Many companies are battling for survival in the light of the current economic downturn with competitors invading all their traditional markets with prices 10% lower. The importance of sales training has come to the fore and this is how one principle manufacturer has reacted. Alongside cost reductions they have reorganised the sales force and introduced a development system for the sales team, which is specifically a training program for their distributors. With this they have succeeded in reinforcing their market position once more and in binding their distribution trading partners more closely to the company.
The system contains the following points
Objectives of distributor training: Building up trust and motivation in the distributive trade The training is intended to make the distributors work more efficiently for the supplier. Questioning distributors has shown that the company has chosen the right route to its intended goal. All the trained distributors stated that their organisational skills had improved. 80% said that training had made them better at planning and selling. 50% were able to polish up their financial know-how.
Raising turnover Distributors who have a precise knowledge of their products and markets will also sell more. Those distributors partaking in the trial phase of System, increased their sales by 102%.
Methods and contents of distributor training
Who should be trained? Not all distribution partners are amenable and suited to a training program. The manufacturer selected participants according to the following criteria:
How great is the likelihood that the distribution partner will commit themselves fully to the company?
Does the distribution partner possess a sufficient financial base to be able to invest the necessary time and the appropriate personnel in the training course?
Does the trading partner have a stable organisational structure?
Is the trading partner’s home country economically and politically stable?
Does the trading partner hold out sufficient prospects of growth in their sales, market shares and margins?
What should the contents of training be? Product knowledge: Many managers believe that distributor training should above all be sales training. They forget that a strong awareness of goods is and remains the basis to successful selling! If a distributor proves himself incompetent in the customer’s eyes he cannot expect loyalty!
Selling technique: On this score the manufacturer transmits know-how in the fields of negotiating tactics, concluding techniques and general sales management.
Planning: Storage and transport costs for products are enormous. A sensible system of requirement planning [dictated by plant divisions for materials and operating supplies] will help to reduce costs here markedly. Where should training take place? This is a very complex question primarily confronting internationally active companies. Centralised training at the firm’s headquarters has the advantage that highly-specialised staff and all the products necessary for demonstration purposes are available there. Also if top management participate in the training this strengthens motivation.
Opposed to that as disadvantages are the substantial travel and accommodation expenses that usually have to be assumed by the company. An extra problem is that the distribution partners only make half-hearted use of the training as they infrequently get away from their everyday job.
The producer follows a double-track policy here. At the company head offices basic training courses take place lasting two to four days. 60% of the distributors’ available time is spent on theoretical teaching and 40% on the practical. Besides that, the company maintains regional training centres in Brazil, Japan, Australia, Malaysia and Spain, where the subjects of selling technique and planning are dealt with more intensively.
Who should give training? An internal staff unit is responsible for developing training concepts and contents as well as the management of training. The individual programs are carried out by external trainers. Trainers with practical sales experience are preferred. They are more convincing than pure theoreticians, have a feel for the market and bring in more ideas. To stop the signs of strain new trainers are repeatedly being utilized.
What methods of training? Methods are employed which stimulate the distributors to assume an active role: role-playing, video recordings, direct observation. What has proved to be inefficient and so has been rejected is boring ‘cramming’.
A comparison between ‘trained’ and ‘untrained’ distributors allows conclusions as to the success of training.
Monitoring results The company continually compares the sales results of trained and untrained distributors using the indicators: turnover per customer visit, market share, new products as share of turnover and lost order rate (share of orders that fail to be achieved).
To guarantee the success of training recognised defects are eliminated immediately and concrete proposals for improving training procedures are put into practice straight away.
Follow-up training It is not enough to invite a distribution partner to a training course once and then just to ‘cross him off’. That is why the manufacturer also offer their distributors the self-monitoring and training program Management Minded Supervision (MMS). MMS enables distributors to carry out their own sales training courses for their salespeople and to monitor their own results.
Cleveland, OH (PRWEB) April 21, 2011
SAI Global is pleased to announce a newly-released training schedulefor the remainder of 2011. Dates are available across the United States and Canada.
The new calendar is searchable, and can help individuals find training courses by industry, standard and location in seconds. SAI Global is committed to providing the most current and up to date training courses through a wide-range of innovative learning approaches and tool-based solution to help better understand, enhance business management systems and maximize business investment to achieve objectives.
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Different companies have unique needs and process levels. SAI Global courses cover all stages for each industry: understanding the standard, implementation of standard, and auditing. Interested individuals can find the right fit for their company requirements.
Furthermore, SAI Global announces a 15% discount of the base price for any training booked 60 days in advance of the start date. Contact the SAI Global training department and find out more!
Public training is a convenient, high value option that’s suitable to build individual capability for a smaller number of participants. SAI Global offers courses across the US, Canada and Mexico. Just search to find a convenient location and date!
In-House training provides cost effective and convenient answers for delivering training solutions for small to large groups at the company location. If a company has several employees that need training, the course can be privately conducted at any facility.
Some e-learning and technical skills on DVD/CD-ROM training courses are offered as well, but only for particular programs.
SAI Global helps organizations manage risk, achieve certification and drive improvement by providing training, registration audits, and supplier management programs that can improve business performance. With more than 800 auditors and 24,000 registrations worldwide, we are a global leader committed to exceptional customer service and advancing business excellence.
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SAI Global Trainingand Improvement Solutions specializes in offering a range of innovative learning approaches and tool-based solutions to enable both individuals and organizations to achieve key objectives.
For those of you who are interested in forex trading, you may want to start off by getting some good forex training. Forex training is a necessity for anyone with this interest. This is because a lot of money is involved in forex trading. If you don’t get some forex training, you are bound to lose a lot of money.
Some of you may not even know what forex trading is. If you don’t know this, you defiantly need some forex training. Forex stands for foreign exchange. Forex trading is basically the exchange of one countries currency for another countries currency. This is done simultaneously in hopes of gaining a profit.
You can get forex training from several different places. The first place you should get forex training from is online. There are many websites that offer free forex training. The forex training these websites offer is both reliable and accurate. The forex training on these websites often offers a free demo account to teach you how to trade without actually using any real money.
A second place to get Forex training is at your local college campus. Forex training courses at college are usually inexpensive and very thorough. The forex training courses offered should also include hands on experience with trading, to help you get the edge. You can also get some books on forex training or research forex training at your local library. The best place to get forex training is from someone who is already involved in forex trading. The forex training these individuals provide will be more realistic for you and give you different aspects of the forex trading game.
The forex training you get should first start with learning how the foreign trade market works. The trade market is always changing, so you need to understand it first. The second part of your forex training should be about risk control. You never want to invest more than you can afford. The right forex training should teach you how to cut your losses and have less risks of failure. Next, your forex training should teach you how to open and manage a forex trading account. But this should be done with a demo account. All forex training should be done this way first, before you try the real thing.
With all of this in mind, you should be able to find some good forex training. Learn the ropes of forex trading and take the time to learn it well. Be sure to try a demo forex trading account before you start a real account. With the right forex training, you will soon be on your way to a profitable way to supplement your income.