SALES TRAINING

Aims :Why?

To increase sales productivity

To improve customer relations
To create positive attitude
To reduce role conflict and ambiguity
To introduce new products, promotional programmes
Prepare new Salesforce for assignment to a sales territory

Content :

Company knowledge
Product knowledge
Customer knowledge
Competitor knowledge
Selling skill or sales techniques

Methods :

Classroom training
Behavioural learning
Online trading
On the job training
Absorption training

Execution :

Preparation of training time table

Arranging internal and external trainers
Making travel arrangements of participants
Arranging the conference hall, teaching Aids( projector, speaker, sound system)

Evaluation :

Reactions
Learning
Behaviour
Results

SELECTION

1. Evaluation and hiring

Screening resumes and applications
Interviews
Background investigation
Physical examination
Selection decision and job offer
 2. Screening resumes and applications
Evidence of job qualifications
Work history
Salary history
Accomplishment
Responsibilities
Appearance and completeness

TYPES OF INTERVIEWS

Types :

1. Initial interviews
2. Intensive interviews
3. Stress interview

Locations :

1. Campus
2. Recruiters location
3. Neutral location
4. Telephone

TESTING

Types

1. Personality
2. Intelligence
3. Psychological
4. Ethical framework

Guidelines

1. Select a test that minimizes the applicants ability to anticipate desired responses
2. Use tests as part of the selection process but dont base the hiring decision solely on tests
results

BACKGROUND CHECK

Cross checking with the references

Pick out problem areas

SELECTION DECISION AND JOB OFFER

Evaluate qualifications in order of importance

Look for offsetting strengths and weaknesses
Rank candidates
If none meet qualifications, may extend search
 Do: find 3 advertisements for sales positions( 1. Entry level 2. Middle level {preferable from 3
different industries. After examining each add, you need to discuss the job qualifications and job
description based on the adds content).

Plan for routing

Identify the present and potential customers

After identifying, classify the customers in high, medium and low sales and profit
potential.
Designing the travel plan or pa accordingly

Advantages:

Reduction in travel time and cost

Improvement in territory coverage
Sales people
Reduced the travel time and increase selling time

SCHEDULING : it refer to establishing a fixed time when the sales person will be at a customers place
of business. The sales person should schedule the visits

Comprehensive

Systematic

Diagnostic

Although it is an expensive and generates benefit that usually outweigh the cost
 Channel functions

1. Physical distribution
2. Communication and transaction
3. Facilitating

Functions of physical distribution channel

1. Accumulating bulk
2. Breaking bulk
3. Transporting and storing
4. Creating assortment
5. Reducing transaction

Communication and transaction functions

1. Gather and disseminate info.

2. Buying and selling
3. .Personal selling .advertising .sales promotion
4. Transfer of ownership

Facilitating functions

1. Extra services
2. Credit crevices
3. Risk taking