Training

Sales Training is a critical component contributing to the success of most companies. For sales and training executives and managers, assessing and selecting from amongst the many sales training and methodology providers can be a daunting task. However, sales training is a significant (and from a financial reporting standpoint, often a "financially material") investment.

Basic Sales Training Requirements

1. Training Objectives

a. Learning Objectives

b. Desired outcome (e.g. sales increase per participant, deals closing sooner, less discounting)

c. Criteria and methods for measuring the outcome

2. Baseline Assumptions

a. What methodology, processes, and procedures are you currently using?

b. What does your sales force already know?

c. What are their individual and aggregate strengths and weaknesses?

d. Areas requiring training (for example):

i. employing the company's sales methodology

ii. product knowledge,

iii. selling process,

iv. communicating up and down the sales "chain of command"

v. prospecting

vi. gaining and maintaining access to senior-levels

vii. closing

viii. getting to the 'right buyer'

ix. devising strategies and tactics to win against a specific competitor

Why train?

Increase Sales

Better trained salesperson will sell more

Enhance customer relationships

Train to handle o shortages

o inflation

o competition

o recession

Decrease costs

Train to manage o Time

o Territory

o Expenses

Whitmore's study of qualities that can be learned through training

Respect

A good salesperson Selling knowledge:

A good salesperson

o is liked as a person

o has common sense

o is considered a "friend"

o Understands buyers problems

o Appears to be better trained

o is a better conversationalist

o is more well rounded

o Is less affected by pressure.

o has more drive

o is more mature

o has more product knowledge

o has more industry knowledge

o has more market and market condition knowledge

o has information about people that use the products

o tends to use more high-pressure

o presents novel ideas to buyers

o is willing to spend time with buyers

o is able to get better delivery times

Training program content

7 Key Competencies Shared by Sales Superstars

1. Ability to think from the customer's point of view

2. Understand and sell customer benefits not product features

3. Manage time and territory efficiently

4. Gain better information about customer needs by

 Asking better questions

 Listening more constructively

5. Increase personal problem solving ability

6. Regard themselves as customers' advisors, consultants and partners

7. Master the art of collaborative negotiation

Introduction:

The buyer of imported materials may benefit from many importation channels, the choice of which, depending upon the size and the capacity of his organization, the nature of his business, his financial structure and policy, and the practices of the trade, is of vital concern. Thus, a buyer may deal directly with foreign manufacturers of producers, or he may deal with foreign export merchant, broker, manufacturer agent, or through an import commission house, or a wholesaler.

In all the cases, the buyer must insure that the quantity and the quality of the supplies he ordered for match those delivered. Some loss and damage may occur during the transportation and, in general, it is the seller's responsibility to handle these problems (the responsibility depends on the shipping type). If not suitably handled, the buyer has the right to complain in many ways.

This project is going to discuss the sales training at Natuzzi which is a part of "LE CERCLE HITTI", a well-known furniture company and has many other showrooms like:

1) LIGNE ROSET (Down Town)

2) ROCHE BOBOIS (Down Town)

3) NATUZZI (Zouk)

THE

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