Sales Dialogue

Sales Dialogue - Brittany Braud Annes first day of training...

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Brittany Braud “Anne’s first day of training at Company XYZ” Marketing 481
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Introduction: Company XYZ has recently hired a number of recent college graduates to be a part of the sales force management team. Even though most of these new managers have no prior experience, XYZ feels that their training program will be effective enough to turn these college graduates into efficient, productive members of the sales team. Anne is one of the recent college graduates who have just been hired by Company XYZ as a part of their sales management team. Anne has no prior management experience, and today she is starting her first day of a two week training program at the Company’s home office assessment center. The first week of training will be to educate her on the sales force and the company itself. Anne’s second week will consist of managerial training. At the end of her two weeks of training Anne will be required to take written exams to assess the knowledge she has gained in that two week period. Brittany is her training instructor and will spend the first day of training helping to familiarize Anne with basic knowledge needed to work in a sales force organization. Brittany will review the different sections of three main subjects: Training the Sales Force, Sales Force Leadership, and Sales Force Motivation. These subjects will educate their trainees on topics that include learning about the sales training development process, the content used in training programs, the different training methods, sources of management power, leadership theories, mentoring, communication, motivation theories, reward and incentive programs, and organizational and job commitment. The goal is to give Anne a general knowledge of what these subjects entail so she can move on to her managerial training. On her first day of training, Anne will have the opportunity to learn sales force knowledge that she will be able to use later on in her career as a manager, sales trainer, and possible mentor.
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Brittany: Good morning and congratulations on becoming our new sales manager. Are you excited to start your first day of sales training? Anne: Good morning, yes, I’m very excited to get started. Thank you for selecting me to be a part of your company. Brittany:
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This note was uploaded on 10/17/2011 for the course MKTG 481 taught by Professor Ve during the Spring '11 term at Nicholls State.

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Sales Dialogue - Brittany Braud Annes first day of training...

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