Question 6 (6 marks)

Question

Considering the scenario of Direct Sales Inc., see below, develop an orientation programme with three (3) main activities. Explain the reasons for the inclusion of the three activities.
(3 x 2 = 6)

Direct Sales Inc. Scenario

Five newly appointed Sales Representatives have just received the following email.

Email Title - Welcome to Direct Sales Inc - See you at the orientation

Congratulations on your appointment at Direct Sales Inc.!

We are very happy to have you as part of the team. As stated during the interviews, we are looking to employ a driven direct sales representative to introduce company products to potential customers and close sales. The direct sales representative's responsibilities include researching competing products, identifying opportunities to increase sales, and assisting in the development and execution of sales and marketing plans. You should also be able to answer customers' questions regarding product pricing, availability, features, and benefits.

To be successful as a direct sales representative, you should demonstrate strong negotiation skills and convince customers to purchase company products. Ultimately, a top performing direct sales representative should achieve exceptional customer service and ensure that purchased products are delivered to customers in a timely manner.

To be a successful Direct Sales Representative, you have to achieve the following performance standards:
 Meeting or exceeding weekly, monthly, and yearly sales quotas.
 Canvassing assigned territories to present company products to potential customers.
 Assisting management in identifying viable marketing and pricing strategies.
 Demonstrating product features to customers.
 Contacting leads and setting up appointments to present company products.
 Completing order forms and submitting them for processing.
 Attending trade shows and other industry-related events.
 Preparing sales proposals for potential buyers.
 Completing regular sales reports specifying the number of sales made.
 Working in conjunction with you team-members.

Once again, welcome and see you at our formal orientation programme.

Thabo Pitso
Sales Manager

Answer 1

Orientation Programme for Direct Sales Inc.

Activity 1: Introduction to Company Culture and Values
Reason for Inclusion: It is crucial for new employees to understand the company culture and values right from the start. During this session, the Sales Manager or a senior team member can present the core values of Direct Sales Inc., including objectives, ethics, and the expected attitude towards teamwork and customer service. This helps align new employees with the company's mission and fosters a sense of belonging, which can increase job satisfaction and retention.

Activity 2: Sales Techniques Training
Reason for Inclusion: Since the role of a Sales Representative heavily relies on effective sales techniques, including negotiation and closing skills, a hands-on training session focused on proven sales methodologies will be beneficial. This could include role-playing scenarios, workshops, or guest speakers who are successful in direct sales. This activity equips the representatives with actionable skills and confidence to engage potential customers effectively, which is vital for achieving sales goals.

Activity 3: Product Knowledge and Competitor Analysis Session
Reason for Inclusion: Understanding the company’s products and how they stack up against competitors is essential for any sales role. A dedicated session focused on product features, benefits, and pricing will allow new representatives to answer customer queries confidently. This can also include training on market trends and competitive analysis to prepare them for addressing customer objections and making informed recommendations. Knowledge of products will enable representatives to create persuasive sales pitches and demonstrate credibility to potential customers.

By incorporating these three activities, Direct Sales Inc. ensures that new Sales Representatives are not only well-informed about the company and their role but also equipped with the necessary skills and knowledge to succeed in their positions.