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
Orientation Programme for Direct Sales Inc. Sales Representatives:
1. Company Introduction and Product Training:
- The first activity of the orientation programme should include a comprehensive company introduction and product training session. This will provide the new Sales Representatives with a better understanding of the company's background, mission, values, and products. Understanding the company and its offerings will help the Sales Representatives effectively communicate with potential customers and close sales.
2. Sales Techniques and Negotiation Skills Workshop:
- The second activity of the orientation programme should focus on sales techniques and negotiation skills. This workshop will provide the Sales Representatives with the necessary skills to effectively persuade customers to purchase company products. Developing strong negotiation skills will enable the Sales Representatives to handle objections, overcome challenges, and close deals successfully.
3. Role-Playing and Sales Scenario Practice:
- The third activity of the orientation programme should involve role-playing and sales scenario practice. This interactive session will allow the Sales Representatives to apply the knowledge and skills learned during the training sessions in a simulated sales environment. By practicing different sales scenarios and receiving feedback from managers or trainers, the Sales Representatives can enhance their sales pitch, communication skills, and customer interaction techniques. This practical experience will help them build confidence and be better prepared to meet or exceed sales quotas.
Overall, these three main activities in the orientation programme are essential for equipping the new Sales Representatives with the knowledge, skills, and confidence required to be successful in their roles at Direct Sales Inc.