Telephone Operator Training For PJ Enterprise

Telephone Operator
Training for
PJ Enterprise
2016 Team 2 and PJ Enterprise. All Rights Reserved.
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Appendix AModule 4: Utilizing the Online Product Guide
Telephone Operator Training
Table of Contents
Instructor Information----------------------------------------------------------------------iii
About the Facilitation Guide--------------------------------------------------------iii
Purpose of the Facilitation Guide---------------------------------------------------iii
Content Information------------------------------------------------------------------iii
Audience Information----------------------------------------------------------------iii
Course Outline------------------------------------------------------------------------iii
Training Environment----------------------------------------------------------------v
Training Room Setup-----------------------------------------------------------------v
Instructional Strategies---------------------------------------------------------------vi
Timeline-------------------------------------------------------------------------------vii
Preparation Checklist---------------------------------------------------------------viii
Unit 1: Class Overview-----------------------------------------------------------------------1
Lesson 3: Providing Customer Service---------------------------------------------------5
Topic 3a: Introduction----------------------------------------------------------------5
Topic 3b: Photo Etiquette------------------------------------------------------------8
Topic 3c: Handling Difficult Callers----------------------------------------------10
Topic 3d: Partner Exercise----------------------------------------------------------11
Topic 3e: Administering Survey---------------------------------------------------12
Topic 3f: Review and Questions---------------------------------------------------12
Lesson 4: Utilizing the Online Product Guide-----------------------------------------13
Topic 4a: Introduction--------------------------------------------------------------13
Topic 4b: Product Guide Orientation---------------------------------------------14
Topic 4c: Hands-on Demonstration of the Product Guide---------------------16
Topic 4d: Hands-on Practice with the Product Guide--------------------------22
Topic 4e: Online Product Guide Scavenger Hunt-------------------------------23
Topic 4f: Review and Questions---------------------------------------------------24
Appendix A: Etiquette Survey/Partner Exercise-------------------------------------25
Appendix B: Course Handouts-----------------------------------------------------------26
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Instructor Information
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About the Facilitator Guide [AO]

This Facilitator Guide is designed and prepared by Team 2 to enhance effective training of telephone operators at
PJ Enterprises. The facilitator guide is not prescriptive, rather it is prepared to be used by facilitators with the
wiggle room that enables them to incorporate their personal and unique presentation skills and leadership styles
during the training sessions.
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Purpose of the Facilitator Guide [AO]

The design and the development of this facilitation guide is aimed at providing training facilitators the nonprescriptive procedural steps required to conduct an effective instructor-led customer service training for telephone
operators at PJ Enterprises. The scope of the training includes the intent to improve the telephone operator's
knowledge of the product catalog/guide and enhance their skills in customer service with regards to closing the
gap in phone etiquette. It is assumed that an effective use of this facilitator's guide will enable the training
facilitators to positively influence the social and psychological perceptions of the telephone operators about their
attitudes to and the services they provide to customers. To this end, the learning outcomes, activities, instructional
strategies, exercises, supplementary materials, the equipment and the learning assessments contained in this guide
would help to catalyze improved customer experience and increase at PJ Enterprises at the end of the year.
Each page of the facilitator guide is divided into two sections. On the left is the script for the facilitator to follow
along with thumbnails of each of the accompanying slides. On the right are instructions for what the facilitator
should do during each part of the training.
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Content Introduction [AW]

This training is intended for telephone operators and telephone operator supervisors at PJ Enterprise to
teach them how to handle phone calls and utilize the new online product guide while also providing
excellent customer service.
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Audience Information [AW]

The main audience for the course will consist of Telephone Operators. Telephone Operator Supervisors
may attend as well. Below is a description of the target audiences:
Telephone Operators range in age between 18-60. and they are all women. Some have had prior
telephone experience, but for many, this is their first job out of school. All TOs have completed
high school or a GED. Some have attended a few college courses but none of them have a
college degree. This role is considered entry level.
Telephone Operator Supervisors have the same background as the telephone operators. The
supervisors are essentially more experienced telephone operators who have risen through the
ranks by proving themselves through good performance.
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Course Outline [AW]

