Summary of 2019 sales training work

As the New Year's footstep approaches, the work of 2019 is coming to an end. At the beginning of 2019, the marketing department formulated a more comprehensive and comprehensive sales training plan based on the company's unified requirements and changes in the sales market. The “XX Year is the Year of Shouli Training” as a guide to action, carefully organized, actively coordinated, and adopted. After one year of exploration and practice, the sales training program was successfully completed, which strongly supported the sales work of our company and achieved the sales training work goal set at the beginning of the year. The overall quality and business level of the agent sales staff have been greatly improved, and “technical marketing” has been deeply rooted in the hearts of the people, initially realizing the transformation of “relational” sales to “expert-type” sales .

At the end of the year, the marketing training work of the marketing department for one year is summarized as follows:

For the sales training work of XX year, the marketing department implements multi-site, multi-level and closed training methods, always grasps the purpose of "technical marketing", adopts the form of centralized production training, and combines with sales practice, striving for each The participating trainees became qualified expert sales consultants.

First, sales training work content

The marketing department organized 9 sales trainings according to the region throughout the year, as shown in the following table:

Serial number

Training topics

training period

Training Location

Number of people

Fixed machine internal training

XX years.1.21—1.22

Xiamen

Mobile internal training

XX years. 3.20—3.21

Lijiang

South China agent sales training

XX.3.25—3.27

Shenzhen

twenty one

Huazhong agent sales training

XX.4.13—4.15

Wuhan

twenty one

Southwest agent sales training

XX.4.26—4.29

Chongqing

North China agent sales training

XX years 8.13 - 8.15

Beijing

twenty one

Northeast agent sales training

XX years.9.07-9.09

Shenyang

twenty one

Northwest agent sales training

XX years.10.13—10.15

Xi'an

twenty one

East China agent sales training

XX years.11.1-11.3

Wuxi

Table-1 The sales training course content is basically the same, as shown in the following table:

training content

lecturer

Utc, hs, Shouli company and its product introduction

Marketing department

Air compressor station design

Marketing department

Introduction of 24kt\sullube

Tch

Ssai product electrical and control system introduction

Engineering department

Operating environment and common fault analysis

Aftermarket department

Oil, air filter, oil filter, etc.

Donaldson

Post-processing introduction and selection

Parker

Shouli product features and differentiated marketing

Sales department

Questions and answers

Marketing department

Table 2

According to the actual needs in the sales training process, the marketing department specially formulated the open-book exam questions to consolidate the training effect, as shown in the following table:
Shouli fixed air compressor system sales training exam questions

1. When do I use a refrigerated dryer? When do you use an adsorption dryer?

2. Please briefly describe the meaning of Shouli's “10-year warranty”.

3. Please show the typical configuration of the air compressor system in the form of a diagram and briefly explain the application.

4. Please briefly describe the 24kt product features and benefits to customers.

5. What environment and usage factors will affect the life and normal use of sullube.

6. Air compressor exhaust pipe and air supply master pipe connection method.

7. What is the impact of the poor quality of the intake air on the air compressor?

8. What are the two conditions necessary for computers to communicate with each other?

9. The user requested that the minimum air supply pressure of the air supply pipe network is 7 bar. How much air compressor should be used for networking?

10. Calculation of ash content and service life.

11. Representation of filtration accuracy.

12. Briefly describe the characteristics of the Sullair oil and gas separator.

table 3

In order to continuously improve the enthusiasm of the trainees and strive to achieve the best training results, the marketing department has made every effort to create conditions for the trainees and made useful explorations. Our approach is: First, vigorously create a strong learning atmosphere 1. Carefully select training venues. Avoid the hustle and temptation of the city and conduct closed training. 2. Conduct "technical marketing" preaching to enhance students' active learning awareness. 3. Active classroom atmosphere, increase the interaction between the instructor and the students. 4. Case analysis to enhance the vividness and practicality of the lecture. Second, full exchanges, take people's long, make up for their own shorts 1. By focusing on the training machine, the agents will take turns to introduce experience and lessons. 2. Simulate actual combat scenes. The marketing department simulated the on-site customers and proposed various drilling problems. The agents proposed solutions based on the training content. Third, increase training content and strict training discipline. The course has more content and time, and the students have no energy and no time to consider other. For agent trainees who are absent or for other reasons, the marketing department will promptly notify the corresponding agent.

Second, sales training work management

The marketing department undertook all the organization of sales training, including the issuance of training notices, the convening of trainees, the selection of training venues, the arrangement of courses, the accommodation of personnel, the investigation of training effects, etc. The sales department gave great assistance to our work. Thank you very much. In the specific training process, we actively communicated with the trainees, met the reasonable demands of the agents and agents, and timely solved the problems in the training process.

Sales training management work requires special attention in the following aspects:

1, the choice of training location: 1) secluded place; 2) can check UnionPay card checkout.

2, hotel reservations: 1) need to notify the agent price when signing up; 2) registration agent personnel for a single, need a private room.

3, training fees: 1) Clearly inform the agent sales training for fee-based training, prevent all kinds of weird things from happening, and at the same time cause the agent to pay attention to ensure the training effect; 2) pay first, then training.

Third, sales training course design

Since the beginning of this year, the marketing department has completed the development and curriculum design of three training subjects such as “24kt oil-free system”, “screw air compressor station housing application” and “differentiated marketing”, especially “24kt oil-free system”. The design and implementation of the training course laid a good foundation for the promotion of the system.

In addition, the marketing department carefully designed the course for the two trainings of the company's internal sales staff, and worked out the implementation plan together with the company's engineering department, after-sales service department and sales department, and the training effect was good.

Fourth, the results of sales training work

According to the ace's scoring standard, the sales training work has a higher feedback score, as shown in the following table:

Serial number

Training topics

Training Location

Training score

Fixed machine internal training

Xiamen

Mobile internal training

Lijiang

South China agent sales training

Shenzhen

6.11

Huazhong agent sales training

Wuhan

6.23

Southwest agent sales training

Chongqing

6.63

North China agent sales training

Beijing

6.69

Northeast agent sales training

Shenyang

6.81

Northwest agent sales training

Xi'an

6.37

East China agent sales training

Wuxi

5.72

Table 4

From the above table, we can see that the scores are within the scope of ace silver requirements. The sales training scores in South China and East China are relatively low. The reason for the low score is that the above-mentioned regions are more developed in economy and the quality of agents is higher. The requirements are also higher.

Fourth, sales training work prospects

After one year of sales training, the marketing department deeply realized that it is difficult for the marketing department to do sales training work alone. The marketing department is very grateful to other departments and manufacturers and agents for their assistance in sales training. We believe in good communication. The careful planning and flexible response are important prerequisites for us to do sales training.

In the face of the company's high expectations and the sincere feedback from the trainees, as well as our own deep understanding, the marketing department will focus on the following issues in the sales training work next year, tirelessly and constantly improving, so that the sales training work can be further improved:

1. Training plan: plan early, communicate more, coordinate in time, avoid the phenomenon of “crash”.

2, training content: meticulous research, with exciting cases as the core, develop lively training courses; provide different levels of sales training for different levels of agents.

3. Training Management: The Shouli corporate culture of “Shouli is quality, Shouli is service” attracts and influences trainees, assists agents to establish a stable and efficient sales team; strengthens training organization discipline and implements training effects. Avoid the first-phase training, and the phenomenon of the participation of different agents in turn takes place.

In short, in the past year, the Marketing Department has faithfully fulfilled the duties of sales training, diligently, dedication, and effort. We believe that our sales and training work in the coming year will be better!

Summary of 2019 sales training work

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