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Chapter4.pptxSales and Sales management Chapter 4: The sales force
Andrés Coronel
Before selection process
Before searching for candidates, establish the characteristics for the job position
Set a list of criteria ex: technical knowledge, experience, etc.
Consider the current situation of your team and your sales plan
Job description
Recruiting sources
Campus recruiting
Contingent staff
On-line job sites
Company Web site
Job fairs
Newspaper ads
Recruiting firms
Trade associations and magazines
Referrals by company employees
Internal candidates
Selection process
Application form
Interview
Psychological test
Hiring
Investigation and reference
Characteristics of a salesperson
Ambitious
Caring
Dedicated
Driven
Ethical
Moral
Passionate
Patient
Results-Oriented
Supportive
Smart
Understanding
Able to Help
Motivate
Collaborative
Empathetic
Strategic
General training
General Company information
Company operating information
Product/service information
Marketing information
Sales training
Sales training
►Developing a selling personality.
►Methods for prospecting.
►Analyzing consumers.
►Sales approaches.
►Methods for organizing the sales presentation.
►Communication and persuasion.
►Handling objections.
►Closing.
Methods of training
Lecture
Discussion
Demonstration
Role playing
On-the-job training
Coaching
Coaching
“I cannot teach anybody anything. I can only make them think” Socrates
Coaching: Goal setting Method
Set your own goals.
Set the stage.
Get opinions and facts.
Relate your opinion and facts.
Develop specific goals with specific plans (together).
Follow up.
