{"id":13503,"date":"2022-12-20T15:19:25","date_gmt":"2022-12-20T20:19:25","guid":{"rendered":"https:\/\/news.etown.edu\/?p=13503"},"modified":"2023-01-24T13:24:26","modified_gmt":"2023-01-24T18:24:26","slug":"nationally-recognized-business-consultant-and-elizabethtown-college-professor-develops-dynamic-sales-training-micro-credentials","status":"publish","type":"post","link":"https:\/\/news.etown.edu\/index.php\/2022\/12\/20\/nationally-recognized-business-consultant-and-elizabethtown-college-professor-develops-dynamic-sales-training-micro-credentials\/","title":{"rendered":"Nationally Recognized Business Consultant and Elizabethtown College Professor Develops Dynamic Sales Training Micro-Credentials"},"content":{"rendered":"

Dr. Arnold Tilden has been an expert in the corporate sales industry for nearly three decades. In 1994, he founded Tilden & Associates, a firm that enables its clients to improve performance through corporate training and leadership development. He\u2019s worked with global and Fortune 1000 companies including AccuWeather, Barclays Global Investors, Barnes & Noble, United States Federal Reserve Bank, BNP Paribas, and Trane to improve their sales and marketing performance.<\/span><\/p>\n

Recently, Tilden has partnered with Elizabethtown College\u2019s School of Graduate and Professional Studies to share his expertise through a set of new online courses offered on <\/span>Etown Edge<\/span><\/a>, the College\u2019s online, on-demand micro-credential platform.\u00a0<\/span><\/p>\n

\u201cSelling is a key business skill that is often misunderstood or neglected; sometimes both,\u201d Tilden stated. \u201cWe have been teaching selling skills around the globe for more than 20 years. I\u2019ve partnered with Etown because of its tradition of excellence in continuing education.\u201d<\/strong><\/p><\/blockquote>\n

Tilden\u2019s micro-credentials \u201cSuccessful Selling,\u201d is broken down into two 10-hour courses that are self-paced, 100% online, and can be completed at one’s convenience. The content provides students with the knowledge, skills, and tools to excel at the vital function of selling.\u00a0<\/span><\/p>\n

Upon the completion of both courses, students will receive the Successful Selling Certificate. Instead of a letter grade, participants will submit portfolio items like their pipeline, strategic questions, and plans for a sales presentation. This course will be beneficial for both individuals in or considering sales and existing sales teams.\u00a0<\/span><\/p>\n

Successful Selling I<\/a><\/strong> ($299) focuses on establishing a replicable process consisting of milestones that form a pipeline and investigation skills like asking strategic questions and listening.\u00a0<\/span><\/p>\n

Successful Selling II<\/a><\/strong> ($299) leads to skills that can help deliver winning presentations.\u00a0<\/span><\/p>\n

\u201cIn Successful Selling, we do an exercise where we ask participants to provide word associations to occupations like engineer, accountant, banker, and salesperson,\u201d Tilden explained. \u201cThe typical associations for a salesperson are pejorative like manipulative, pushy, and tricky. Then we ask them to respond to the word counselor which elicits characteristics like ‘helpful, good listener, and trusted.’ This sets the stage to describe a cornerstone of our training which is that counseling and the selling we teach follow the same three steps of asking good questions, listening, and helping clients choose solutions. The basic notion is that the salesperson wins when the client wins.\u201d<\/span><\/p>\n

Tilden is the founder and author of<\/span> \u201c<\/span><\/i>Successful Selling to Type: SST\u00ae,\u201d a sales model which improves communication effectiveness by applying MBTI principles and concepts. As a specialist with the Myers-Briggs Type Indicator, he has effectively used his sales model to advance leadership skills, career development, and teamwork.\u00a0 He earned his doctorate from Temple University in educational psychology and has conducted landmark research in career development. He has taught psychology (Psychological Tests & Measurement) and management (Human Behavior in Organizations) while serving as a college dean and vice president.<\/span><\/p>\n

About Etown Edge<\/strong>
\nEtown Edge offers over 300 affordable, micro-credential courses<\/span><\/a> to help you grow professionally and achieve your goals. Whether you\u2019re beginning your career or looking for that next promotion, Edge has self-paced modules across a variety of in-demand fields to help you develop your skills.\u00a0<\/span><\/p>\n

With 100% online, on-demand delivery, learning happens on your time while also allowing you to interact with subject matter experts. Choose from a la carte or customized bundles to build your portfolio, demonstrate your achievements, and empower yourself with Etown Edge.<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"

Dr. Arnold Tilden has been an expert in the corporate sales industry for nearly three decades. In 1994, he founded Tilden & Associates, a firm that enables its clients to improve performance through corporate training and leadership development. He\u2019s worked with global and Fortune 1000 companies including AccuWeather, Barclays Global Investors, Barnes & Noble, United […]<\/p>\n","protected":false},"author":151,"featured_media":13508,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":""},"categories":[1338],"tags":[197,1350,1419],"class_list":["post-13503","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-academics-and-research","tag-elizabethtown-college","tag-etown","tag-sgps","et-has-post-format-content","et_post_format-et-post-format-standard"],"_links":{"self":[{"href":"https:\/\/news.etown.edu\/index.php\/wp-json\/wp\/v2\/posts\/13503","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/news.etown.edu\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/news.etown.edu\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/news.etown.edu\/index.php\/wp-json\/wp\/v2\/users\/151"}],"replies":[{"embeddable":true,"href":"https:\/\/news.etown.edu\/index.php\/wp-json\/wp\/v2\/comments?post=13503"}],"version-history":[{"count":5,"href":"https:\/\/news.etown.edu\/index.php\/wp-json\/wp\/v2\/posts\/13503\/revisions"}],"predecessor-version":[{"id":13604,"href":"https:\/\/news.etown.edu\/index.php\/wp-json\/wp\/v2\/posts\/13503\/revisions\/13604"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/news.etown.edu\/index.php\/wp-json\/wp\/v2\/media\/13508"}],"wp:attachment":[{"href":"https:\/\/news.etown.edu\/index.php\/wp-json\/wp\/v2\/media?parent=13503"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/news.etown.edu\/index.php\/wp-json\/wp\/v2\/categories?post=13503"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/news.etown.edu\/index.php\/wp-json\/wp\/v2\/tags?post=13503"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}