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This document discusses a sales training program evaluation for Joe at Chippewa Mowers. It provides questions and responses from group members on how Joe should evaluate the effectiveness of the training program. Some key points discussed are: 1. Joe should evaluate if salespeople can produce better presentations and proposals and easily use the new CRM software. 2. Approaches to consider include tracking performance metrics, observing salespeople, and getting feedback. 3. Ethical considerations involve making sure salespeople are aware of ethical situations they may face and distributing materials on ethics.

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Đức Anh Đoàn
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200 views10 pages

Quản trị bán hàng nhóm 1

This document discusses a sales training program evaluation for Joe at Chippewa Mowers. It provides questions and responses from group members on how Joe should evaluate the effectiveness of the training program. Some key points discussed are: 1. Joe should evaluate if salespeople can produce better presentations and proposals and easily use the new CRM software. 2. Approaches to consider include tracking performance metrics, observing salespeople, and getting feedback. 3. Ethical considerations involve making sure salespeople are aware of ethical situations they may face and distributing materials on ethics.

Uploaded by

Đức Anh Đoàn
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as PPTX, PDF, TXT or read online on Scribd
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SALES MANAGEMENT

GROUP 1:

1. NGUYEN THI CHAM


2. NGUYEN HOANG MINH
3. ĐOAN ĐUC ANH
4. VU PHUONG THAO
5. VU MINH VUONG

INSTRUCTORS: MUNISH SHALINI


CASELET 9.1: “JUSTIFYING THE COST OF A
FIRM’S SALES TRAINING”
QUESTIONS 1:
HOW SHOULD JOE EVALUATE WHETHER OR NOT HIS
SALES TRAINING WAS EFFECTIVE?

The work productivity as well Control working hours and


as the actual capacity of must have a clear-work
each employee to be able to plan, and understand the
divide the work properly psychology of employees
relevant to the strengths of as well as compensation
each person. policies.
Joe should evaluate by observing his sales people,
his training will effective if his sale people are able
to produce better – looking presentations and
project proposal to “keep up” with their competitors
and they can use the company's new CRM
software system easily.
I think his training will be effective They will more professional
because Firstly , using laptop is and the efficient will enhance if
more flexible salespeople can they can use the company’s new
bring it to meet the customers CRM software system easily.
they will have better- looking and
they can’t go to the company
because the Covid-19 so they
can work with their laptop.
QUESTIONS 2:
WHAT APPROACHES SHOULD JOE CONSIDER
WHEN EVALUATING THE EFFECTIVENESS OF
HIS TRAINING PROGRAMS? DISCUSS THE
MERITS OF EACH.

Chippewa Mowers already have salesperson whose have knowledges


about machines, that can be use to advisory the customers, the
owners, and the industrial accounts . But Joe salesperson have told
him they
need to “keep up" with their competitors who are able to produce better
looking presentations and project proposals. Beside that company’s
new CRM software system make Joe salesperson difficulties to work
with From all of that issues I suggest some solutions
• Training salesperson how to use CRM software system fluently, training how to
use some hot keys, features that necessary and often to use.
• From that his salesperson doesn’t need to spend too much time on their PCs.
• That will reduce significant time on it. It’ll help salesperson to have higher
performance, and their can spend more time to work outdoors, and it will help
them to take care off their accounts.

• Training salesperson how to create a better looking presentations and


project proposals by training them to use PowerPoint, Ai, Ps, and other design
tools.
• Some basic principles to design that attract the customers. It will reduce the
gaps with competitors and having a better looking presentations and project
proposals
QUESTIONS 3:
WHAT ETHICAL CONSIDERATIONS ARE INVOLVED WITH THIS DECISION?

- Joe recognized the problems his employees had when dealing with customers, he
organized training sessions and staff training.
 

- Ethics seminars/programmesA large number of organizations are opting to hold seminars for
marketing managers thatdeal with ethics problems

- The purpose of conducting ethics seminars is to make sales people eaware of ethical
problems they are likely toencounter in their dealing with the customer
 
- There can be different ways for developing ethicsseminars or programs such as
corporateconference discussion of ethical cases, in-houseconferences responsibilities .

- Ethical books and articles can also be distributed to salespeople to make them think on
ethical related issues. This will helpthem measure their own performance in ethical terms.
 
Thanks !

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