This course was developed for the Telephone Operators at PJ Enterprise to cover all of their job duties.
Module 1: Course Introduction
1a. Introductions
1b. PJ Enterprise overview
1c. TO job overview
Module 2: Handling Phone Calls
2a. Introduction
2b. Common Call Types
2c. Active Listening
2d. Entering Customer Information
2e. Exercise
2f. Problem Solving
2g. Review & Questions
Module 3: Providing Customer Service
3a. Introduction
3b. Phone Etiquette
3c. Handling Difficult Callers
3d. Partner Exercise
3e. Administering Surveys
3f. Review & Questions
Module 4: Utilizing the Online Product Guide
4a. Introduction
4b. Hands on Demonstration of Product Guide
4c. Hands on Practice with the Product Guide
4d. Online Product Guide Scavenger Hunt Assessment
4e. Review & Questions
Module 5: Top 10 Products
5a. Introduction
5b. Review Top 10 Products
5c. Cross-selling products
5d. Jeopardy Quiz Game
Module 6: Answering Product Questions and Taking Orders
6a. Introduction
6b. Common product questions
6c. Using the ordering system
6d. Practice
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Training Environment [AO]

The PJ Enterprises-organized training for the telephone operators will be conducted within the company's facility.
The training is designed for 25 trainees that should be divided into two two for a 2-day training. Each group
should take two sessions of for4-hour training per dayseparate training sessions. The two engaging and
interactive sessions for each group shwould involve problem-solving authentic scenarios, question and answer
sessions and opportunities for providing feedback to participants. Both the facilitator and the trainees will have
individual work areas. Additionally, the following should be available during the training sessions: PowerPoint
slides, laptop/desktop with Internet access for each participant, projector and screen, telephone headsets,
flip charts, facilitator's desk, job aids, the product guide, markers, other training materials, and the
information database that should be available on each participants laptop/desktop. The seating
arrangement in the training room should be flexible to meet the number of participants per session, and
also facilitate effective demonstration of the various role play activities.
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Training Room Setup [AO]

Twenty-five telephone operators will participate in this training. Split the participants into two groups for a twotraining sessions (13 participants and 12 participants in each session). Each group on different days should take
two 4-hour training sessions. Use the room structure below (See Figure 1.1) to organize the training room in order
to facilitate effective delivery of instruction, and trainees' active participation in the various learning activities
designed for and outlined in this training.
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Figure 1: Training room setup
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Instructional Strategies [AO]

The following instructional strategies will be used during the PJ Enterprises training for the telephone operators:
PowerPoint presentations
Demonstrations
Side-by-side buddy
Role plays: Discussions and feedback sessions
Case studies: Discussions and feedback sessions
Small group discussions, and
Simulation
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Time-line [AW]
The course will consist of two 4-hour training sessions spanning over 2 days. It will require 8 hours of
total course seat time. The charts below can be used as a timeline guide for conducting the 2 trainings
days. The times provided are approximate and can be adjusted depending on the specific needs of the
participants during the training sessions.
Day One
Module 1: Course Introduction
1a: Introductions
1b: PJ Enterprise Overview
1c: TO Job Overview
Module 2: Handling Phone Calls
2a: Introduction
2b: Common Call Types
2c: Active Listening
2d: Entering Customer Information
BREAK
2e: Exercise
2f: Problem Solving
2g: Review & Questions
Module 3: Providing Customer Service
3a: Introduction
3b: Phone Etiquette
3c: Handling Difficult Callers
3d: Partner Exercise
3e: Administering Surveys
3f: Review & Questions
Day One Total Time
Day Two
Module 4: Utilizing the Online Product Guide
4a: Introduction
4b: Hands on Demo of Product Guide
4c: Hands on Practice with the Product Guide
4d. Online Product Guide Scavenger Hunt
Assessment
Module 5: Top 10 Products
5a: Introduction
5b: Review Top 10 Products
5c: Cross-selling products
BREAK
5d: Jeopardy Quiz Game
Module 6: Answering Product Questions and
Taking Orders
6a: Introduction
6b: Common Product Questions
6c: Using the Ordering System
6d: Practice
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Total time: 25 minutes

10 minutes
5 minutes
10 minutes
5 minutes
10 minutes
15 minutes
25 minutes
15 minutes
20 minutes
20 minutes
10 minutes
5 minutes
20 minutes
25 minutes
20 minutes
15 minutes
10 minutes
240 minutes (4 hrs)
5 minutes
20 minutes
20 minutes
15 minutes
10 minutes
5 minutes
25 minutes
15 minutes
15 minutes
20 minutes
10 minutes
5 minutes
20 minutes
25 minutes
20 minutes
6e: Review & Questions

Day Two Total Time
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10 minutes
240 minutes (4 hrs)
Preparation Checklist [AW]

