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AUS Sales Team Induction Training Programme |
Week 3 Introduction:
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The third week 3 of the new Sales Executives training at AUS will be spent "in the field" with existing Sales Department personnel. The will able the new sales Executive to observe the differing techniques used by our established team members. The team members should be pre-warned of this activity, and should ensure that the day the inductee spends with them is a day filled with meaning and productive sales action. The days plan should be reviewed by the Sales Manager / General Manager prior to commencement.
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Days 1-4
Step1 To understand the practical daily tasks carried out by an AUS Sales Executive. To observe and participate in all types of Sales activity. Step1 Objective To gain practical knowledge of the activities of the AUS Sales team. Responsibility Sales Manager/ Sales Executives. --------------------------------------------------------- Step2 To learn to understand and use the necessary Sales Department planning and reporting documentation by actually preparing and using the required forms . All paperwork generated on these days should by prepared by the trainee, under the close supervision of the trainer. Step2 Objective To aid in becoming familiar with all required documentation. Responsibility Sales Executives/ Sales Manager --------------------------------------------------------- Day 5 (&6) - With the Sales Manager Step1 The Trainee will spend the entire day with the Sales Manager who should ensure the day is free from all other activities. (other than the regular Sales Team Meeting if scheduled). The Sales Manager should review all aspects of the trainees activity to date as well as covering all the following topics: |
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1. Individual product knowledge including features and benefits of each direct exchange product/service including a discussion of the common objections faced when selling these services.
2. Individual product knowledge of each of the forms of Garment Rental Services and delayed exchange Services, the types of garments and other products AUS provides and the most effective way of approaching a potential client. 3. Review all product literature. 4. Discuss selling the Services beneficial to both the client and AUS. 5. Discuss Sales activity planning. 6. Review Sales activity Reporting including Administrative paperwork, Daily Call Sheet and WAR reports. 7. Discuss the daily routine of an AUS Sales Executive. 8. Discuss time and territory management. 9. Daily sales call requirements, including the required quota of cold calls, follow up calls, appointment calls, trial/ sample calls , customer visits, and proposals 10. Discuss Sales Targets, and incentives. 11. Prospecting and Appointment setting. 12. Giving an effective sales presentation. 13. Writing an effective Proposal and using it to close the sale. 14. Pricing. 15. Trial Services - Sampling. 16. Using the unique AUS story. 17. Discuss AUS competitors who they are and their strengths and weaknesses. 18. Answer any question of topics that arise out of the Trainees previous experiences. |
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Step1 Objective. To round off the new Sales Executives knowledge and to prepare him/her for their first solo sales calls.
Step1 Responsibility Sales Manager/ Trainee. |
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Note: These sessions will require more than one day, especially if attendance at a sales teams meeting is included,They should not be skipped over or rushed so time should be allocated on the morning of week 5 to complete the topics in detail.
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Step2 Schedule a brief meeting with the General Manager.
Step3 Objective. To allow the General Manager to discuss the induction program, his expectations, and any other issues with the new Sales Executive. Step3 Responsibility: Sales Manager/ General Manager |
