Field Sales Foundations

Overview/Description
 Many field sales representatives are set loose on their assigned territories armed only with a few sales tips and some information about the products and services they're selling. This course builds the foundation for a strategy that changes the customer's perception of the salesperson from a mere vendor to a consultant and true business resource. Field Sales Foundations introduces you to the basics of the field sales approach. You'll learn about its value and the importance of customer perceptions, premises for choosing the field sales approach, how it compares with a purely product-focused approach, and the planning, implementation, and closing steps for superior field sales performance. The course also gives you opportunities to apply field sales approach basics.

Target Audience
 Field sales representatives engaged in face-to-face selling to large numbers of accounts located in assigned territories

Expected Duration
3.5 hours

Lesson Objectives:

Understanding Your Customers

  • recognize the value of being perceived as a consultant.
  • match each indicator with the appropriate question to ask yourself to determine whether a new approach is needed.
  • analyze given scenarios to determine how the customer perceives the sales agent.

    • Why Choose the Field Sales Approach?

  • recognize the benefits of using the field sales approach.
  • analyze the use of the basic sales premises in a given scenario and recommend improvements.
  • apply the field sales approach in a given situation.

    • The Basics of the Field Sales Approach

  • recognize the reasons for using the steps of the field sales approach.
  • apply the three planning steps in a given scenario.
  • match the implementation steps of the field sales approach with their appropriate tasks.
  • match the closing steps of the field sales approach with their appropriate tasks.

    • Course Number: SALE0101