5 Questions
What is the reason for the significant investment in training sales personnel?
Sales personnel are the most important link with the customer
In what way does the emphasis in selling capital equipment differ from delivering small and relatively cheap items to customers?
Target customers
What can cause well-designed marketing efforts to fail?
Ineffective salespeople
What distinguishes some sales representatives from others in terms of their market focus?
Dealing only in export markets or selling direct to customers in their homes
Why do companies invest large amounts of money in training their sales personnel?
Because sales personnel are the single most important link with the customer
Study Notes
Sales Personnel Training
- Significant investment in training sales personnel is due to the complexity of selling capital equipment, which requires a deep understanding of the product and customer needs.
Selling Capital Equipment
- Selling capital equipment differs from delivering small and relatively cheap items because it involves understanding the customer's business operations and providing solutions that meet their specific needs.
Marketing Efforts Failure
- Well-designed marketing efforts can fail due to poor sales execution, inadequate understanding of customer needs, or ineffective communication of the product's value.
Distinguishing Sales Representatives
- Some sales representatives stand out from others due to their market-focused approach, which involves understanding the target market, identifying customer needs, and developing solutions that meet those needs.
Investing in Sales Training
- Companies invest large amounts of money in training their sales personnel to ensure they have the necessary skills and knowledge to effectively communicate the value of their products and services to customers.
Test your knowledge of the fundamental principles and techniques in sales management. Explore the nature and role of selling, the importance of personal skills, and the variety of selling tasks. Understand the significant investment companies make in training their sales personnel.
Make Your Own Quizzes and Flashcards
Convert your notes into interactive study material.
Get started for free