The checklist below has been created to help guide you in your preparation for conducting the telephone operators
training for PJ Enterprise. Below are checklists for items that need to be completed prior to the training and a
checklist for items that need to be completed the day of the training.
Prior to Training
Review the full facilitator guide (including the appendix) and ensure you understand all of the content
being presented
Set up the PowerPoint presentation for the training and practice
Send a welcome email to the participants providing them with expectations for the training, agenda, and
objectives
Ensure the training room has been booked for the training
Test the LCD projector to ensure it is working properly
Order any refreshments and food for participants during the training
Prepare any handouts/materials that will be used during the training
Day of Training
Setup the training room Rearrange tables and chairs to match selected training room setup and setup
refreshment and food table.
Distribute training materials one per participant (make sure to have extras on hand)
Setup all technology that will be utilized in the room (ex: projector, laptop with PowerPoint)
o Have the PowerPoint slide one displayed
o Plug in clicker and ensure it is working
Make sure you have ate a meal before the training begins and drank plenty of water
o Have a water on hand during the training
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Unit 1: Class Overview [CU]

Time: _25__ min.
Welcome
Welcome all telephone operators to

the class, let them know that you
value their time, and are looking
forward to seeing them succeed
throughout the course and after.
Class Details
Briefly go over the course

schedule: We will be taking routine
15 minute breaks throughout the 2day class.
Lay out the expectations for the
course: you expect them to be
tentative and participate because
you see value in the training and
want them to succeed.
Questions: encourage the learners
to ask questions throughout the
presentations because this course is
about them.
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Schedule
Expectations
Questions
Introductions
Instructor: introduce yourself, and

give a bit of background for who
you are and what you do.
Participants: Next, tell the students
to introduce themselves to the
class by telling everyone their
name, their background or
experience with the job, and then a
fun fact that other participants may
not know about them.
Instructor
Participants
Name
Background
Fun fact that no one else knows
Purpose of Training
The purpose of this Telephone

Operator training is to give each
TO an in-depth understanding of
their job duties, and give the skills
needed to succeed with every call
they take.
By providing this training, we
expect to see an improvement in
the call quality, which will in turn
improve the customers
satisfaction. Happy calls make for
happy Telephone Operators.
Even the most well well-seasoned
TOs will benefit from training
over the next 2 days as new topics
are covered, and additional
resources are provided to make
their jobs easier.
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Provide training on Telephone Operator duties,

customer service, and the PJ Enterprise Product
Guide
Provide practice on call scenarios and utilizing

the Product Guide
Improve the quality of calls, and therefore the

customers' experience
Agenda
Day 1: Handling Phone Calls + Providing

Customer Service
Day 2: Utilizing the Online Product Guide, Top

10 Product Overview + Answering Product
Questions and Taking Orders
Training will be conducted over 2

days during 4-hour sessions.
During day 1, we will cover all of
the basic TO functions from
handling the phone calls to
providing quality customer service.
Day 2 we will shift focus and take
a look at products. Were
introducing a new easy to use
online product guide, will give indepth information on the top 10
most frequently called about
products, and will then go over
how to process orders and answer
the customers product questions.
PJ Enterprise Overview
Before diving into your jobs, it is

important to give a quick overview
of the business. PJ Enterprise is a
mail-order catalog business that
has been in operation for the past 6
years. We develop, manufacture,
and market high-quality, gifts,
apparel, and home accessories.
The target market is women
between 25-55, so it is important
to keep in mind that most of the
calls will be coming from that
range.
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Mail-order catalog business
6 years old
High-quality gifts, apparel, and home

accessories
Target market
TO Job Overview
The PJ Enterprise call center is

open 24/7, and staff is broken into
day and night shifts.
List off the 7 job tasks TOs do
during each phone call.
Call center open 24/7
Handle phone calls
Provide customer service
Process returns
Answer product questions
Upsell and cross-sell
Take orders
Administer survey
Course Objectives
By the end of this 2-day class,

TOs will be able to succeed in
their jobs by doing the following:
By being able to successfully
complete these tasks TOs will be
able to confidently take calls and
provide homeowners with great
customer service.
Utilize the new product guide with ease
Identify PJ Enterprise telephone etiquette

standards
Respond to customer product inquiries
Identify the top 10 products
Take customer's orders
Questions
Ask if anyone has questions before

beginning
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Lesson 3: Providing Customer Service [KS]

Time: _95__ min.
Topic 1
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Introduction
Learner visuals and PPT slides
Instructor Notes and Directions
Say: Welcome to Module 3.

