Training plans and courses in sales department

Training plans and courses in sales department test a person's ability in many aspects, and many companies will also have the position of sales, so how should we make a plan when training and selling? Let's take a look at the training plan and courses of the sales department. Training plan and course of sales department 1

1. Training objectives

1. Increasing knowledge: Salespeople 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 ability of salespeople to use knowledge to carry out practical operations. For salespeople, the improvement of skills lies not only in having certain sales ability, such as product introduction, demonstration, negotiation and transaction, but also in the ability of market research and analysis, the ability to provide sales assistance to dealers and the ability to communicate information with customers.

3. Strengthen attitude: Attitude is the business philosophy, values and cultural environment formed by the enterprise for a long time. Through training, the cultural concept of the enterprise will penetrate into the ideology of the salesman, and the salesman will love the enterprise and the sales work, and always maintain a high enthusiasm for work.

2. Training teachers

Training leaders and trainers train lecturers and sales staff with rich internal experience and high performance

3. Training targets

Training targets are grass-roots sales staff who are engaged in sales work, have a certain understanding of sales work or are familiar with sales work

4. Training contents

1. Training of sales skills and sales promotion skills: generally including sales promotion ability (listening skills, presentation skills, time management, etc.) and negotiation skills, such as identification of key customers, identification of potential customers, preparations before visiting, methods of approaching customers, methods of displaying and introducing products, customer service, dealing with customer objections such as objections, concluding transactions 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 program. The specific contents include: all product lines, brands, product attributes, uses, variability, materials used, packaging, causes of damage, simple maintenance and repair methods, etc., as well as 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 fluctuation on customers' buying behavior, the different buying patterns and characteristics of customers during the economic boom and recession, and how to adjust the sales skills in time with the changes of the macro-economic environment. At the same time, understand the purchasing policies, purchasing patterns, habits and preferences and service requirements of different types of customers.

4. competitive knowledge: by comparing with peers and competitors, we can find out the advantages and disadvantages of the enterprise and improve its competitiveness. Specifically, it includes: understanding competitors' products, customer policies and services, and comparing the advantages and disadvantages of this enterprise with competitors in the competition.

5. Enterprise knowledge: Through full understanding of the enterprise, we can enhance the loyalty of salespeople to the enterprise, so that salespeople can be integrated into the enterprise culture, thus effectively serving customers and cultivating customers' loyalty to the enterprise. Specifically, it includes the history, scale and achievements of the enterprise; Enterprise policies, such as the enterprise's remuneration system, what are the permitted behaviors and the prohibited behaviors; Advertising, product transportation costs, product payment terms, breach of contract conditions, etc. stipulated by the enterprise.

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

V. The duration of training

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

VI. Training venue

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

VII. Training methods

1. Teaching method: the most widely used. It is very suitable for imparting 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, slides and videos for training. Usually combined with speech or other methods.

4. Role-playing method: give the trainees a story to practice. Let them have the opportunity to see things from each other's perspective, experience different feelings, and correct their attitudes and behaviors from them.

5. Outdoor activities training method: Use outdoor activities to develop the skills of group cooperation and enhance the effective cooperation of groups. However, attention should be paid to the safety of some courses, and the training cost is also high. Training plan and course of sales department 2

1. Training purpose

1. The primary goal of training is to achieve the sales performance of the enterprise by improving the personal performance of the sales staff.

2. What kind of effect can such training get? Through training, salespeople can master the competitive advantage of products, the situation of competitors, professional knowledge and sales skills, and understand the psychological characteristics of different target customers, so as to cultivate the team cooperation spirit of salespeople, understand the corporate culture, develop the enthusiasm and good service attitude, learn to analyze things scientifically, establish their own work goals and performance appraisal, and finally make individuals the ultimate goal of being an elite cable seller.

II. Contents of training

1. Product training:

(1). Introduction of product knowledge.

(2) Advantages and selling points of products.

(3) the scope of application of the product.

2. Corporate culture and customer service training:

(1) the corporate culture of "people-oriented, pioneering and innovative, honest and pragmatic, pursuing Excellence" and "doing business with integrity"

(2) the quality policy of "first-class quality, first-class service, scientific management and continuous improvement"

(3) the business realm of "deep roots can flourish"

(5) the active cooperation of market operation and the satisfaction of product samples and materials.

