In addition to the topics of the sales training program, we consider for inclusion and adaptation the practical problems of managing.

1 - Hiring Sales Representatives

• Recruitment: advertising, head-hunters, networking
• Interviewing:
  - what you need to know, do, and not do
  - who does it in your company
  - techniques and role playing

2 - Establishing Objectives

• Management Objectives
• Performance standards
• Quota

3 - Controlling your sales force. What you and your staff need to know

• Planning and reporting - what and when
• Forecasting
• Contract and performance review
• Communicating company policies
• Time and territory management

4 - Motivation and Leadership

• Management styles
• Leadership mix
• Decision making
• Goal setting (yours)
• Delegating
• Relationship mgmt
• Team and situational leadership
• Compensation plans
• Incentives

5 - Meetings

• How to conduct them, time, presentations, etc
• Objectives, agendas
• Shared responsibilities

6 - Financial Aspects

• Pricing (setting prices and discounts)
• Collecting bad debts/overdues

7 - Sales Promotion - what kind, when, which one, how managed, scheduling, responsibilities and objectives

• Exhibitions and trade shows
• News, advertising, open house
• Public relations / consultants

8 - Performance Measurement and Appraisal

• Assessing performance
• Counselling
• Corrective actions

9 - Training - new and ongoing

• Learning how the company functions and what its priorities are
• Product knowledge
• Selling skills
• Field training
• Account Management