6.1 Considering the scenario of Direct Sales Inc., see below, develop an orientation programme with three (3) main activities. Explain the reasons for the inclusion of the three activities.
Direct Sales Inc. Scenario
Five newly appointed Sales Representatives have just received the following email.
Email Title - Welcome to Direct Sales Inc - See you at the orientation
Congratulations on your appointment at Direct Sales Inc.!
We are very happy to have you as part of the team. As stated during the interviews, we are looking to employ a driven direct sales representative to introduce company products to potential customers and close sales. The direct sales representative's responsibilities include researching competing products, identifying opportunities to increase sales, and assisting in the development and execution of sales and marketing plans. You should also be able to answer customers' questions regarding product pricing, availability, features, and benefits.
To be successful as a direct sales representative, you should demonstrate strong negotiation skills and convince customers to purchase company products. Ultimately, a top performing direct sales representative should achieve exceptional customer service and ensure that purchased products are delivered to customers in a timely manner.
To be a successful Direct Sales Representative, you have to achieve the following performance standards:
- Meeting or exceeding weekly, monthly, and yearly sales quotas.
- Canvassing assigned territories to present company products to potential customers.
- Assisting management in identifying viable marketing and pricing strategies.
- Demonstrating product features to customers.
- Contacting leads and setting up appointments to present company products.
- Completing order forms and submitting them for processing.
- Attending trade shows and other industry-related events.
- Preparing sales proposals for potential buyers.
- Completing regular sales reports specifying the number of sales made.
- Working in conjunction with you team-members.
Once again, welcome and see you at our formal orientation programme.
Thabo Pitso
Sales Manager
Orientation Programme Activities:
1. Company Introduction and Product Training:
The first activity of the orientation programme should be a detailed company introduction and product training session. This activity is crucial for the newly appointed Sales Representatives to have a clear understanding of the company's mission, values, products, and target market. By providing comprehensive product training, the Sales Representatives will be able to confidently communicate the features, benefits, and pricing of the company's products to potential customers. This activity will set a strong foundation for the Sales Representatives to successfully achieve their sales quotas and provide exceptional customer service.
2. Sales Techniques and Negotiation Skills Workshop:
The second activity of the orientation programme should be a workshop focusing on sales techniques and negotiation skills. This activity is essential for the Sales Representatives to enhance their ability to persuade customers to purchase company products and negotiate favorable deals. By providing training on effective sales strategies, objection handling, and negotiation tactics, the Sales Representatives will be equipped with the necessary skills to close sales and achieve their targets. This activity will enable the Sales Representatives to confidently present company products, address customer inquiries, and secure sales opportunities.
3. Team-building and Collaboration Exercise:
The third activity of the orientation programme should be a team-building and collaboration exercise. This activity is important for fostering a sense of teamwork, cooperation, and communication among the Sales Representatives. By engaging in team-building activities, the Sales Representatives will develop strong relationships with their colleagues, learn to support each other, and work together towards common goals. This activity will promote a positive work environment, encourage knowledge-sharing, and enhance overall team performance. By building a strong team dynamic, the Sales Representatives will be able to effectively collaborate on projects, share best practices, and achieve success together.
Including these three activities in the orientation programme is essential for ensuring that the newly appointed Sales Representatives are well-prepared, motivated, and equipped with the necessary skills to excel in their roles at Direct Sales Inc. These activities will provide a solid foundation for the Sales Representatives to achieve their sales targets, deliver exceptional customer service, and contribute to the overall success of the company.