Here is a typical and successful implementation |
 |
 |
 |
| |
 |
We send you the Map For Action sales training binders, one for each participant. |
|
 |
You send them to the participants in advance for them to read and study in advance. You send them our list of over 100 possible test questions. We supply each question asked, for an answer they turn to for confirmation or correction. |
|
 |
We send your instructor a detailed step-by-step manual as to what to say and do. In many cases, we conduct the first training class and use it as a training program for your instructors. |
|
 |
When they arrive at the meeting site, they take a written test on about one-third of the questions. The test results go in their personnel records. Experience shows they do very well on the test. |
|
 |
The class lasts three days. They interact in two-person role plays, one the customer, the other the sales representative. The role plays are evaluated in terms of supplied answers. |
|
|
|
 |
|
 |
|
|
| Post Call Learning Cycle (PCLC) |
 |
| We send a Sales Manager's training program to all of your District & Regional Managers and key General Office Personnel. As the training progresses, we have your salespeople telephone the meeting site. One sales manager at a time or several in sequence teaches the sales representative to review the last sales call. We call the process the Post Call Learning Cycle (PCLC). |
The sales manager reinforces every good sales or review behavior of the sales representative and prompts others that do not occur.
Sales managers are taught how to conduct a joint sales call, review it and reinforce and improve the sales representatives performance.
Sales managers usually rave about the sales training and the sales managers program. |
|
Have a question ?
