Using Joint Customer Visits To Train Sales People

Many sales training techniques can be used to develop sales skills but one of the most effective tools is still a joint client visit. To ensure your sales people a get maximum training benefit from this type of on the job sales training you must not go with them as their superior. Instead you must attend as their mentor, their developer and their friend. Using work-shadowing as a training tool depends largely on your behaviour for its success. Spearhead Training sales trainers provide the following recommendations on the subject of on the job training for sales people.

Accompany them regularly. Aim to go out with them for one to two days every six weeks. Only by doing this can you help the field salesperson.

You choose the visits. Ask the salesperson to give you a rough weekly schedule and choose interesting visits at short notice, otherwise you will be presented with unchallenging meetings. After all, you want to get to know the normal day’s work.

Prepare yourself and the field salesperson thoroughly. Discuss the customer’s current situation with the salesperson, the person you are both meeting, the reason for the visit and the aim of the meeting.

At the customer’s premises, do not play the boss. This begins as early as introductions otherwise the customer’s interest will be concentrated on the sales manager.

Boss is quiet – salesperson sells! Keep yourself in the background as much as possible during the visit so that you can really experience how your salesperson conducts them self in negotiations. Only by doing this can you later correct them during the de-briefing conversation.

Do not solve problems yourself. Do not allow yourself to be tempted to solve issues raised by the customer during the visit. If you are addressed directly by the customer, then diplomatically pass the issue back to the salesperson for them to come up with a solution.

No “Father Christmas” effect. Your salesperson keeps the 2% additional commission they negotiate! In this way they can strengthen their skills; it also relieves you of work because you train the customer to actually negotiate with your salesperson. Of course you settle with your salesperson in advance the discount that they can concede to the customer using the right negotiating tactics.

Suppress your need for prestige. Consider that every gain you make for your image is a loss of standing for your salesperson. You are providing sales training to them: do not let your ego get in the way of doing this.

Let your salesperson have the experience of success. Orders which are achieved during joint trips should always be recognised as achievements of the salesperson. The sales manager does the ground work, the sales person closes the gate.

Do not start the postmortem right away with a roadside conference. After the first sales meeting on the day of the trip only mention the positive side of this meeting.

Have a roadside conference with postmortem during sandwich break. Start this postmortem with praise to build up the salesperson, then move to technical criticism and finally to questions about what the salesperson would like to improve in the future: “How do you want to go about things in the future to optimise … ?”

Agree two goals at the end of the day. Close the day with a summary. Work through the main starting points for improvement jointly with the salesperson, agree at most two goals with them and set a date for this within a maximum of four weeks. In conclusion tell your field salesperson once again what you liked about their work.

Check up on improvement at the next field sales training meeting. Do this jointly with the salesperson. Praise any improvements and recognise their achievements.

Snoogle body pillow- Say goodbye to body aches during pregnancy.

During pregnancy women suffer from back pain and feel stiffness all over their body. A growing belly and inability to sleep on back make them feel uncomfortable in the bed which disturbs their sleep. Women during the period are advised to sleep on the side which puts pressure on hips, necks and other body parts resulting in body aches during the night. Using 4 to 5 pillows to support your various parts doesn’t help either as the pillows slip away in a few minutes. Sleepless nights can cause great damage to the health of a pregnant woman and at times can also affect the delivery of the baby. If you too are expecting a baby and are going trough sleepless nights due to pain then there’s an easy solution for you in a body pillow. Yes, the pillow can help you get a good night sleep and that too on-the-side position without any trouble. Moreover, you will feel cosy and comfy with it.

The popularity of body pillows as a maternity aid has led to the flooding of many different varieties of pillows for pregnant women in the market. There are pillows available in various shapes, sizes, brands and prices. Among such a broad range of pillows, Snoogle body pillow stands out as one of the best body pillow for prenatal women due to its high quality and ergonomic design. A Snoogle body pillow can greatly reduce the pain in the body and discomfort in the body allowing you to have proper sleep and rest and takes care of you in the entire maternity period.

