Sales Associate Training
Day 1 Module Plan
Time: 2hrs 30 mins
Content:
- Brief introduction of the consultancy, its history, and its mission.
- Explain how the consultancy is structured and its core values.
- Overview of the Three Sister Branches (RECPF, RTI, and RPP)
- Sales Training Organized by RTI & its Relation to GMC
- Session Types (Topics, Activity, Field Trip)
- Guidelines for Participation of Field trip
- Importance of the Certification (Value, Opportunities)
- Marking Criteria & Evaluation (Time Management During the Training)
- Field Trip (3 questions each person, idea of question frame)
- Activity: Introduction of them
Day 2 Module Plan
Time: 2hrs 30 mins
Content:
- Importance of Sales Training
Key Points to Highlight: Explain how sales training equips associates with the necessary skills and knowledge to succeed, build customer relationships. Emphasize how ongoing training keeps them competitive and adaptable in an ever-evolving market.
Interactive Element: Share some real-life examples or case studies of businesses that thrived due to good sales training and those that struggled without it.
- Importance of Sales Associates & Why Choose a Career in Sales
Key Points to Highlight: Sales associates are often the face of the company and play a critical role in the customer experience. Share how salespeople are essential for building long-term customer loyalty and boosting brand visibility.
Interactive Element: Ask the group why they chose sales and have them share their personal reasons or motivations.
- Ideal Qualities of a Sales Associate
Key Points to Highlight: Ideal qualities might include strong communication skills, empathy, resilience, active listening, a customer-first attitude, and a passion for the product or service.
Interactive Element: Have a discussion on these qualities. Maybe get them to rank the qualities from most important to least important and discuss why they feel that way.
- Activity: Group Brainstorming on the Topic – Challenges Faced by Sales Associates
Set Up: Have each group come up with a list of challenges they think sales associates face in the field.
Discussion: Once they present their lists, highlight the most common and pressing challenges, such as handling rejection, managing customer objections, or dealing with quota pressure.
- Challenges and How to Overcome Them by Sales Associate
Key Points to Highlight: Provide strategies for overcoming the common challenges mentioned earlier. For example, overcoming rejection through a positive mindset, or handling objections by listening actively and offering solutions.
Interactive Element: You can ask the group to role-play a common sales challenge and how they would handle it using the strategies you’ve just taught.
Day 3 Module Plan
Time: 2hrs 30 mins
Content:
- Communication and Customer Service and work ethics
Key Points to Highlight:
Effective Communication: Explain how clear and concise communication is key in sales, from the first interaction to closing the deal. Emphasize active listening, empathy, and speaking with confidence. (Introduction Sample)
Customer Service Excellence: Discuss the importance of providing top-notch service, building rapport, and understanding customer needs. This is where sales and customer service intersect—salespeople not only sell but also ensure customers feel valued and supported.
Verbal and Non-Verbal Communication: Touch on body language, tone of voice, and how to convey confidence and professionalism. (Madam Slide)
Interactive Element: Role Play: You can have participants role-play a scenario where one is the salesperson and the other is the customer. Focus on listening, responding effectively, and resolving issues. You can also create a few challenges that sales associates face during customer interactions to work through.
- Drillam Namzha by Madam Program Officer
Day 4 Module Plan
Time: 2hrs 30 mins
Content:
- Introduction to the HR sir and the Role of Human Resources
- ISR (Internal Service Rulebook) of the Company
Day 5 Module Plan
Time: 2hrs 30 mins
Content:
- Overview of Software Used by Sales Associates (Point of Sale software)
Handheld Barcode Scanner Terminal Touch Screen POS
Mobile POS Device
- Benefits of Using Sales Software
- Efficiency: Automating routine tasks to save time (e.g., scheduling, follow-ups).
- Data Management: Keeping accurate records and providing easy access to information.
- Customer Insights: Understanding client preferences and behaviors to tailor sales pitches.
- Improved Communication: Faster and more streamlined interaction with clients and teams.
- Tracking & Reporting: Monitoring sales progress and adjusting strategies as needed.
- Video Demonstration
Purpose: Provide a visual demonstration of how sales software works in real life.
Post-Video Explanation & Q&A
Discuss common challenges sales associates may face when using these tools.
- 3 Key Things to Know Before Making a Sale
Key points to highlight: Know your company
Know your product
Know your customer
- CV vs Resume:
Understanding the Key Differences and Their Purpose by madam Program Officer
Day 6 Module Plan
Time: 2hrs 30 mins
Content: Field Trip
Day 7 Module Plan
Time: 2hrs 30 mins
Content:
Introduction to SWOT Analysis
Key Points to Highlight:
Explain what SWOT stands for:
- Strengths
- Weaknesses
- Opportunities
- Threats
Discuss how SWOT analysis helps individuals and organizations make informed decisions.
Explain the practical use of SWOT in career growth
Activity: Personal SWOT Analysis
Engage participants by having them perform a self-assessment through SWOT analysis.
Explanation of SWOT Analysis for Sales Associates
Purpose: Help participants understand how to apply SWOT analysis specifically to their roles as sales associates.
Strengths for Sales Associates:
- Strong communication skills
- Deep product knowledge
- Relationship-building abilities
- Customer service excellence
Weaknesses for Sales Associates:
- Lack of product knowledge
- Difficulty in closing sales
- Poor time management
- Overcoming objections
Opportunities for Sales Associates:
- Upselling and cross-selling opportunities
- Growing markets or customer segments
- Leveraging technology (e.g. Sales tools)
- Expanding networks and referrals
Threats for Sales Associates:
- Economic downturns affecting customer spending
- Increased competition in the market
- Customer churn or loyalty issues
- Technological changes or automation replacing certain tasks
Certificate Giving