(6) in view of the quality problems caused by our company, guarantee to provide customers with 111% satisfactory replacement service.

Third, team building

Finger punching is definitely not as powerful as fist punching, and individual strength cannot be compared with team strength. Team building is more important in sales.

1. Division of work varies from person to person, so as to give full play to the potential of employees, and the division of labor between channels and projects is clear.

2. Set performance targets and quantify them, so that employees can have a competitive comparison and see their strengths and weaknesses.

3. Set the meeting system, the morning meeting, weekly meeting and monthly meeting system. The morning meeting will be held every day, reporting the plan of the day and the work of the previous day, summarizing the problems and sharing the gains. Weekly meeting, summarizing the weekly performance report, this week's work situation, and next week's work plan, performance goals, etc.

4. Set a reward and punishment system, reward those who have done well, make persistent efforts, and punish those who have done badly, as a warning.

IV. Business development training

1. Preparation before market development:

(1) Preparation of sample boards and materials (to be quantified).

(2) Know where the target market is? Building materials market, electronic technology market and home improvement materials market are often.

(3) Know what you are going to do! With what purpose to develop, visit customers to quantify. For example, I'm going to visit 11 customers or 21 customers today, looking for five intentional customers, etc.

2. Target market positioning and market type identification:

(1) What is the position of the target market in the region, whether it is a core market or a supporting market, and what materials are mainly used.

(2) market type: wholesale market or retail market, or which accounts for the largest proportion. What are the types of customers in this market, mostly engineering vendors or markets with wide coverage of sales channels?

2. Market research:

(1) Identify our market, core market and target market

(2) Investigate competitors, market sales price and marketing model, and identify our position.

(3) Visit large merchants in the market to find our potential customers and establish our core customers.

3. Market cooperation:

(1) Assist in developing downstream distribution channels and laying secondary marketing channels.

(2) Appropriate advertising, free door-to-door advertising and product display support.

(3) Effective support of materials and product samples.

V. After-sales service

1. Do a good job in product recommendation, and refer to the contents of market research to achieve comprehensive product categories and the main promotion of best-selling products.

2. Be responsible for the effective placement of products, which can better highlight the image and quality grade of products.

3. The scheme of how to operate the market has been implemented.

sales department training plan model essay 2121 (3)

1. In-store knowledge

1. Be familiar with the contents of the hotel staff manual, and understand the hotel culture, appearance and appearance.

2. Understand the product knowledge of the hotel, including visiting rooms, restaurants and related facilities.

3, understand the rules and regulations of the sales department, and take it as a discipline in daily work.

4. Understand the organizational structure of the sales department and the management knowledge of the office.

5. Understand the price system, especially the room price and conference room rent.

6. Be familiar with the configuration and layout of various rooms in the hotel.

7. How to cooperate with colleagues and communicate with other departments.

8. Understand the main tasks and sales concepts of the sales department and how to communicate with customers (including telephone language).

9. Understand the relevant computer knowledge and use the terminal to better grasp the guests, guests' birthdays, VIP customers, etc.

11, master the company contract, meeting written quotation format, etc.

Second, banquet sales

1. Be familiar with banquet menus with different prices.

2. Be familiar with how to set the stage for different types of meetings.

3. Be familiar with the changes of food in different periods and the promotion activities.

4. Be familiar with the market changes in different periods and the banquet information of rival hotels.

5. communicate with customers in time and store relevant feedback information.

6. How to develop and follow up potential customers.

7. How to issue EO notice.

8. How to make an appointment and call.

9. How to communicate and coordinate with other departments.

3. Visiting customers in the city

1. How to make an appointment by phone and introduce yourself.

2. How to make a good visit plan.

3. Understand your work mission and goals, and if you maintain a good working condition and self-image during working hours.

4. Make customer visits with senior salesmen, during which you can learn some sales languages and skills.

5. Learn how to manage existing customers and develop new customers.

6. Understand the necessary conditions to undertake the meeting and the operating procedures and steps of the meeting.

7. How to do a good job summary of the day.

4. Visiting customers in different places

1. How to make an appointment by phone and introduce yourself.

2. How to make a plan for visiting customers in different places and travel expenses.

3. How to make the first visit with customers in different places.

4. How to keep long-term and stable contact with customers in different places.