The Snoogle pillow is manufactured by Leachlo, a reputed brand in maternity and child care accessories. The patented, pillow especially designed for would-be-moms promotes correct back alignment by providing much needed support to your back, neck and baby bump and significantly reduces many of the pregnancy aches thus allowing you to get a sound sleep.

Snoogle body pillow- product description and features

This C-shaped pillow is made of high quality polyester and comes with removable custom cover. It’s 60 x 24.8 x 7.2 inches in size and weighs around 5.6 pounds and can easily be put into your bed.

Some notable features that makes Snoogle pillow preferred by many expecting ladies are-

Adjusts to your body shape- The pillow will automatically adjust to your body, no matter in which stage of pregnancy you are and how big you have grown. It is made of soft polyester and cotton and is uniquely designed to follow the natural shape of your body from head to toe. And, being made of polyester it is a little firmer than traditional pillows and nicely supports your entire body.

Perfectly hygienic-? First, the material used in making these pillows are of high standards and free of any toxic and harmful materials that can have a negative effect on your health. Secondly, it comes with a removable cover which can be regularly and easily machine washed and dried to give you a clean bed every day.

Suitable for women of all sizes- This body pillow is designed in such a way so as to accommodate women of all sizes and height. So, whether you are tall or short, you will feel the same comfort and support from the pillow.

Perfect for reclining and resting- One of the great benefits of Snoogle pillow is that it also doubles up as a back rest and is an ultimate cushion for lower body support. You can easily fold it and recline on it while reading or watching T.V.

Post-pregnancy use- Unlike other body pillows which are only suitable till the delivery of baby, Snoogle can be used post-pregnancy as a breastfeeding support. You can comfortably sit using it as back-rest and breastfeed your baby.

Doesn’t get soggy- Use of high quality materials and patented design ensure that the pillows don’t get soggy for a long period and will remain firm through-out your pregnancy and much longer than that.

A few complaints-

Some of the women using Snoogle body pillows do complain that it is a little bulky than other body pillows but that’s understandable as to support your various parts and to align your neck, back, hips and abdomen, the pillow has to be big and hence a little more weight. And, anyways, 5.6 pounds is comfortable to carry around and use it wherever required. A few also find it a bit pricey when compared with other choices available in the market. However, when you compare its quality and benefits, it is really worth of every dollar spent on it.

So, get rid of those back pains. Have a sound and refreshing sleep. And stop juggling with 4-5 pillows in your bed. Get a snoogle body pillow and perfectly take care of your body. Happy Pregnancy!

How to choose a body Pillow?

Plentiful choices in the market make picking the right body pillow for you, a tricky task. Before you buy a body pillow, it is important to know what exactly is the perfect one for you. While there are no exact standards to judge a body pillow but there are a few considerations to be kept in mind while shopping. They are-

Hygienic- Cleanliness is of utmost import to a pregnant woman. Everything which she uses must be clean and free of dust. Therefore, one must pick a body pillow that can be cleaned regularly. So, you must choose a pillow with removable custom cover that can be machine washed and dried.

Right size and shape- Body pillows are available in variety of size and shapes. You must pick a pillow which suits your height. Similarly, C-shaped or U-shaped pillows that support back, belly and other parts are the right choice for you. It would be helpful if you could take a minute and understand which of your body parts have gained weight during pregnancy and require support while sleeping and then pick your choice.

Materials used- First, you need to ensure that the materials used in making the pillows are non-toxic and non-allergic to you. Second, it should make you feel cosy with it. And thirdly, it shouldn’t get soggy and remain firm for a long time. And, most importantly, seek advice from parents and doctors. You can also talk to your friends who have been recently pregnant. They may not help you choose the right pillow, which you have to do it in your own, but will surely pass on important tips in picking the best body pillow for yourself. Armed with their advice and considerations mentioned above, choosing a pillow that makes for sound sleep will be easy.

