Expectations from both the representative and factory points of view were presented on establishing a sales partnership. Day to day activities and procedures can become frustrating at times due to lack of understanding of how each organization functions. A perspective from a rep sales person calling into the factory for technical assistance or pricing, and how they were perceived by inside sales was discussed. Establishing a sales plan with clear concise obtainable goals that allow both organizations to work together in the same direction was a key part of the seminar.

The atmosphere of the training room was very open and professional. Blocks of instruction were divided up, first as individual entries in the workbook and then shifting over to a table discussion on the subject, with the top answers also recorded in the workbook. The discussion then shifted to the entire room. The instructors from the Pease group would interact more as moderators rather than a one sided traditional classroom setting.  This method is very powerful in cultivating ideas and forces the participants to be active.