During the next 95 minutes we
will be practicing phone etiquette
and how to deal with the difficult
caller.
The introduction to the module should last about 10

minutes. The introduction includes the slides that are
shown on the left.
Welcome & introduction
parking lot
Importance
Overview
Objectives
PPT slide
Say: If during the training you

have any questions or
observations, write them on a
sticky note and place them in the
parking lot. (point out the
chart paper parking lot), at
the end of the session we will
take the time to discuss them.
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Say: Welcome to Module 3. During the next 95

minutes we will be practicing phone etiquette and
how to deal with the difficult caller.
Say: If during the training you have any questions or
observations, write them on a sticky note and place
them in the parking lot. (point out the chart paper
parking lot), at the end of the session we will take
the time to discuss them.
Say: Here at PJ Enterprises good

customer service is the backbone
of our company. Therefore, how
we treat and work with our
customers is of the utmost
importance.
Importance
Talk about the importance of good customer service.
Having a positive experience with a customer means
return business which is good for the bottom line.
PPT slide
Say: Here at PJ Enterprises good customer service is
the backbone of our company. Therefore, how we
treat and work with our customers is of the utmost
importance.
Say: Module 3 will focus on

proper etiquette on the telephone
and using those techniques with
a difficult customer.
Overview
Module 3 is all about the customer.
PPT slide
Say: Module 3 will focus on proper etiquette on the
telephone and using those techniques with a difficult
customer.
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Go over the objectives for the

module.
Objectives
In this lesson, youll:
Practice proper telephone etiquette
Apply the proper etiquette when working with a

difficult customer.
Demonstrate the proper technique when dealing

with a difficult customer through role playing
exercise.
Topics
This lesson includes the following topics:
Topic
Page
1 Introduction
2 Phone etiquette
3 Difficult callers
4 Partner exercise
5 Wrap up-Review and questions
Telephone Etiquette
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Learner visuals and PPT slides
Instructor Notes and Directions
Say: Before we begin lets see

what we already know. In the
middle of your tables is a survey,
a copy is shown on the screen
too. Take 5 minutes to read
through the directions and make
your selections
Place copies of the survey on each table (see Appendix

A and below). Set a timer for 5 minutes, warn the
learners at the1 minute mark. Show the leaners the
answer slide; give them time to make corrections or
write a few notes on the survey.
PPT slide
Say: Before we begin lets see what we already know.
In the middle of your tables is a survey, a copy is
shown on the screen too. Take 5 minutes to read
through the directions and make your selections
Say: Here are the answers. How

did you do? Are there any
suggestions? Lets learn some
more techniques.
Lesson 3: Etiquette Survey
Listed below are several statements. Some of the

statements are examples of the proper way that a PJ
Enterprises TO communicates with a customer. Some of
the statements are examples of impolite communication
that is frowned upon by PJ Enterprises.
Place an X next to the statements that show the correct
way to interact with customers.
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Continue review and discussing the slides.

PPT Slide-Answering questions
Some helpful phrases when answering questions takes
time.
I'm sorry it's taking so long.
May I put you on hold while I find the

information?
Please hold while I locate that item.
The important thing is to keep smiling.

PPT slide-ending the call and checking the order
Say: Now lets move on to
dealing with a difficult customer.
...closing out an order should look like this:
...and that concludes your order. Let's double

check that... your total is...I am shipping this
to...it should arrive in ___days. Before you go
can I interest you in our item of the day
which is our grumpy cat mug. No. Thank
you for choosing PJ enterprises we look
forward to helping you in the future.
Say: Now lets move on to dealing with a difficult

customer.
Handling Difficult Callers
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Say: Now lets talk about how to

deal with the difficult customer.
We are going to talk about the
types that you may encounter
and how to work with them and
keep them calm.
Read over each slide with the learners. Ask learners

to share any experiences that they may have had
with a difficult customer. Ask the individuals if it
had a positive outcome.Read over each slide with
the learners. Ask learners to share any experiences
that they may have had with a difficult customer.
Ask the individuals if it had a positive outcome.
Elaborate and add your own insights.
Say: Now lets talk about how to deal with the
difficult customer. We are going to talk about the
types that you may encounter and how to work with
them and keep them calm.
PPT Slide-types of difficult customers
Angry
Impatient
Intimidating
Talkative
Demanding
Indecisive
PPT Slide-ways to deal with the difficult customer
Be professional
Stay calm
Keep a positive attitude
PPT Slide-more ways to deal with the difficult customer
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Get control of yourself
Listen and let the customer vent
Show the customer you care
Don't blame the customer or the company
Try to solve the problem, or get someone who

can.
Don't make promises that you can't keep.
Partner Exercise
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Say: Now we are going to

practice what we have learned.
Say: Now we are going to practice what we have

learned.
Read over the slide with the learners. Answer any
questions about the directions. Give each person an
envelope with their role information. Prior to the
training, the roles will be copied and placed in
envelopes for the learners. The facilitator will have a
master copy of all of the roles. (see Appendix A) Give
each partner about 7-8 minutes to practice their role.
After, have the learners share their experiences if they
desire to.
Lesson 3: Partner Exercise
The following difficult customer scenarios will be

given to each person. Partners will take turns, TO
and bad customer. being the TO that handles the
specific difficult customer or they will be the
difficult customer. After about 4 minutes you will
switch roles. Make sure to use the phrases and
techniquest that we learned previously.
Angry customer-accuses the TO of entering the

wrong information.
Impatient customer- Rushes the TO through the
order process
Intimidating- Threatens to speak with the
supervisor if the TO doesnt give them a
discount.
Talkative- A lonely senior citizen ordered on
item, but has kept the TO on the phone for over
10 minutes.
Indecisive- Customer keeps changing their mind
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Review and Questions

