Just the Facts

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As a parent, we greatly understand and appreciate your concern for your son or daughter’s safety and success this summer. Part of many students’ success during the summer is due to your support. Please contact us if you have any questions or concerns you would like to discuss.

Sales School

We spend one full week teaching your student the things he or she will need to prepare for a successful summer. Skills taught include:

1. Prospecting – how to map out their assigned community, going house-to-house on referrals, and tying the community together.

2. Approaching – how to make a good first impression and gain an audience.

3. Establishing rapport – how to help the prospect trust and like you.

4. Defining the need – how to ask appropriate questions to identify and agree on needs/wants .

5. Demonstrating – how to present features and benefits of the product that can fulfill the prospect’s needs.

6. Closing – how to understand the emotions of the buying decision and bring the prospect to a point of decision.

7. Managing time – how to set, crystallize, and achieve realistic goals.

8. Safety – proper safety precautions and guidelines that students must follow to promote a safe summer.

Having allowed my own daughters to participate in the Varsity Internship Program, you can rest assured that we go to great lengths to instruct and prepare our students for situations they may encounter. – Glenn Ransom, VIP President

The Summer

After one week of sales school, each student will sell books in their assigned communities for 12 weeks. At the end of those 12 weeks, we hold a delivery sales school to teach students how to best deliver books that they took orders for delivery at the end of the summer.

Customers have two options for getting their books: they can purchase and receive them on the spot or they can place an order with a deposit.

At the end of those 12 weeks, we hold a delivery sales school to teach students how to sell additional books while they deliver books that were ordered for end of summer delivery. One final week is allowed for deliveries, bringing the total length of our summer internship to 14 weeks: 1 week sales school, 12 weeks selling, 1 week deliveries.

Executive Leadership

Glenn Ransom, the President and Senior Sales Manager, has 28 years experience in the book sales business. He began his career selling for Thomas Nelson Publishers, setting several production and team records, and has currently mentored and trained more than 1,300 students through the Varsity Internship Program.

Joe Martin, Varsity’s Director of Training and business consultant, has over 30 years experience in the book business. He began his career with Southwestern, became the number one producer his first year out of 1,000 total students, and recruited 2,300 students for 7 years as a sales manager, regional sales manager, and associate sales director, over the western half of the United States. In 2001, he joined Glenn Ransom, as the Director of Training, with the Varsity Internship Program.

joemartin2Joe Martin has also applied his bookfield skills to the business world, running a flourishing business consulting service to businesses in the greater Nashville area. Having built his entire consulting business on word-of-mouth referrals, Joe Martin offers valuable feedback and insight into what today’s businesses need and are looking for in college graduates.