Total body pillow uses

A body pillow has become a must-have maternity aid for pregnant women for reducing body aches and getting sound sleep in the night. While there are many varieties of body pillows available, total body pillows score over them in its multiple uses. Here’s how-

Perfect for sleeping-on-side position- Prenatal women are advised by doctors to sleep on the side so that there is no pressure on the belly. When you sleep on the side with a grown belly, you need support in various body parts like neck, back, hips and legs etc., so that you don’t experience aches and maintain proper body alignment. A total body pillow provides adequate support to all your body parts resulting in refreshing sleep, everyday.

Recline and rest- While total body pillows are known for their use as sleeping aid among expecting ladies, it can also double-up as an excellent back rest. Just fold it and lay your back on it when you wish to read a book or watch T.V. It will provide good support to your lower back and neck and make you comfortable sitting for long hours.

Breastfeeding- if you thought that body pillows are to be put in a corner post pregnancy then think again! A total body pillow can also be used after pregnancy when the little one has arrived. You have to breastfeed your baby many times a day. During that time, just fold the pillow, take a comfortable position on it and feed your baby.

Above all, a total body pillow gives you a protective feel. With support to each body part and most importantly your baby bump, you feel reassured which lightens your mood. And, being in a happy mood is very important when you are expecting. So, use a total body pillow and enjoy its multiple uses.

Kathy Smith is a maternity specialist and a writer at Snoogle Pillow.

Promotion Strategies

The largest companies in world can demonstrate the best promotion strategies which are worth learning and following if one wishes to get success in the world trade and production. Two of such big companies which success could be defined as the best promotion strategies implementation are Coca Cola beverages Company and Pepsi Company.

Pepsi promotes its products by personal selling, advertising, and sales promotion. For advertising, and sales promotion it used printed and electronic media. Every newspaper and magazine carry Pepsi advertisements. Advertisement of Pepsi are eye catching and attractive. Through advertising it informs the consumer about new brands and flavours. Pepsi designs its sales promotion strategies and advertisement campaign focusing strictly on the target markets. Pepsi has been catching the trends of society. National songs by bands like Vital Signs, Awaaz, Junoon and Strings were the keys in their advertisement campaign. Sponsoring the pop industry and the cricketing team helped Pepsi hit right on target of their primary market which consists of teenagers.

The management of PEPSI uses both the skimming and penetration pricing strategy. The brands, which has price greater than Pepsi beverage is skimming pricing strategy, and brands having prices less than one can of Pepsi adopted penetration-pricing strategy. By adopting skimming they are earning more profit and by penetration they attract the customers and consolidating position in the market. They have to adopt both strategies because they are facing established competition in the market, e.g. In beginning the main competitors for Pepsi are Coca cola & RC, now their major competitor is Coca cola.

They Also Viewed A Great Extension To Gain More Revenue

There are many ways that you can subtly lead your customers toward sales. Some of these ways can be extremely helpful in making sure your customers make the decision to buy more products. Often, customers may visit your site with one product in mind. They may not be thinking of buying anything more than that one product, but if you use the right tools, you can guide them toward buying more, which will equal better sales for you.

Just what tools will do the best job of this? One of them that you should definitely consider is in the form of who viewed this also viewed. Just what does that mean? When a customer clicks on a product that interests them, they will see all of the details of that product of course. Then, below it, they will see information on similar products that were viewed by customers. In other words, whatever other customers also looked at after viewing the one product will show up and guide customers to them. Chances are, you have seen this in use on other sites. Chances are, you clicked on one of those other items. You may have even bought one of the other items. Being able to show customers other products and suggestions is a powerful way to gain sales.

How can you use this on your site? The Who Viewed this Also Viewed extension for your Magento website will do just what you want it to on your site. This extension will create thumbnail listings for additional products that were viewed by customers on the product details page. When you use this extension, you do not have to do any of the work yourself. It will automatically track customer views and then make the connections to provide recommendations to your customers. This way, you can just sit back and watch as more customers buy more items based on the recommendations.

Anytime you can take steps to get your customers to buy more items, you are taking a step toward gaining more revenue. In order to do this properly, you need to give your customers a reason to look at other items. If they look at one product and see other customers also looked at five more products, chances are they will take a look at those products as well and they will be more likely to buy them. You can boost your sales by making it easier for customers to see other products.

