Inside' Training

Inside' Training

Inside' Training

The recruit should begin his period of training at the company's headquarters, where he should be taken through a carefully prepared programme of instruction designed to give him an understanding of how the company thinks and how it works. After a general discussion of the history of the company, its future aims should be explained. The salesman should then be taken through the various departments of the head office and introduced to the managerial and clerical staff whose activities will impinge upon his future work in the field. The systems by which customers' orders are processed and general enquiries are handled should be explained in detail in order that the newcomer may grasp fully the methods by which the sales and order sections operate. Similarly, within the accounts department, time should be set aside to demonstrate how the company's credit control system works, how goods are invoiced and statements are prepared. The methods adopted to ensure prompt payment, such as the provision of cash discounts, should also be discussed. Providing the tour has been properly organized, the recruit should now have a fair understanding of bow the office machine operates.

The next stage of training should take place in the factory where the goods be is required to sell are produced. He should be instructed in the nature of the raw materials and components upon which the production is based and be shown how the company's products are manufactured. Particular attention should be given to quality standards and the salesman should be initiated into the secrets of what constitutes a reject and why. He should be given every opportunity to discover the special features of the company's products and what distinguishes them in terms of quality, utility and value from those of competitors.

From production he should move on to the despatch depart-ment to learn bow customers' orders are progressed and processed, bow the goods are packed and finally shipped to their destination. The method of coding and documentation employed should be fully explained.

Having gained some insight into the nature of the merchandise be is required to sell, the salesman should now receive some instruction into the structure of the market, the types of outlets into which the company's products are sold and the nature and strength of the competition.

The final part of this introductory stage of training should embrace various routine procedures such as the preparation of sales reports, order forms and expense claims as well as those matters which relate to the salesman's welfare, including holidays, sickness benefits and pension scheme arrangements.

Depending upon the size of the organization, this basic introductory training may occupy one or two weeks. By the third week the salesman should be ready to commence his field training.

Examples - The Probability