Say: Its now time to wrap things
up.
Read and answer any questions
from the parking lot or from
the audience.
Thank you for participating have
a nice day.
The instructor will go to the parking lot and gather

any sticky notes that have the questions and or
observations from the students. The instructor will
answer any of the questions, or clarify any
misconceptions. If there is time the instructor can
address any questions or concerns from the audience.
Say: Its now time to wrap things up.
Read and answer any questions from the parking lot
or from the audience.
Say: Are there any additional questions or concerns?
Answer if there are.
Say: Thank you for participating have a nice day.
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Lesson 4: Utilizing the Online Product Guide

[MP]
Time: 70 min.
Introduction
Say: Welcome to Lesson 4.
During the next 70 minutes we
will be learning about the new
online product guide.
Say: The Online Product Guide

will be your new tool for
answering customer questions.
Explain: That it has been
designed to make it as easy as
possible for you to deliver
superior customer service.
Go overExplain: That the
learners will have the chance to
practice using the guide so
theyll be ready to use it with
customers.
Go over: The lesson objectives.
Introduction
Importance
The Online Product Guide will be youris a new tool
for answering customer questions. It has been
designed to make it as easy as possible for you to
deliver superior customer service.
Overview
You will not only see the product guide but also have
the chance to practice using it.
Objectives
In this lesson, youll, the learner will:
Learn to uUse all the key functions of the
product guide
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Practice locatingLocate information for

customers in a timely manner.
Go over: The lesson topics
Topics
This lesson includes the following topics:
Topic
Page
1 Introduction
17
2 Product Guide Orientation
19
3 Hands on Demonstration of the

Product Guide
20
4 Hands on Practice with the Product

Guide
25
5 Product Guide Scavenger Hunt
28
6 Review and Questions
31
Product Guide Orientation

Explain: The key features of the
Product Guide
Compare: The online product

guide to the old, paper product
guide.
Features of the Product Guide:
Online
Searchable
Continuously Updated
User Friendly
Differences Between between the Online and

Paper Product Guide
Multiple ways to search
Based Design based on input from telephone
operators about how a product guide can best
meet their needscommon
Quickly locate information
Adaptive: Can log questions
Made out of electrons, not paper
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Hands On Demonstration of the Product Guide

Ask: Learners to follow along on
their workstations as you
demonstrate using the product
guide.
Demonstrate: Logging in
1. Log onto your workstation.
2. Find the icon titled Product
Guide on the desktop
Logging In
Use your ordering system credentials
Demonstrate: Logging in
3. Double-click to launch
5. Log onto your workstation.
4. Log in
6. Find the icon titled Product Guide on the desktop

7. Double-click to launch
Tell: Learners to use the same

credentials as they use for the
ordering system
8. Log in
Wait: Until all learners are logged in to continue
Wait: Until all learners are

logged in to continue
Page 67
Go over: Features of the home

page.
Product Guide Home Page

From the Homepage you canFunctions accessible from
the homepage:
Search for products
Access catalogs
Review new products
Search discontinued products
Find answers to frequently asked questions
Tell: Learners about the news

and announcements section
Demonstrate: Accessing previous
announcements
1. Click on the Previous
Announcements button on the
homepage
Choose a date from the
calendar to see the
announcements posted on that
day
Page 69
News and Announcements:

Information and announcements about products are
also displayed on the Homepage
You can access oldOld announcements can be accessed
by clicking on the Previous Announcements button
Demonstrate: Accessing previous announcements
1. Click on the Previous Announcements button on the
homepage
2. Choose a date from the calendar to see the
announcements posted on that day
Demonstrate: Navigating to the

Search page by clicking on
Search Products on the
homepage.
Remind: Learners that searching
for product information is the
primary use of the product guide
Tell: Learners that there are two
ways to search
Demonstrate: Searching by
catalog number. Enter #0045731
Remind: Learners that this is the
same number customers use to
order products. It is listed in the
catalog.
Searching for Products

Most of the time, you will be using the product guide to
find information about products. You can search in two
ways:Products are searchable in two ways:
By catalog number
By item name
Navigating to the Search page by clicking on

