Summary of 2019 sales training work

Summary of annual sales training work in XX


As the New Year's footstep approaches, the work of XX is coming to an end. At the beginning of XX, 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 Shouli Training Year" as a guide to action, carefully organized and actively coordinated. Through 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 of the sales staff of the agent has been greatly improved, and the "technical marketing" has been deeply rooted in the hearts of the people, initially realizing the transformation of "relationship" sales to "expert" 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

1

Fixed machine internal training

XX years.1.21—1.22

Xiamen

12

2

Mobile internal training

XX years. 3.20—3.21

Lijiang

9

3

South China agent sales training

XX.3.25—3.27

Shenzhen

twenty one

4

Huazhong agent sales training

XX.4.13—4.15

Wuhan

twenty one

5

Southwest agent sales training

XX.4.26—4.29

Chongqing

15

6

North China agent sales training

XX years 8.13 - 8.15

Beijing

twenty one

7

Northeast agent sales training

XX years.9.07-9.09

Shenyang

twenty one

8

Northwest agent sales training

XX years.10.13—10.15

Xi'an

twenty one

9

East China agent sales training

XX years.11.1-11.3

Wuxi

31

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

training content

lecturer

1

Utc, hs, Shouli company and its product introduction

Marketing department

2

Air compressor station design

Marketing department

3

Introduction of 24kt\sullube

Tch

4

Ssai product electrical and control system introduction

Engineering department

5

Operating environment and common fault analysis

Aftermarket department

6

Oil, air filter, oil filter, etc.

Donaldson

7

Post-processing introduction and selection

Parker

8

Shouli product features and differentiated marketing

Sales department

9

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 requests the minimum supply pressure of the air supply network to be 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:
> Sales work summary