Initial Sales Training Course

日期 : May 2014 - May 2014

Induction An induction program provides a welcome for new sales representatives and gives them an insight into the company and its people. The program should ensure that new reps are familiar with key contacts in marketing, sales and sales administration, technical support, accounts and distribution. An induction program also helps new salespeople understand the company’s culture and capabilities so that they can feel confident in discussions with customers and prospects. Product Knowledge Sales representatives require detailed knowledge of a company’s products and the benefits they offer to customers. Initial training should cover product features, benefits, prices and factors that differentiate them from the competition. Training should also describe the type of objections that customers might make and the best ways to handle those objections. Product training can take the form of classroom sessions plus product manuals or self-study guides. Market Knowledge Many businesses try to hire representatives who have prior experience in their markets. If a new rep doesn't have industry experience, your business must provide training to build understanding of the marketplace. Training should cover the types of companies that buy the company’s products and their key reasons for buying. Representatives need to understand the buying process, the key decision makers and the factors that buyers consider. They also need to understand the competition in the market so they can counter competitors’ claims. Market training might take the form of classroom sessions and self-study. New sales representatives can gain useful market knowledge by joining existing members of the sales team on customer visits. Sales Support The initial training program should cover the support available to the sales team. It should outline the company’s marketing program and highlight any advertising or direct marketing campaigns that will help generate sales leads. The program should also describe