Educating Outside Salespeople

Posted by: Rod Kurtz on February 21, 2007

To educate your company’s outside salespeople, start by putting yourself in their shoes. For example, understand what a retail clerk selling your product needs to know to help a customer. Be sure to provide all the necessary support materials. These can range from inexpensive fact sheets to videos that provide refresher training.

When a product is complicated, do on-site training with sales associates. Make sure you or a knowledgeable member of your staff is available to answer questions from sales associates, by telephone or e-mail.

Finally, get feedback from outside salespeople so that you can improve training as you introduce new products.

Ken Yancey
Washington, D.C.

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