Marketing Communications

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Marketing Communications

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Personified Promotion

•    COMPANY KNOwLEDGE

The trainee must know how his company operates. This includes knowledge about company’s

policies such as credit, delivery, pricing, discounts, financial or other elements of customer

service. The legal implication of these policies should be taught. Guidelines provided by

company on various mentioned policies permit autonomy and encourages decisiveness in

the salesman’s decision-making.

•    TERRITORY MANAGEMENT

Training in territory management is usually done by the sales manager. Sales trainee works

on the job with the manager by making sales calls. The trainee salesman learns the process

of making sales calls, time management, establishing customer rapport, scheduling, and

elimination of travel time between sales calls. The trainee learns how to schedule his daily

and weekly sales routines. These schedules are submitted on weekly basis to the sales

manager ahead of the period.

•    NEGOTIATION TECHNIQUES

The trainee salesman should be taught the basic techniques involved in negotiating sales,

and business.