Considering the scenario of Direct Sales Inc., see below, develop an orientation programme

Question

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 Manag

Answer 1

Orientation Programme Activities:

1. Introduction to Company Products and Services:
The first activity in the orientation programme should be an in-depth introduction to the company's products and services. This will help the new Sales Representatives understand the features, benefits, and competitive advantages of the products they will be selling. It is essential for the Sales Representatives to have a clear understanding of what they are selling in order to effectively communicate with potential customers and close sales.

2. Sales Techniques and Customer Service Training:
The second activity should focus on sales techniques and customer service training. This training will help the new Sales Representatives develop strong negotiation skills and learn how to convince customers to purchase company products. Customer service training is crucial for ensuring that customers have a positive experience with the company and that purchased products are delivered in a timely manner. This activity will also cover how to respond to customer inquiries regarding product pricing, availability, and features.

3. Territory Management and Sales Strategy Development:
The third activity should cover territory management and sales strategy development. This training will help the new Sales Representatives understand how to effectively canvass assigned territories, identify potential customers, and develop strategies to increase sales. They will also learn how to assist management in identifying viable marketing and pricing strategies to achieve sales quotas. This activity will emphasize the importance of setting up appointments with leads, attending industry events, and working collaboratively with team members to achieve sales goals.

Reasons for Inclusion:
- Introduction to Company Products and Services: This activity is crucial for ensuring that Sales Representatives have a solid understanding of the products they will be selling, which is essential for effective sales conversations and closing deals.
- Sales Techniques and Customer Service Training: This activity is important for equipping Sales Representatives with the skills needed to negotiate sales, provide exceptional customer service, and handle customer inquiries effectively.
- Territory Management and Sales Strategy Development: This activity will help Sales Representatives develop the strategies and tactics needed to effectively manage their territories, identify potential customers, and achieve sales goals. It is crucial for achieving sales quotas and driving revenue for the company.