Best Practices Costco’s Approach To Hr

When employees are happy, they are your very best ambassadors.”- Jim Sinegal, CEO, Costco.

In 2008, Ethisphere named Sinegal to their list of the 100 Most Influential People in Business Ethics- he was ranked #37. The emphasis on employees at Costco is the key to the company’s success and ability to consistently provide a better shopping experience for its members. Jim Sinegal is the perfect example of how the tone at the top sets the tone for the entire company. Costco has developed a reputation as an employer of choice and has maintained a positive public image, all thanks to their brand ambassadors- their employees.

The Costco Way
There a many lessons learned when looking at the Costco story. Many executives once believed that it would be impossible to keep prices low if a company was paying employees high wages and paying for majority of the employee benefits package- Costco is proof that this isn’t always the case. Costco executives understand the impact and importance that good employees can have in an organization. In the Fast Company CEO Interview with Sinegal, they stated that:

“Wall Street grumbles that Costco cares more about its customers and employees than its shareholders; it pays workers an average of $17 an hour and covers 90% of health-insurance costs for both full-timers and part-timers. Yet revenues have grown by 70% in the past five years, and its stock has doubled.”

At Costco, there is a desire to always perform better. Perks such as higher wages, benefits and opportunity for growth allow Costco to attract a large pool of candidates that are of higher quality and are more committed to their job. In the Workforce article, “Welcome to the Club”, they reported that:

“In addition to offering some of the best wages and benefits in the retail industry, Costco rewards employees with bonuses and other incentives. It promotes from within, encourages workers to make suggestions and to air grievances and gives managers autonomy to experiment with their departments or stores to boost sales or shave expenses as they see fit.”

All About the Employees
Much of the emphasis on culture and values at Costco is attributed to the personal interests of Sinegal, their CEO. During the Fast Company interview, they asked Sinegal for his opinion on the rising gas prices- his response:

“Even employees who work at Costco- who make the type of wages that we pay- are being hit at the gas pump. We’re working very hard to schedule people from the same part of town so they can drive together. We’re encouraging van pools. We’re even testing 10-hour days, something we’ve never done in the past. If we can schedule some employees for four 10-hour days, that’s one day they don’t have to drive to work. They’ve got a 20% savings in their gas right there.”

His response to the question really shouldn’t be surprising- I think the shock factor is the fact that a CEO actually takes these types of external factors into consideration when planning for their business. These types of responses paint a clear picture of the culture at Costco. Costco focuses on putting their employees first, which has lead to low employee turnover rates. In the long run, this increased rate of retention has allowed Costco to save on labour costs while continuing to provide employees with significant wages and benefit packages.

When employees feel important and that there is value in the work that they do, it makes it harder to leave their current position and seek out new work. Front-line employees are the ones that interact with your company’s customers each day and are ultimately the ones that communicate the values and culture of your brand to the public. When employees are not passionate about their work or their brand, their attitudes have the ability to influence the customer’s shopping experience. Sinegal started out his retail career as a bagger, working through the ranks to VP Merchandising and Operations at FedMart- eventually co-founding Costco in 1983. Since he has worked in a variety of retail positions throughout his career, Sinegal understands the motivators and impact that every position has on the overall success of Costco.

Tech Crunch discusses the factors of success at Costco in the article “Integrating Ethics Into The Core Of Your Startups: Why And How”, stating that:

“The companys per-employee sales are considerably higher than those of key rivals such as Target and Wal-Mart; customer service at the stores is phenomenal and fast; and Costco continues to expand, both in number of warehouses and in products and services for business and consumer customers.”

The Costco story teaches us all a few lessons that can be applied to our on workplaces: think of the long-term impact of your actions, reduce employee turnover and at all times- let your employees know they matter.

Valuing Sales Recruitment Agencies

Within the recruitment industry sales recruitment agencies have found a niche that differentiates them from the more generic recruitment agencies. They are not seen as an agency simply interested in head hunting but rather aim to deliver solid candidates to a prospective employer is they new or experienced in the area of sales.

