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Essay text:
What does your sales force already know?
c. What are their individual and aggregate strengths and weaknesses?
d. Areas requiring training (for example):
i. employing the company's sales methodology
ii. product knowledge,
iii. selling process,
iv. communicating up and down the sales "chain of command"
v. prospecting
vi. gaining and maintaining access to senior-levels
vii. closing
viii. getting to the 'right buyer'
ix. devising strategies and tactics to win against a specific competitor
Why train?
Increase Sales
Better trained salesperson will sell more
Enhance customer relationships
Train to handle o shortages
o inflation
o competition
o recession
Decrease costs
Train to manage o Time
o Territory
o Expenses
Whitmore's study of qualities that can be learned through training
Respect
A good salesperson Selling knowledge:
A good salesperson
o is liked as a person
o has common sense
o is considered a "friend"
o Understands buyers problems
o Appears to be better trained
o is a better conversationalist
o is more well rounded
o Is less affected by pressure...
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