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.
(3 x 2 = 6)
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
9
Include references for each and every question
Orientation Programme for Direct Sales Inc.
1. Introduction to Company Culture and Values
- Activity: Company Presentation and Icebreaker
Reason for Inclusion: Introducing new sales representatives to the company's culture and values is essential to ensure they align with the organization's mission and goals. This activity will help new hires understand the company's expectations and work ethic, fostering a sense of belonging and motivation to perform well.
2. Product Training and Sales Techniques Workshop
- Activity: Product Demonstration and Sales Role-play
Reason for Inclusion: Providing comprehensive product training and sales techniques workshop will equip new sales representatives with the necessary knowledge and skills to effectively promote and sell company products. By role-playing different sales scenarios, new hires can practice and refine their sales pitch, negotiation skills, and customer interaction abilities.
3. Sales Performance Metrics and Goal Setting Session
- Activity: Setting Individual Sales Targets and KPIs
Reason for Inclusion: Establishing clear sales performance metrics and setting individual sales targets will help new sales representatives understand what is expected of them in terms of achieving sales quotas and meeting company goals. This session will enable new hires to track their progress, identify areas for improvement, and stay motivated to drive sales success.
References:
- Dodson, S. (2017). The Ultimate Sales Training Workshop: A Hands-On Guide for Managers and Trainers. AMACOM.
- Lucey, T. (2014). Selling Secrets: The Ultimate Guide to Sales Success. Nicholas Brealey Publishing.