Headhunting firms will often submit applicants to any sort of job advertised within the business community or being sought through their database. Sales recruitment agencies on the other hand specialise in building a database of employers and potential employees who are looking for a sales related position only.

As such it is their intent to ensure that any candidate recommended for a sales role has firstly undergone an assessment test to ensure that they have the personality traits to meet the challenges of the competitive business to business sales environment. There is little point in training a candidate who, while keen to enter into sales, does not have the characteristics identified as being critical to succeed in a sales role.

While some sales jobs may require well trained, experienced sales staff with product specific knowledge others will provide opportunities to those wanting to enter the sales scene for the first time. Sales recruitment agencies offer training to guarantee both categories of candidate: an update on the more recent selling methods and any innovation in technology that might enhance sales for those who are experienced; a short but intensive and comprehensive sales training programme for those embarking upon a sales career.

Sales staff who are properly trained and assessed by a sales recruitment agency are found to have far greater success in a job interview scenario – they present as more confident, the employer knows that they have the right characteristics (as opposed to employing ad hoc on gut instinct) and are also trained in sales to a minimum level at least. Taking on board a candidate via a sales recruitment agency also means that they will receive on-going training during the initial employment period.

This instils greater confidence in the new sales recruit and keeps them on track in achieving their sales figures. As a first time job applicant without training it can be difficult to pass the benchmarks set by some sales industries. This can be addressed with good sales training. By listing through specialist sales recruitment agencies and undertaking their training courses you will feel more confident of achieving benchmark volume requirements and targets.

In many cases these training programs revisit basic knowledge about sales and selling products and services but as noted they also explore more advanced modern selling techniques which equip a candidate to succeed in a career in sales. Sales recruitment agencies definitely add value when recruiting sales staff.

A Brief History Of Ecommerce

Ecommerce was seen as a passing fad or gimmick when the pioneers of the process began. Certainly being tied to a computer screen to make a purchase you would need to wait for wouldn’t hold the interest of consumers. Yet inroads were made and sales were conducted.

One of the prevailing difficulties associated with early online transactions was the safety of personal financial information. As hackers gained access to non-encrypted data it was a rallying point for many ecommerce businesses. There had to be a better way to do online business.

The Debut of Encryption

Webopedia describes encryption this way, “The translation of data into a secret code. Encryption is the most effective way to achieve data security. To read an encrypted file, you must have access to a secret key or password that enables you to decrypt it.”

The keys to ecommerce were given back to online business when transactions became encrypted. The privacy of customer data allowed ecommerce to become a viable option for consumers once more.

Suddenly the world of cottage industry and extensions of brick and mortar stores began to flourish and entrepreneurs began to willingly dip their toe into the cyber frontier.

This was a new way of doing business in the cutting edge of intangibles. No longer did business owners absolutely need a sales staff, no longer was an outgoing personality required for business startup, no longer did business mean a storefront.

Business Without Borders

The possibilities expanded as more and more businesses began to recognize their business could be presented in a global fashion.

Business had been so associated with a town, region or district, but online business could be conducted without barriers or distinctions.

Ecommerce allowed the ‘every man’ an opportunity to explore the world of business. What had been seen as elite and unattainable was suddenly an archaic notion. Ecommerce thrived on a ‘no discrimination’ policy. Entrepreneurs of all ages, racial distinctions and economic levels began to find value in marketing to a worldwide clientele who cared more for the product than the arena of personal definition that often made brick and mortar business more difficult.

An Interesting Paradigm

A phenomenon that has taken place in many ecommerce stores is the advent of a growing percentage of online sales while brick and mortar store sales are either static or in a slight decline. This seems to indicate a change in the purchasing decisions and shopping patterns of consumers.

