Professional Documents
Culture Documents
CHAPTER 11
O r ga n iz in g
T r a i n i n g M et h o d s S a l es
T r a in i n g P la ce S k ills
- C la ssr o om
- O n th e J ob
T r a i n i n g F a ci l i t y A ttitu d e tow a r d
T r a i n i n g F r e q u en c y T r a in in g
- S a l es M ee t i n g s
S t a f fi n g I n t en ti o n to O TJ
W h o T ra in s U se T r a in in g B eh a v i o r
D i r e ct i n g
T r a in in g C u ltu r e O TJ
H a b its
E v a lu a ti n g
Q u a n tita ti v ely
Q u a l i ta ti v el y
• Performance data.
• Physical size and characteristics.
• How the product operates.
• Specific product features, advantages, and
benefits.
• How well the product is selling in the
marketplace.
• Word processing.
• Electronic mail.
• Fax capabilities and support.
1. Persuasive communications.
2. The selling process.
P r o s p e c tin g
P re a p p ro a c h
(P r e c a ll P la n n in g )
A p p ro a c h
T ria l C lo s e
D e te r m in e O b je c ti o n s
M e e t O b je c tio n s
T ria l C lo s e
C lo s e
F o llo w -u p a n d S e r v ic e
1. Leads
2. Referrals
3. Orphans
4. Customers
L ead s
C u s to m e r s
R e fe r ra ls
P ro sp ec t
Pool
O rp h an s
• Introductory approach.
• Product approach.
• Customer benefit approach.
• Curiosity approach.
Persuasive
Participation
Communication
The Sales
Presentation
Mix
Attention
Interest
Desire
Action
Copyright © 2001 by Harcourt, Inc. All rights reserved.
Need-Satisfaction Method
• Postponing objections
• Boomerang
• Asking questions
• The compliment
• The summary
• Minor decision
• Assumptive