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