Sales Management ( Task 7)

Task 7

Welcome to Task 7!

The sales environment is highly competitive and dynamic to say the least. As a consequence good sales training is pivotal in maintaining a successful salesforce. Sales training although varied from one organization to another is an ongoing activity the objectives of which include teaching selling skills, increase productivity, Improve morale and customer relations as well as territory management.

Read chapter 10 in the textbook.

The newly assigned sales representative was perplexed about her inability to learn about consumers’ needs. She contends that her customers are not willing to tell her what problems they are experiencing. After making several joint calls with her, the district sales manager agreed she was not receiving informative responses to her questions. What are the characteristics of good questions? How can sales reps be trained to ask better questions?