Search Products
Demonstrate: Navigating to the Search page by
clicking on Search Products on the homepage.
Search by Catalog Number
Enter the product number is the Catalog

Number field. This is the same number
customers use to order products
Entering the number will automatically pop

up the product information
Demonstrate: Searching by catalog number. Enter

#0045731
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Explain: What to do if the

information a customer needs is
not in the product guide.
1. Click Log Unanswered
Question
What if the information a customer wants isnt

in the product guide?
1 Log the question, so that it can be
tracked and added to the product guide later
2. Type in the customers

question in the box
3. Click Submit. You will be
returned to the Product page
4. Click Contact Supervisor to
bring up the Instant Messaging
app for contacting supervisors
Demonstrate: Closing the
product information and
returning to the search page.
Click the X in the upper right hand
corner of the product information
page to return to the search page
1. Click Log Unanswered Question

2. Type in the customers question in the
box
3. Click Submit. You will be returned to
the Product page
4. Click Contact Supervisor to bring up
the Instant Messaging app for
contacting supervisors
2 Contact a supervisor to get an answer for
your customer
Demonstrate: Closing the product information and
returning to the search page.
Click the X in the upper right hand corner of the
product information page to return to the search page
Page 73
Demonstrate: Searching by
name. Enter the search term
fruit bowl
Explain: That all related results
will be displayed. It will be up to
the learner to determine which
item is the one the customer is
asking about.
Demonstrate: Closing Search
page and returning to the
homepage
corner of the search page to return
to the homepage
Page 75
Search by Name:
If a customer doesnt have the catalog number, you can
also search by name. Type in the name of the product
that the customer gives you into the search box and
hit Enter.
All related results will be shown
Choose the result that best meets the

customers need
Demonstrate: Searching by name. Enter the search

term fruit bowl
Demonstrate: Closing Search page and returning to
the homepage
Click the X in the upper right hand corner of the search
page to return to the homepage
Demonstrate: Using the Product

Catalog.
1. Click on Product Catalog on
the homepage.
2. Select the Summer 2016
catalog from the first pull
down menu Summer 2016 and
3. Select Page 41-42 from the
second pull-down menus.
Product Catalog
Use the Product Catalog to see what customers are
seeing. Use this when customers have questions based
on the images and text in the catalog, or when the
information in the Product Guide differs from the
information the customer sees in their catalog.
Select which catalog from the left pull-down menu
Select the page number from the right pull-down menu
Explain: That they can use this

when customers have questions
based on the images and text in the
catalog, or when the information in
the Product Guide differs from the
information the customer sees in
their catalog
this will help answer questions
customers have about what they
are seeing in the printed catalog.
Demonstrate: Closing Catalog
page and returning to the
homepage.
corner of the Catalog page to
return to the homepage
Page 77
All catalogs from Winter 201208 to the present are

included
Demonstrate: Using the Product Catalog.
4. Click on Product Catalog on the homepage.
5. Select the Summer 2016 catalog from the first pull
down menu
6. Select Page 41-42 from the second pull-down
menus.
Demonstrate: Closing Catalog page and returning to
the homepage.
Catalog page to return to the homepage
Demonstrate: Using the New

Product List.
New Products List
1. Click on New Products on

the homepage.
Some regular customers want to know what the

latest additions to our catalog are. Use this to help
them.
2. Click on the more button to

scroll through the new
products
Explain: That regular customers
like to know what our latest
products are
Tell: Learners that they can
scroll through the products or
search by name.
Demonstrate: Closing New
Products page and returning to
the homepage
1. Click on New Products on the homepage.

2. Click on the more button to scroll through the
new products
Demonstrate: Using the New Product List.
3. Click on New Products on the homepage.
new products
Demonstrate: Closing New Products page and
returning to the homepage
Click the X in the upper right hand corner of the New
Products page to return to the homepage.

corner of the New Products page to
return to the homepage.
Page 79
Demonstrate: Using the

Discontinued Product List.
Discontinued Products List
1. Click on Discontinued
Products on the homepage.
Some regular customers want to know what

happened to favorite products they can no longer
find. Use this to help them.
2. Click on the more button to

scroll through the new
products
Explain: That if someone is
looking for a discontinued
product they can find it here.
Tell: Learners that some
discontinued products are still
available by special order. If this
is the case, the information will
be in the product information.
Demonstrate: Closing
Discontinued Products page and
corner of the Discontinued
Products page to return to the
homepage.
Page 81
1. Click on Discontinued Products on the

homepage.
new products
Demonstrate: Using the Discontinued Product List.
3. Click on Discontinued Products on the
homepage.
new products
Demonstrate: Closing Discontinued Products page
and returning to the homepage

