SM_OUTLINE_CHAPTER11

SM_OUTLINE_CHAPTER11 - CHAPTER 11 CONTENTS OF THE SALES...

Info iconThis preview shows pages 1–4. Sign up to view the full content.

View Full Document Right Arrow Icon
CHAPTER 11 CONTENTS OF THE SALES TRAINING PROGRAM: SALES KNOWLEDGE AND THE SELLING PROCESS I. LEARNING IS A LIFE-LONG JOURNEY II. SHOULD IT BE CALLED TRAINING OR EDUCATION? A. Learning – a relatively permanent change in behavior occurring as a result of experience. III. RELATIONSHIP OF TRAINING TO LEARNING A. On-The-Job Behavior 1. Operational and behavioral information a. Operational Learning – a type of learning that involves procedures that will be instantly used on the job and will quickly become habit. b. Behavioral training – a type of training that involves instructing salespeople on how to change their customer interaction habits IV. SALES KNOWLEDGE DEVELOPMENT A. Company Knowledge B. The Sales Role C. Product knowledge 1. May include: a. Performance data. b. Physical size and characteristics. c. How the product operates. d. Specific product features, advantages, and benefits.
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
e. How well the product is selling in the marketplace. D. Prices E. Advertising And Sales Promotion F. Channels Of Distribution 1. Important information that salespeople need: a. The like and dislikes of each channel member's customers. b. The product lines and assortment each one carries. c. When each member sees salespeople. d. What and how much of a product each has purchased in the past. G. Customers H. Competition, Industry, And Economy I. Territorial Management Skills V. KNOWLEDGE OF TECHNOLOGY A. Several reasons to train people to use a PC: 1. More effective management of sales leads and better follow-through on customer contacts. Computerization provides a permanent lead file. 2. Improves customer relations due to more effective follow-ups. This leads to greater productivity. 3. Improves organization of selling time. PCs help sales reps monitor and organize everything. 4. Provides more efficient account control and better time and territorial management. Sales reps are more aware of each account's status. This provides more time for customer contacts. 5. Increases number and quality of sales calls.
Background image of page 2
6. Improves speed and accuracy in finishing and sending reports and orders to the company.
Background image of page 3

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
Image of page 4
This is the end of the preview. Sign up to access the rest of the document.

{[ snackBarMessage ]}

Page1 / 9

SM_OUTLINE_CHAPTER11 - CHAPTER 11 CONTENTS OF THE SALES...

This preview shows document pages 1 - 4. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online