Perhaps in the future we will see more product fulfillment centers and fewer brick and mortar storefronts as ecommerce continues to gain steam as a premier shopping alternative.

processing and sales bought in obedience together with client

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Why Prospecting And Closing Are So Important

Most businesses do not have the luxury of an unending stream of customers eager to make a purchase. They need to work hard to find prospects and then work even harder to close the sale. Without performing these two duties, a business will fail. Such failure is likely to come quicker for an online business because it has no physical presence to rely upon for drawing customers.

In sales, prospecting comes before selling and involves locating qualified leads that might purchase the products or services a business sells. Though prospecting is not the most exciting component of selling, it is necessary. Without prospects, sales cannot reach the level required for business profitability. Prospecting is the beginning stage of relationship development that potentially leads to a sale.

The act of prospecting has received a bad reputation, mainly due to public misunderstanding regarding its nature and purpose. Even sales representatives can develop a jaded view of this task, viewing it as simply cold calling. This is inaccurate because qualifying sales leads, not closing a sale in a single call, is the goal. Prospecting is a chance for the business owner to introduce himself and the company. Not every person will initially want to develop a relationship with the business. However, with a bit of persistence, it is usually possible to get a foot into the door.

Good prospectors seek opportunities to develop connections with prospective customers. Those that are not so good are relentless and annoying, imposing themselves on a potential customer and being disrespectful. A customer is not dumb and can tell the difference. He or she is most likely to select the persistent, yet professional, prospector when deciding to purchase.

To be a successful closer, an online business owner must be prepared for objections. These can be everything from lacking funds to needing to check with a spouse before making a decision. Some prospects even attempt to deflect closing by rapid-firing questions designed to knock a businessperson off-balance. Knowing how to handle these situations diplomatically without relinquishing control is the key to successful closing.

When closing, certain techniques are used to gain agreement regarding the sale. By taking the appropriate actions, a salesperson can persuade a customer to make a commitment to purchase. Techniques featured in programs that focus on closing include offering a limited number of choices, allowing customers time to think, and ensuring that the product or service is affordable.

Production Volume Growth, Mpv Market Has Become Hot

The past two years, MPV market rapidly growth, has allowed many enterprises to the charm of this big cake irresistible. According to China Automotive Technology Research Center released data shows that the first half of this year, China produced a total of MPV 18.94 million units, year-on-year up 136.68 percent, sales MPV 16.23 million units, year-on-year increase of more than 100%, reached 101.47%. In the whole passenger car market, MPV become one of the fastest growth market segments.

The data also shows that sales in the first half of the top 10 MPV models had six types of independent brand car; accounted for half of the MPV market. Now, in the MPV own brands market, in addition to jianghuai refine, the grand hiace and so on models have also been won a place in the market.

MPV has across multiple-market segments.

It is can be seen that MPV market performance in the first half of this year continued the good momentum of 2009 growth, the rate of growth has been exceeded sedan and even more than rapidly increase SUV model (growth rate of 87.06 percent year on year), which has let entered MPV market independent brands enterprises, including BYD, etc. will impact the future of the market.

In fact, MPV product is not for a niche market,” Minister of Brilliance Duyuan Peng said in an interview, it is because the MPV product is a versatile car, so it may be in various market segments have their own audience. For instance, it can be used for commercial, public, private, or can be used for logistics, which is why the MPV market in the whole passenger car market growing fastest reason.

The traditional impression of MPV, people thinks that MPV is only one passenger car segment, but it is because of the particular product form and performance, you can let the audience throughout the various market segments, while the needs of their current base already large and still expanding. In the first half year grand hiace reached 70% or 80%.

In Europe, United States, Japan and South Korea these mature cars countries, MPV popularity is very high, its sales accounted for about 10%, most are oriented to domestic markets. For example, in Japan, MPV market share of about 30%; and in the United States, MPV and SUV accounted for 55% market share, every three people will have an MPV in the United States. While in China, the current MPV’s market share less than 5%, if calculated at 10% share, the domestic MPV market will reach millions scale. BYD is very optimistic about the future potential of this market, with 421 families in China increased; in the future MPV market will maintain rapid growth, BYD M6 at this time of listing, is to seize this opportunity.