Sales staff training plan

To do a good job in the training of sales staff, we must make a training plan. When organizing the training plan, the sales manager should determine the training content, training method and training schedule.

(a) the content of the training.

The contents of the training plan for enterprise salespeople often vary according to the needs of work and the talents that salespeople already have, and generally include the following contents:

1. Enterprise profile (including: enterprise history, importance, status, marketing strategy, corporate culture, etc.). ).

2. Relevant knowledge of the products sold (including: product use, structure, quality, technology, packaging, price, maintenance methods, etc. ).

3. Basic knowledge of product sales.

4. Technical knowledge in sales.

5. Sales market knowledge.

6. Knowledge of administrative work.

7. Know the customer type.

(2) Training methods.

The sales manager should determine the specific training methods of sales staff according to the actual situation of the enterprise. Commonly used training methods mainly include the following:

1. On-the-job training: On-the-job training requires salespeople to receive training while working. This method does not affect the work, but also improves the quality of sales staff and enhances their business ability. This is the most commonly used method.

2. Personal meeting: a meeting in which trained sales personnel participate in the discussion alone.

3. Group meeting: A meeting in which many trained salespeople form a group to participate in the discussion.

4. Individual letters and telegrams: The enterprise training department sends letters and telegrams to each salesperson according to the specific situation.

5. Sales meeting: consciously let sales staff often attend sales meetings held within the enterprise to achieve the purpose of training.

6. Class training: The enterprise regularly provides training courses to systematically train the sales staff.

7. Communication training: use communication equipment to train sales staff.

(3) Determine the training time.

When determining the training practice, the sales manager should not only ensure the training effect, but also not excessively affect the normal business of the enterprise. According to the different professional stages of sales staff, the training time can be divided into:

1. The training of newly hired sales staff generally takes 1-2 weeks.

2. The training of old salespeople, that is, regular training, has the following situations: (1) training for half an hour every day. (2) Training for 2 hours per week. (3) On-the-job training is from 1 thoughtful 1 month every two years. (4) Intensive training every five years 1 month.

3. Further training. It is necessary to determine the length of time and the number of people for each training according to the specific situation of the enterprise.

When determining the training time of sales staff, the sales manager should also consider the factors that have an impact on the training time. Common factors that affect the training time of sales staff are:

1. Product factors. If the technical level of products is higher and the technical requirements are more complicated, the training time of sales personnel should be longer.

2. Market factors. The more competitors there are in the market and the fiercer the competition, the longer the training time should be.

3. Quality factors of sales staff. If the salespeople are comprehensive and savvy, the training time can be relatively short. On the contrary, if the quality of sales staff is mediocre, the training time should be longer.

4. Sales skill factors. If the goods to be sold are luxury goods with a wide range of choices, and salespeople are required to have advanced sales skills, then the training time will be longer.

5. Training method factors. Simple lectures may take more time. On the contrary, if audio-visual training is combined, the training time can be shortened by half.

(four) to determine the training personnel.

When making the training plan, the sales manager should also determine the trainers. Trainers include organizers and lecturers.

The work of organizing employees includes: preparation before training, service during training and aftermath after training.

The lecturer can be a senior sales manager and experienced person in the enterprise, or an external expert professor who often has expertise.

(5) Determine the trainees.

For the sales manager, all his salespeople should attend training to improve their professional quality. However, in determining the trainees, the following points should be noted:

1. Students have a strong interest in sales and have the ability to complete sales tasks.

2. Trainees have a strong thirst for knowledge, that is, individuals hope to acquire the required knowledge and skills through professional training.

3. Trainees should have the spirit of applying what they have learned.

(six) to determine the implementation procedures.

The training should be carried out step by step, so that the new knowledge can be combined with the trainees' known parts, and it is not appropriate to repeat or disconnect, which will affect the trainees' interest or cause confusion of knowledge. The general implementation process is as follows:

1. Initial training.

The training of new employees in enterprises can enable trainees to acquire the basic knowledge and sales skills needed for sales work.

2. Supervise the training.

When the enterprise grows or the product line changes, the knowledge of the sales staff must be updated; Sales staff should also know the market situation when they are transferred from one region to another; When the production process or structure of the product changes, the sales staff should also carry out supervision and training.

3. Review the training.

When customer complaints increase or the sales performance of sales staff continues to decline, the sales manager should hold such training to give sales staff an opportunity to review sales skills or discussions. Guide sales staff to adapt to changes in the market environment and correct any unwanted behavior in time when serious problems arise.

