6.1 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.

Question

(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
9

Provide references

Answer 1

Orientation Programme for Direct Sales Inc.

Activity 1: Introduction to Company Policies and Procedures
- This activity will involve an overview of Direct Sales Inc.'s policies and procedures, including the company's mission and values, code of conduct, sales process, and customer service standards.
- Reason for inclusion: Providing new Sales Representatives with information on company policies and procedures will help them understand the expectations and standards set by the organization, ensuring they align their actions with the company's values and goals.

Activity 2: Training on Products and Services
- This activity will focus on educating the new Sales Representatives about the various products and services offered by Direct Sales Inc. They will receive training on the features, benefits, and pricing of each product, as well as tips on how to effectively demonstrate and sell them to customers.
- Reason for inclusion: Having a good understanding of the products and services offered by the company is essential for Sales Representatives to effectively communicate with potential customers, address their queries, and ultimately close sales.

Activity 3: Role-Playing and Sales Skills Development
- This activity will involve interactive role-playing sessions where new Sales Representatives can practice their sales pitches, negotiation skills, and objection handling techniques. They will also receive feedback and coaching from experienced Sales Managers to help them improve their sales skills.
- Reason for inclusion: Role-playing and skills development activities are crucial for new Sales Representatives to gain practical experience and confidence in interacting with customers, overcoming objections, and closing deals. This will help them achieve the performance standards set by Direct Sales Inc.

References:
- Direct Sales Inc. Scenario
- Griffin, R. W., & Moorhead, G. (2014). Organizational Behavior: Managing People and Organizations. Cengage Learning.