Discontinued Products page to return to the
homepage.
Demonstrate: Using the

Frequently Asked Questions
page.
Click on Frequently Asked
Questions on the homepage.
Choose Questions about
Shipping from the pulldown
menu.
Demonstrate: Closing
Discontinued Frequently Asked
Questions Products page and
Click the X in the upper right
hand corner of the Frequently
Asked Questions page to return
to the homepage.
Say: Customers often have general
questions. This section of the
Product Guide contains answers to
the most frequently asked
questions.
Frequently Asked Questions (FAQs)

Customers often have general questions. This section
of the Product Guide contains answers to the most
frequently asked questions.
1. Click on Frequently Asked Questions on the
homepage.
2. Choose Questions about Shipping from the
pulldown menu.
Demonstrate: Using the Frequently Asked Questions
page.
1. Click on Frequently Asked Questions on the
homepage.
2. Choose Questions about Shipping from the
pulldown menu.
Demonstrate: Closing Frequently Asked Questions
page and returning to the homepage
Frequently Asked Questions page to return to the
homepage.
Hands on Practice with the Product Guide
Page 83
Introduce: The practice activity.
Learners will practice

using the product guide
by completing practice
scenarios
They can ask for help at
any time
Hand out: Lesson 4, Handout A

(located in Appendix A) to the
learners.
Practice Using the Product Guide

Answer the questions on Handout A. Feel free to ask
questions.
Hand out: Lesson 4, Handout A to the learners. See
the next page for the hand out and answer key
Watch: Learners practice. Offer assistance where
needed or requested.
Wait: 20 minutes before moving on.
Watch: Learners practice. Offer

assistance where needed or
requested.
Wait: 20 minutes before moving
on.
Answers:
Ask: If the learners have any
questions about the product
guide. If someone asks a question
you do not know the answer to,
write it down and pass it on to
the learners supervisor.
Page 85
Page 87
Page 89
Lesson 4: Handout A
Product Guide Practice Scenarios
1. Find the product announcement from 7/12/2016
2. Locate product #3459921
3. Find the red lacy shower curtain
4. What is featured on page 101 of the Winter 2013
catalog?
5. Which new product comes from Peru?
6. When was the Artisanal Home Cupping Kit
discontinued?
7. How long do our fruit baskets last when refrigerated?
Page 91
Lesson 4: Handout A Answer Key

1. From the homepage, click on Previous Announcements
2. Click on July 12th 2016 on the calendar
3. Read the announcement Chocolate Liberty Bells (Item #1650283)
are now on sale. Be sure to let customers know about this limited
time offer!
1. From the homepage, click on Product Search
2. Enter 3459921 into the Search by Catalog Number field and hit
enter
3. See the product information displayed for Halloween Gummy
Hand.
2. Enter red lacy shower curtain into the Search By Name field and
hit Enter
3. Choose the item that best matches the description (Romantic
Bathroom Gift Set: Red)
4. What
1.
2.
3.
is featured on page 101 of the Winter 2013 catalog?

From the homepage, click on Product Catalog
Select Winter 2013 and page 101-102 from the drop down menus
See Woolly Booties for your Cat featured on the page

1. From the homepage click on New Products
2. Type Peru into the search field and hit enter
3. See all items listed (Handwoven Peruvian Rug. Peruvian Potato Gift
Set. Nazca Lines inspired Peruvian Pottery Collection.)
6. When was the Artisanal Home Cupping Kit discontinued?
1. From the homepage click on Discontinued Products
2. Type Artisanal Home Cupping Kit into the search field and hit
enter.
3. See the product information (discontinued in spring 2015)
1. From the homepage click on Frequently Asked Questions
Page 93
2. Choose Product storage and handling from the pull-down menu

3. Scroll down to find the answer (2-3 months).
Product Guide Scavenger Hunt

Explain: The rules of the
scavenger hunt:
Each learner will work

independently to find
answers to all the
questions.
They will have 10
minutes to complete the
tasks
You will now complete a timed scavenger hunt.