Chapter II: Sales Staff Training Plan

I. Training objectives

1. Increase knowledge: Sales personnel are responsible for communicating product information with customers and collecting market information, so they must have a certain level of knowledge, which is the main goal of training.

2. Improve skills: skills are the skills of salespeople to use knowledge for practical operation. For salespeople, the improvement of skills lies not only in having certain sales ability, such as improving the skills of product introduction, demonstration, negotiation and transaction, but also in the ability of market research and analysis, providing sales assistance to dealers and communicating information with customers.

3. Strengthen attitude: Attitude is a long-term business philosophy, values and cultural environment. Through training, the cultural concept of the enterprise is infiltrated into the ideology of the salesman, so that the salesman loves the enterprise and the sales work, and always maintains a high enthusiasm for work.

Second, training leaders and trainers train lecturers and experienced high-performance salespeople internally.

Three, the training object is engaged in sales work, have a certain understanding of sales work or familiar with sales work at the grass-roots level. Fourth, the content of training.

1. Training of sales skills and promotion skills: generally including promotion ability (listening skills, speaking skills, time management, etc. ) and negotiation skills, such as identification of key customers, identification of potential customers, preparation before visiting, methods of approaching customers, methods of displaying and introducing products, customer service, handling customer objections such as objections, closing and follow-up work, market sales forecast, etc.

2. Product knowledge: it is one of the most important contents in sales staff training. Products are the link between enterprises and customers, and salespeople must be very familiar with product knowledge, especially the products they sell. For high-tech products or industries, training product knowledge is an essential part of the training plan. The specific contents include: all product lines, brands, product attributes, uses, variability, materials used, packaging, damage reasons, simple maintenance methods, etc. , and the knowledge of competitive products in terms of price, structure, function and compatibility.

3. Market and industry knowledge: understand the relationship between the industry to which the enterprise belongs and the macro-economy, such as the influence of economic fluctuations on customers' buying behavior, the different buying patterns and characteristics of customers during the economic boom and recession, and how to adjust sales skills in time with the changes in the macro-economic environment. At the same time, understand the purchase policies, purchase patterns, habits and preferences and service requirements of different types of customers.

4. Competitive knowledge: By comparing with peers and competitors, find out the advantages and disadvantages of enterprises and improve their competitiveness. Specifically, it includes: understanding the products, customer policies and services of competitors, and comparing the advantages and disadvantages of this enterprise with competitors in the competition.

5. Enterprise knowledge: through a full understanding of the enterprise, enhance the loyalty of the sales staff to the enterprise, so that the sales staff can integrate into the corporate culture, thus effectively serving customers and cultivating customers' loyalty to the enterprise. Specifically, it includes the history, scale and performance of the enterprise; Enterprise policies, such as enterprise's salary system, which are allowed behaviors and which are prohibited behaviors; Enterprise-specific

Advertising, product transportation costs, product payment terms, breach of contract terms, etc.

6. Knowledge of time and sales area management: how sales staff can effectively make plans, reduce time waste and improve work efficiency; The correct use of sales maps, the development and consolidation of sales areas, etc.

Time limit of verb (verb abbreviation) training

* * * Six days, which can be adjusted appropriately according to the situation.

Training ground for intransitive verbs

Professional training base and formal training room, equipped with sound system, whiteboard and whiteboard pen.

Training method 1, teaching method: the most widely used. It is very suitable for conveying oral information. Multiple employees can be trained at the same time, and the training cost is low. The disadvantage is that students lack opportunities for practice and feedback. 2. Case study method: provide examples or hypothetical cases for students to study, explore problems from cases, analyze reasons and propose solutions to problems. 3. Audio-visual technology method: use projection, slide show and video for training. Usually combined with lectures or other methods. 4. Role-playing: Give the students a story exercise. Let them have the opportunity to see things from each other's perspective, experience different feelings, and correct their attitudes and behaviors. 5, outdoor activities training method: use outdoor activities to play the skills of group cooperation and enhance the effective cooperation of groups. But pay attention to the safety of some courses.

Basic qualities of salespeople

1, first of all, master professional knowledge (know how to install and know the functions and characteristics of the company's software products in detail)

2. Pay attention to personal image and company image.

3, temperament: respectful and solemn, deep and generous, neither humble nor humble.

4. Personality: Don't think too badly of others, as long as you trust him.

5, professional, challenge the limit, create the limit

7. Personnel requirements: copper head, iron mouth, rubber belly and scud.

8. The concept of lifelong learning: (learning methods and mentality)

Learn the ability to master knowledge, how to learn, the mentality of learning, and admit that there are shortcomings.

