darling pumps, newsletter, march 2012
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Darling TODAY Monthly newsletter | March 2012 | Issue No. 2
Sales Training Programme
No matter what business we are in, who our customers are, or what the size of our business, the fact is that we need a solid sales training program. Whether the company is in health care, insurance, retail or any other area, without some sort of sales development training in place the business will founder.
The sad truth is that it is not always the best company in the industry that captures the largest market share. Often, the company that is able to best get the word out about what the company has to offer is the one that captures the lion's share of the business.
Learning how to sell is an ongoing process. There are always new strategies and new technologies that a sales team must learn in order to sell effectively.
Key Takeaways
Understanding USP & Salient features:
Selling a product or service is more of selling their Unique Selling Propositions – the value of the item. Before we sell a single pumping solution, it is necessary to understand the worth and usability. Participants in the training program were made to do a complete SWOT (Strength, Weakness, Opportunity and Threat) analysis on Darling Pumps. This helped in knowing how to measure the scope of the product or service we are selling.
Working on company objectives:
Understanding the work procedures,
work culture, selling formulas and
financial goals. The sales person is
acquainted with the marketing
objectives and future plan of the
company. It is imperative that the
executive goes in the similar direction
as the company moves.
Learning how to sell is an ongoing process. There are always new strategies and new technologies that a sales team must learn in order to sell effectively.
Product Application & Clientele:
Knowledge is power and for sales
executive, product & its application
knowledge can mean more sales. It is
difficult to effectively sell to a customer
if we cannot show how a particular
product will address his needs.
Devising new selling strategies:
Selling is a typical skill that needs to be
nurtured in a regular fashion. Everyday
new selling techniques are replacing
old beliefs. You need to be updated
with every latest strategy. Sales training
Programs at Darling help in learning the
latest strategies in place.
Getting relevant resources on high
quality marketing tools, selling guides;
our trainers are experts. They help
identifying the critical selling issues.
Comprehending market behavior:
Any sales person must know his/her
surrounding competitions. Market
changes are volatile and can pose
several issues. Our quality sales training
helps one to understand complicated
market behavior. To cope up with
market expectations and consumer
demands. Pricing, promotion, placing,
and distribution – these factors are also
important.
Examples of typical market behavior,
case studies and real-time sales stories
also help in understanding practical
issues.
This is why a concentrated and dedicated sales training program makes so much sense, no matter how large or small the company may be. The fact is that sales skill training can make all the difference in the world, and such sales training can often mean the difference between success and failure in today's competitive business environment.
With increasing sales targets, there is a
risk of employees compromising on
organizational business values and
ethics. For an organization to succeed in
the long run, it has to ensure that its
employees follow the business values it
stands for and training is an appropriate
platform to drive home this message to
the sales force.
Understanding the importance & urgency of such kind of a sales training program, Darling Pumps has come up with a training program. The first batch of training was attended by fresh engineers of M/S Dronkar & Bros, Indore The customized program was designed after countless discussions with our Marketing executives & Mr. M K Dronkar. Major inclusions of the training program were as follows:
1. Product Range of Darling Pumps 2. Salient Features & product
application of all Pumps. 3. Selling Features & competitive
edge against other local products in the market.
4. Darling Pumps – SWOT Analysis 5. Our competitors in the field 6. Application / Sector wise
clientele 7. Pumps for industries
The program aims to increase the effectiveness in the market of sales personnel towards selling / promoting Darling products.
Skills and performance – Both are the crucial qualities a sales person must have. For a sales executive in Pump industry, the demands are even more. Just a management degree in Marketing or a year of industry experience is not enough. Rigorous training and effective sales coaching are needed.
Performance follows skill and skill follows the level of training program. Therefore, sales training programs have become inevitable for any sales person.
Identifying competition:
Every sales-driven company has to go
ahead of competitors. We show the
possible ways to identify future
competition. There are recent
techniques and technologies to apply.
Sales managers or sales heads can use
these tools effectively. Market research
is another important area every sales
person must concentrate on.
Comprehensive training fills in these
knowledge gaps.
Increases the efficiency and
productivity of a sales person
Helps in accessing the abilities of
a sales person
Improves the organization’s ROI
Sales training is an investment that will
helps channel Partners remain
sustainable and competitive in the long
run. It also motivates the team and
helps them to remain up-to-date with
respect to the company’s products,
market and competition.
We invite all Channel partners for
participating in our sales personnel
Training Program.
I thank you very much for the idea to
conduct a presentation cum training
program arranged by you on 15th
February 2012 covering all products in
one day. All applicants were impressed &
appreciating the method of training,
gained product knowledge, selection,
application of products given by your
team.
We thank you for training us on our products. We will try our best in field to express Darling product & also provide timely feedback.
Naveen Soni
Thank you for the brilliantly planned training program.
Ankit Vijayvargiya
After this effective 1-Day training program, we have come to know the importance & uniqueness of the range of Darling Pumps. We
are now better equipped to represent Darling Pumps.
Abhishek Sharma
Hospitality was great; feeling good to be part of Darling Pumps. Training was fantastic & the trainers covered each & every part of
pump. Last but not the least, all employees of Darling Pumps were too cooperative. Special thanks to Team Darling
Sanket Jain
The sequence given in the agenda is designed very nicely & is appreciated by our
fresh engineers. I personally suggest that, these types of training programmes
should be conducted once in a year with all channel partners to motivate & boost
the marketing team.
Sincerely Yours
M. K. DRONKAR
Dronkar & Bros, Indore
Sales Team Feedback
We take training as an essential part of
our organization.
It not only updates our team in various
aspects of organizational working, but
also provides an opportunity to build
upon the knowledge & skill they already
have.
Class room without walls: In our latest initiative to exploit web media for
business, we plan to use online mediums such as Skype, Youtube & Webex tools
to reach sales executives on the move. The training modules will grant user
extendibility, accessibility, and suitability - Users can proceed through a training
program at their own pace and at their own place. They can also access the
training at any time, receiving only as much as they need.
Reaching you in the comfort zone of your office.
Individual Goal progress & Tracking: We plan to equip executives with the proper
tools to develop an individual action plan for them to implement in the field. This
helps in maximizing their performance. Thus the effects are easy to measure in
terms of the actions and ability before and subsequently afterwards.
DARLING PUMPS over last so many years has grown richer in experience and
confidence. Each new problem accepted as an opportunity, far from growing
complacent after its noteworthy achievements, DARLING still continues to search
answers to your future needs, designing and manufacturing…
Dealer’s Corner From the next edition we will be having a separate column for our channel partners. We invite everyone to send relevant articles, case studies, humor or any other important information at the below mentioned email address. Kindly pass the Newsletter along and/or recommend to associates/friends. If you have any questions, ideas or suggestions, please do not hesitate to contact us.
Contact us at dppl.editor@gmail.com
DARLING PUMPS PVT. LTD.
36-F,Sector B, Industrial Area Sanwer Raod- 452015
INDORE (M.P) Ph: 91-731-2720558,2721782
Fax: 91-73-2721136 www.darlingpumps.in
MD’s Desk
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