424F-AA Sales Assistance Mandatory prerequisite The participant: > Profits from the experience of others > Can describe current topics in a customer-friendly manner > Exchange of experience > Expert input on selected topics S0340F Passenger Cars Sales Assistance Product Concierge Module 1 Go S0341F Passenger Cars Sales Assistance Product Concierge Module 2 Go This training/test has to be booked, before you are authorized to book the main training. You ll find a detailed description about the training, using the training code. Training Depth Run Method Theorie 100% 1 day (per 8 hours) Stand 08/

152 Product Qualification S0446E smart Market Launch smart electric drive Go S0446E-AA The participants: > Can explain the highlights of the new smart electric drive generation in a customeroriented manner > smart electric drive: highlights, technology, competitive comparison (theory and practice) > Connected services, vehicle homepage > Wallbox service > Charging and charging infrastructure (public and private) Training Depth Go Method Theorie 100% 1,0 hours Stand 08/

153 Product Qualification S0425F Vans Product Expertise All-Wheel Drives Run S0425F-AA The participant: > Can present customer-friendly sales arguments for Mercedes-Benz all-wheel systems > Can argue the advantages over the competition > Functional principles of various all-wheel drives in vans > Sales arguments based on competitor systems Training Depth Run Method Theorie 100% 1 day (per 8 hours) Stand 08/

154 Product Qualification S0426F Product Expertise VANconnect Go S0426F-AA The participant: > Knows all key facts about Van connect me > Presentation of content > Sales arguments > Competitive environment Training Depth Go Method Theorie 100% 1 day (per 8 hours) Stand 08/

155 Product Qualification S0417F FUSO Product Expertise Canter 2015 Go S0417F-AA The participant: > Knows the strengths of the Canter > Know the competitors' weak points > Can argue the advantages of the Canter > Experiences the strengths of the Canter in a dynamic comparison > Product properties of the Canter > Feature advantage/benefit argumentation > Dynamic comparison drive with the Canter > Static comparison with relevant competitors > Weak analysis of competitors Training Depth Go Method Theorie 50%, Practice50% 1 day (per 8 hours) Stand 08/

156 S0447E smart Market Launch smart Cabriolet A453 AKUBIS direct sales Go S0447E-AA The participants: > Can explain the highlights of the smart fortwo cabriolet in a customer-oriented manner > Recognize the differences between the fortwo coupe and fortwo cabriolet > Can describe the advantages between key competitors in a way that customers understand > Highlights of the smart fortwo cabriolet > Differences to the fortwo coupe > Glance at the competition Training Depth Go Method Theorie 100% 1,0 hours Stand 08/