9. Eight-character policy: enthusiasm, self-confidence, courage and persistence.

Sales staff and market

1. Salesperson: Comprehensive qualities include thinking, speaking, appearance and mental state.

Words should be inflammatory, satisfy each other's subconscious desires, and be full of confidence.

2. Market: Ideas are the product of the primary market. Market planning products appear under the condition of imperfect market. The market behavior of multi-step planning is changeable and dynamic.

Basic theory of sales

Sales theory: clear purpose and distinct theme. Sales emphasizes a change, which is the soul of sales.

1, basic sales theory: the soul of the main line is change, continuous progress, continuous improvement and continuous innovation. Pay attention to "oral sales". Self-worth: People's value (reality) is flexible.

2. Straighten out the potential purchase volume and actual purchase volume in the market and shorten the distance between them. Word of mouth sales can attract them.

3, pay attention to pre-sales and after-sales, do after-sales service that others have not done, and bring users through users. Word-of-mouth sales are recognized. Achieve the purpose of sales without talking about sales.

Sales procedures and techniques

Sales planning: general-for guidance; Reasonable, beneficial and restrained.

1. Sales preparation

Arm yourself: understand the product-answer the customer's questions (if you are in charge, reply immediately, if you exceed your authority, ask for instructions first and then reply); Understand the product; Understand the daily habits, hobbies, expectations and requirements of customers-further work;

Meet the challenge: go all out to simplify your private life; Clear objectives and control time according to ability; Scheduled time limit for success; Keep forging ahead and set new records; Perseverance: when people encounter difficulties, negative thoughts will make things worse and worse, and positive thoughts will make things better and better; When you meet someone's indifference, you must hold your breath: I am working, I am working! ! Average rule: After visiting 100 customers, only one customer will buy. To achieve this figure, cultivate a good mental state; Highly confident and know yourself;

looking for customers

1, all enterprises should conduct market research; Business scope (production, sales and business scope), enterprise assets and publicity methods of the person in charge of the enterprise (investigation of business decision makers)

2, key enterprises to run, non-key enterprises can telephone interview first;

3. Maintain a high degree of enthusiasm; Keep a work log, pay attention to capture information, and act immediately!

4, visit customers, many times, visit customers one by one, find out the decision-making process;

5. Ask more questions and explain less;

6. Make a visit plan → make an appointment for an interview;

3. Introduce products,

Answer the following questions.

Why visit? Why did I introduce you to the time? Why buy your product? What is this? Who said that? Who has done this? What can I get? The main points to be observed in the introduction: remember that the product should cater to the customer's occupation, not the other way around (think of yourself as the decision-maker of the target company)

4. Visit customers (principle)

1, induce customers, but do not affect customers (if in doubt, please refer to the previous flexible explanation), and trade as soon as possible;

2. Not only selling products, but more importantly, selling ideas and selling the effects after use;

3. Introduce in the customer's language;

4. First set the questions that customers want to ask;

5. Oral introduction of written materials; The general manager should be concise; The sales supervisor should be detailed;

6. Listen to customers' opinions;

7. If you have objections, you can't limit and stop them. You can only try to control them, guide them and guide them.

(Handling strategy: If the price is too high, ask why, why do you think so? Be careful when asking questions casually; Speaking of signing the bill, I suddenly proposed a sharp price cut and couldn't answer them casually; The easier it is to get customers, the easier it is to lose customers)

8, the mood should be relaxed, don't be nervous, a good salesman (salesperson) is not easy (not) to be angered;

9. Respect customers and respond smoothly;

10, even if the business fails, don't hurt the gas, leave a good impression on customers, (yes) leave yourself a way out;

Step 5 pay attention to your appearance

1, people can only give others the first impression;

2. To achieve good results, people must be credible and be able to provide services for them at any time; 70% word of mouth comes from after-sales service;

3. Dress: dark tops and bottoms, light shirts, dark pants and shoes, and ties should conform to the suit; In all your clothes, your expression is the most important ornament; Don't affect personal feelings at work, but adjust your mentality;

6. Ethics

1, be courteous and behave in a civilized manner;

2. Do a good job in the relationship between colleagues and peers; Have confidence and a generous mind; The feedback information should be accurate and true;

3. Keep business secrets, don't say what you shouldn't say; Don't let inappropriate people see the contract and scheme; Abide by customers' rights and do not reveal others' privacy;

4. We should constantly sum up experiences and lessons;

5. Adjust your private life without harming the interests of yourself and the company;

6. Service: smile, excellent, preparation, observation, invitation, creation, eye vision;

7. Don't cover up or excuse other people's problems;

8, expert sales: () experts, network marketing software experts;

7, sales skills

9. Prepare the required written materials and demonstration discs;

10, looking for key people: project leader, sales supervisor, factory director and general manager; Need to identify key people from various channels; Put yourself in others' shoes; Dealing with relationships should be hidden;

1 1. You should report problems to the company instead of communicating with customers.

