quote:I would let a rep "choose a method" in which they most feel comfortable. For example:
Section 1) Selling by Industry: Add the top 10 vertical markets that apply to black and color and HV.
Section 2) Selling by financial justification: Create a section that shows how to sell based upon lowering TCO through equpipment upgrades, lease options, and the reduction of desktop printers.
Section 3) Selling by tactics: A section that shows how to sell by tactical approach, i.e. SPIN selling, carnegie, zigler, etc..
Section 4) Putting it to action: I would add an area that speaks to telemarketing through industry lists, hoovers, infoUSA, etc... all tied into getting ACTIVITY to generate measurable reults in prospecting and closing.
Section 5) The Perfect Day!
A simple template that shows what the structure of a productive day looks like i.e.: 8:30-10:00am the closing calls/visits (following up on deals closest toi the money) , 10:00am to 12:00noon, marketing/teleprosepcting calls (pipeline filling): then 1:00-3:00pm product demo's (inhouse or at customers); 4:00pm to 5:30pm paperwork. These are just random examples.
Then include a reference section at the end called "Important numbers / resources to know". This section would cover many of the industry related test labs (BLI, BertL, IA, etc.) as well as certian publciations for reference to give the rep a place to go for competitive answers, news, etc..
to give them the product knowledge that they would need to stay abreast of.
Foolow it all by industry buzz woirds and a general glosary of terms and that is the start to a great book and a great guide.
