Business

Unit 2 Individual Project Johnathon Alvarez American Intercontinental University The development of a comprehensive training program is an integral element of any successful business. A business should invest both the time, human, and financial resources necessary to give its staff a competitive edge by offering the appropriate training. In this missive, we will outline a training guideline for a sales team. We will provide areas of focus and offer solutions to areas of deficiency of the sales team. Jorge Munoz, Director of Sales Johnathon Alvarez, Senior Training Consultant Subject: Sales Training There is an awesome task that lies before us. We have been challenged to provide clear and comprehensive training to one of the most important work forces within our organization: our sales team. The Sales Team is one of the few teams that is directly responsible for the profitability of our organization. It is imperative that each member of our team understand and posses the skill set necessary to be successful. In this missive we will discuss the training objectives that will be presented in training to our sales team. One of the most important concepts that the sales team must understand is that our customers will expect them to possess an exceptional level of knowledge about the products and services we offer. Our team must be motivated by their position. Our sales team is charged with the duty “to make customers interested in their merchandise and to arrange the sale of that merchandise” (http://www.bls.gov/oco/ocos119.htm#nature). We need our team to push our products and services. If sales are not made, every department within our organization suffers. We need a sales team that is motivated by understanding the role of placing the right product in our customer’s hand. We need a team that is motivated by seeing our customer satisfied with the products that they purchase today and years to come. One of the greatest challenges that a sales team can face is the desire to sell when the reason for the purchase is wrong. A sales consultant cannot be purely motivated by a commission or racking up sales numbers: there must be concern for the welfare of each of our customer that will lead to the right purchase the first time. The duties of a sales consultant are far reaching in their practice and multi faceted in their implementation. A sales consultant must analyze the needs of customers and provide product solutions specific to the individual needs of each customer. We offer custom solutions, not a one size fits product offering. Our sales team was hired based on their possession of the basic skills to be successful salesmen. The sales team will face constant objections from customers. We will train our team on how to overcome those objections. This will be one of the most arduous tasks of our training, as each individual will possess different skill sets as it pertains to speaking with customers. But we must integrate that personality with our proven techniques for dealing with skeptical customers in order to move our customers into products that will benefit them. Our teams job is not only to sale: it is to literally be a one stop resource for customers as it pertains to product knowledge, product reinforcement, product supply, and product placement. Our sales team is the face of our company and the initial experience that a customer has with our team will determine the nature of our relationship with that customer for years to come. References United States Department of Labor. Retrieved on August 1, 2010 at http://www.bls.gov/oco/ocos119.htm#nature