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Am a trainer....... rather Sales Trainer.....

The problem..

I want to scrutinize the areas where our employees lacking in order to sell the products. Though I am working with one of the Korean MNC with a very good brand recognition worldwide, still the immediate competitor is also having a very good penetration in the indian market.

I am too much concern about the retail level behavior of the sales people, and want to make them gain the competitive advantage through product knowledge and softskills.

Your INputs are requireed in..........................

I feel that a survey getting the insight of the sales people about the behavior, problems, knowledge would definitely help me to prepare the training modules, so I can exactly pin point the areas to be improved upon.

If any of you can suggest me the out line of such a survey, and give their valuable inputs..nad also the suggestion is required to irredicate the regioanl bias from such a survey.

we are having on an average 300-400 such retail level sales people across countries.


MEhul Yogi

From India, Pune
hey all !!!!!!!!!!!!!!!!

12 views and no body has still responded,

kindly provide me just a fair idea about the research design the how to go about for such kind of research work.

The Research process which i feel Ok for such is as follows: can anybody give their inputs or suggestion on that.

1. Research Objective

- To identify the awareness amongst the employees regarding the industry as a whole. eg. marklet share, market leaders(segment wise), launch of new products and comparative analysis of the product.

- To assese the vital percieved parameter for a successful closure of sales.

- To identify the percieved strength and weaknesses of the employees.

2. Research Methodology:

- Exploratory


3. Research Instrument:

- Open ended Questionnire with few close ended questions.

4. Sample Size

- 200 respondent

The major objective of the resaerch is to get insight of the problem, in other words to understand the problems in a detailed manner.

Egearly waiting for your inputs and suggestions.


Mehul Yogi

From India, Pune
There are two sides to this issue - the employee and the customer.

I think you need to do a "needs assessment" for both:

Why is the customer not responding to the salesperson? In this case a survey as to the presentation, demeanor, professionalism of the salesperson would be appropriate as a lead in to the real question - Why did you not place an order? Price, delivery, quality, salesperson, no prior experience with the company, color, shape, size, other.

Why is the salesperson not closing the sale? In this instance, a survey directed at Lack of motivation, lack of training (how to overcome objections, product familiarization, competition awareness (strengths/weaknesses), the art of negotiation, etc.

The employee survey should be sent to the employee's home so that it arrives on the evening before a day off.

Both surveys should contain a self addressed stamped envelope to make it easier for each party to respond. The envelope should be addressed to "Consultant" at an address other than the Company but convenient for you to retrieve.

Once you have analyzed the results from both the customers and the employees, you should have a good idea of how to define the sales training.



From United States,
Dear Paladin,
Thanks a lot for a valuable inputs.
The brand I am dealing with is so recognized, that if the lower order sales people can differntiate our product from the immediate competitior in an effective manner than my task is done.
Your comments are welcome.

From India, Pune
I agree with what Paladin says. I would like to suggest the following :
1) Ask your salesforce to do a SWOT of the product in question. Map this against the spiel given by your marketing division.
2) You can also ask them to give you answers as to what loopholes in your product are filled by competitors, and vice-versa.
3) Since your salesforce will work in specific areas, do an analysis of each area. (this should already be available for them to plan their monthly sales strategy)
4) Give your salesforce a written test on the product. If the answers are not good enough or convincing enough, then you know that training will be required.
Hope this helps!

From India, Mumbai
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