Hand out: Lesson 4, Handout B to the learners. See
the next page for the hand out and the answer key.
Begin: The scavenger hunt by starting the timer.
Wait: Ten minutes
Hand out: Lesson 4, Handout B

(located in Appendix A) to the
learners.
Begin: The scavenger hunt by
starting the timer.
Wait: Ten minutes
Page 95
Congratulate: The learners who

completed the scavenger hunt on
time
Note: The learners who did not complete the

scavenger hunt. Plan on offering them
additional coaching
Note: The learners who did not

complete the scavenger hunt.
Plan on offering them additional
coaching
Page 97
Lesson 4: Handout B
1. An important announcement was made on 8/1/2016,
but you were out sick. What was it?
2. Does item #7800101 contain lead?
3. A customer wants to order the green socks with the
bells on them
4. A customer wants to know if the Kona Koffee Kremer
Karosel comes with everything in the picture. Shes
looking at page 5 of the spring 2014 catalog
5. A customer wants to know if weve gotten any new
New Years noisemakers in.
6. A customer wants to order another Custom Kitchen
Potato Grinder, but it isnt in the new catalog. What
happened?
7. A customer wants to know if we are hiring.
Page 99
Lesson 4: Handout B Answer Key

1. An important announcement was made on 8/1/2016, but you were out
sick. What was it?
1. From the homepage, click on Previous Announcements
2. Click on August 1st 2016 on the calendar
3. Read the announcement Wedding cake toppers now available in
multiple gender combinations upon request. See specific product
descriptions for details.
2. Does item #7800101 contain lead?
2. Enter 7800101 into the Search by Catalog Number field and hit
enter
3. See the product information displayed for Leaded Glass Lantern.
In the item description it states that the product does contain lead.
3. A customer wants to order the green socks with the bells on them
2. Enter green socks with bells into the Search By Name field and
hit Enter
3. Choose the item that best matches the description (Festive Elven
Stockings)
4. A customer wants to know if the Kona Koffee Kremer Karosel comes with
everything in the picture. Shes looking at page 5 of the spring 2014
catalog
1. From the homepage, click on Product Catalog
2. Select Winter 2013 and page 101-102 from the drop down menus
3. See Kona Koffee Kremer Karosel featured on the page
4. Note the fine print that states pictured coffee maker sold
separately.
5. A customer wants to know if weve gotten any new New Years
noisemakers in.
2. Type New Years Noise Makers into the search field and hit enter.
3. Note that three noisemakers have been added to the catalog
6. A customer wants to order another Custom Kitchen Potato Grinder, but it
isnt in the new catalog. What happened?
Page 101
2. Type Artisanal Home Cupping Kit into the search field and hit
enter.
3. See the product information (removed from the catalog in spring
2014, but still available for special order via drop-shipment from
the manufacturer).
7. A customer wants to know if we are hiring.
1. From the homepage click on Frequently Asked Questions
2. Choose Company Information from the pull-down menu
3. Scroll down to find the answer (look at our careers page on our
website: www.pjenterprises.com/careers).
Review and Questions

Tell: The learners that they are
now ready to use the product
guide.
Hand out: The Quick Guide to
the Product Guide job aid to
each learner.
Congratulations!
Youre now ready to use the Product Guide with your
customers!
Hand out: The Quick Guide to the Product Guide
job aid to each learner. The handout is on the next
page.
Explain: That they can use this

guide to help them remember
how to use the guide.
Review: Using the job aid,

review what the learners have
learned.
Page 103
The Quick Guide to the Product Guide

Use this tool to help you remember how to use the
Product Guide
Ask: If the learners have any

questions about the product
guide. If someone asks a question
you do not know the answer to,
write it down and pass it on to
the learners supervisor.
Page 105
Page 107
Appendix A: Etiquette Survey/Partner Exercise

Lesson 3: Etiquette Survey
Listed below are several statements. Some of the statements are examples of the proper way that a PJ
Enterprises TO communicates with a customer. Some of the statements are examples of impolite
communication that is frowned upon by PJ Enterprises.
Place an X next to the statements that show the correct way to interact with customers.
_____ Thank you for your order, have a nice day.

_____ What do you want?
_____ Im sorry, can you repeat that please?
_____ Hello, this is _____. How can I help you today?
_____ Please hold while I contact a supervisor, thank you.
_____ Buh Bye!
Lesson 3: Partner Exercise
The following difficult customer scenarios will be given to each person. Partners will take turns, TO and
bad customer.
Angry customer-accuses the TO of entering the wrong information.

Impatient customer- Rushes the TO through the order process
Intimidating- Threatens to speak with the supervisor if the TO doesnt give them a discount.
Page 109
Talkative- A lonely senior citizen ordered on item, but has kept the TO on the phone for over 10
minutes.
Indecisive- Customer keeps changing their mind about what they want to order.
Angry- Angry at the world, takes it out on the TO.
Demanding Demands that the shipping is free.
Page 111
Appendix B: Course Handouts
Lesson 4: Handout A
11. What is featured on page 101 of the Winter 2009 catalog?
Lesson 4: Handout A
4. What is featured on page 101 of the Winter 2009 catalog?
Page 113
Page 115

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Telephone Operator

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Appendix AModule 4: Utilizing the Online Product Guide