The document provides guidance for non-sales persons on sales training. It outlines best practices for building relationships with customers through periodic visits, calls, and events. It also discusses following up on offers, sampling products, processing and delivering orders, collecting payments, gathering customer and market intelligence, and launching new products. The overall aim is to equip non-sales persons with the skills needed to perform sales functions.

1. Sales Training for Non-Sales
Persons
Mindtrain – Business Coach for
Growth and Expansion
Mindtrain, Business Coach
www.mindtrain.in - mobile 9940 111 463

2. Sales Training for Non-Sales Persons
Building Relationship with Customers
• Visit Customers Periodically
• Regular Con-Call
• Video Conferencing, whenever necessary.
• Have Contact Programs like Trade Fair, Seminars,
Launch-Meets etc.
• Note : Not only to build customers but also to
assess and update their ethical standards, in
terms of supplier payment, statutory obligations
etc.
Mindtrain, Business Coach
www.mindtrain.in - mobile 9940 111 463

3. Sales Training for Non-Sales Persons
Offer Follow-up
• Prompt reply by mail, letter, phone call (
followed by mail or letter).
• Follow-up for feedback.
• Start negotiation for price, terms and
conditions.
Mindtrain, Business Coach
www.mindtrain.in - mobile 9940 111 463

4. Sales Training for Non-Sales Persons
Sampling ( Mainly performance based Industrial
products).
• Appropriate quantity and quality of samples along
with spec sheets should be delivered on time.
• Within reasonable time, preferably a visit to the
customer site to follow up the results of the trial may
be necessary.
• Once approved, immediate action to be taken to
close the deal.
Mindtrain, Business Coach
www.mindtrain.in - mobile 9940 111 463

5. Sales Training for Non-Sales Persons
Order Processing, Dispatch and Delivery :
• Pending Payment clearance
• Order Acknowledgement, by mail or phone (along
with reminder for pending payment, if any).
• Preparation of accurate and proper documentation,
like Invoice, Waybill, Tax documents, Road
permits( wherever necessary).
• Confirmation of dispatch to the customer with
document copies, by courier.
Mindtrain, Business Coach
www.mindtrain.in - mobile 9940 111 463

6. Sales Training for Non-Sales Persons
Pending Payment Follow-up :
• Timely reminder before the due date
Phone call or visit if the payment is not
received within reasonable time.
Note : If you do not sell, you only lose the
profit; if you do not collect you lose capital
itself!!!
Mindtrain, Business Coach
www.mindtrain.in - mobile 9940 111 463

7. Sales Training for Non-Sales Persons
Customer and Market Intelligence
• Knowledge of the customer usage, quality
expectation, quantity of consumption, pattern
of the product usage.
• Knowledge of competitions product quality,
price, distribution pattern, product positioning
etc.
Note : Without the above info, no meaningful
sales strategy could be formulated.
Mindtrain, Business Coach
www.mindtrain.in - mobile 9940 111 463

8. Sales Training for Non-Sales Persons
New Product Launch
• Trial/ Demonstration for key customers
• Collaterals with product features, benefits,
test reports, testimonials of the early users
etc. should be prepared and nicely printed.
• Launch meet with sample distribution.
• Follow up for trial order from the customers
who took the samples and promised to try the
product.
Mindtrain, Business Coach
www.mindtrain.in - mobile 9940 111 463

9. THANK YOU
• Thanks to all the Participants – see you all at
the Full-day seminar on 1St May – Thursday
2012.
Mindtrain, Business Coach
www.mindtrain.in - mobile 9940 111 463