12. Be careful before you do something.

13, short-term large-area coverage;

14, listen carefully to customers' opinions and ask questions to induce customers to tell you;

15, when you are in pain, the other party is also in pain; Pretending to admire each other will cause * * *; Even if you don't agree with other people's conversations or suggestions, you should be careful to make him feel that you attach great importance to his conversation;

16, comprehensively collect information of competitors and customers; Defaming competitors should be artistic: I've heard of it … I'm not sure;

17, cautious quotation: make preparations before quotation; Find out the company's financial budget (as far as possible); Don't quote too early (I can't quote without knowing your needs, mainly depending on your quantity * for large enterprises *); The later the quotation, the more information you get;

18, continuous follow-up: the company's decisions are changeable, as long as we don't use online marketing software, we will continue to follow up;

19. Find out the customer's decision-making mode as soon as possible; Dare to break through difficulties, understand what is happening at the decision-making level, and seek truth from facts; Strengthen communication and find out effective ways to solve problems;

20. How to contact customers: clearly and calmly tell the other party the name of our company, how many users and software there are, and how much benefit it has for the company; Arrive 5 minutes in advance;

2 1, company advantages: localization service, professional company; Products: strong applicability and high efficiency; Good effect; Simple operation; But it will certainly meet the needs of companies and enterprises;

22, don't set up any enemies outside, don't belittle them, otherwise the company will become more and more difficult;

23, work guide: advanced ideas impress people; Give proper care to people; Personal integrity makes people; Three steps of sales promotion: selling individuals → selling companies → selling products;

24. Gifts are only right, not expensive;

25. Work log: classify the work of the day and the work arrangement of tomorrow according to the importance A, B, C ...; Business records of the day; The situation of competitors; Your own gains and losses; Timetable for action;

26. Learn to invest emotionally and find a balance point;

"Gentlemen, in the final analysis, all promotion work is to face' people'. If a person with average ability can sell to five people in a sincere manner every day, I believe he can also do a good job in sales. Telephone sales records; If you work hard, sales is the easiest job in the world; But if you take promotion as an easy job from the beginning, it becomes the most difficult thing in the world. As we all know, a good doctor should look for the cause, not the symptoms but the root cause. My personal experience is that if you can't sell it, you won't get a commission. If you don't plan, you can't plan. Finally, if you can't date, you won't see customers. These experiences are interlocking, and the starting point is dating. "

Socialization and negotiation

Correct mentality negotiation: determine each other's needs; Can bring profits to each other, equality and mutual benefit; It is also necessary for us to make the other party correct their mentality and inspire the other party to feel this relationship. Clarify the theme and grasp the zero boundary. Once a breakthrough is made, it will develop rapidly.

1, the company itself needs to strengthen and expand the feelings and exchanges between people.

2. Negotiation: mastering skills and key points; Avoid fatigue tactics; Stick to the principle, try to satisfy each other and improvise.

3. Pass on the service and price of the product to them, attract customers, and pay attention to make him interested in you, so that he can be interested in your goods.

Special skills of speech

1, you can't explain when you play the sound, otherwise you can't tell whether you are listening to you or watching the picture.

2. When giving a lecture, we should first introduce the company and related achievements.

3, we should face the audience, not just the operation, because we don't know much about the software content and various functional features, and we don't know which step to talk about without looking at the picture. The picture and the explanation should match.

4. When explaining, keep your eyes on the audience and communicate. Face the audience, communicate frequently and ask more questions.

5, loud. Being able to speak means asking the other person to be influenced and think. This is very important, but remember not to inflate yourself. We should use logical language and standard pronunciation to achieve the purpose of influencing everyone, and be good at making the finishing point.

6. When greeting and introducing the company, don't hold your arms, but pay attention to your manners. It is pointed out that the operation is simple and the value is worth it. Don't speak too fast, but enunciate clearly.

7. How to operate the sequence? Every work has its uses. Every sentence has a purpose, which can influence each other and make them gain something. It completely covers the knowledge points stipulated in the outline.

8. The operation is purposeful. Speak slowly about the software and explain the selling points. Pay attention to accurate words and careful organization when explaining. Speak, speak thoroughly.