1. Recruiting

3. The recruitment process
Conducting job analysis
Preparing job description
Preparing the set of job qualifications
Personality traits
Qualification levels

4. Compensating sales personnel
Various compensation elements
Fixed element
Variable element (commission, bonus, etc.)
Fringe elements (paid holiday, sickness etc.)
Reimbursement element

5. Selection process Initial screening interviews Application forms Tests
Intelligence tests
Knowledge tests
Personality tests
Drug tests
In-depth interviews
Reference checks

6. Sales training
Initial sales training
Refresher training

7. Designing the sales training programme
Training objectives
Initial sales training
Refresher training
Contents of the sales training programme
Company knowledge
Product knowledge
Sales techniques and selling process
Interpersonal skills
Market and industry knowledge

8. Methods of group training
Lectures
Group discussions
Role playing
Video conferencing
CDs
Methods of individual training
On job training
Personal conference
Correspondence courses
Interactive video discs

9. Implementing sales training programme
location
home office
Field office
Regional office
Central training facility
Non company site (hotel, resort etc.)

10. Types of compensation plans
Straight salary plan
Straight commission plan
Combination of salary and incentive plan
Bonuses
Fringe benefits

11. Sales meetings
Sales meetings are important for communication and motivational purposes
Exchange of information and ideas
Occasions for management to stimulate the sales force to raise the performance standards

12. Evaluating sales performance
Quantitative performance standards
Quotas
Selling expense ratios
Net profit ratio
Territorial market share
Sales coverage index
Calls frequency / calls per day
Average cost per call

13. Qualitative performance standards
Job factors
Product knowledge
Understanding customer needs
Service
Personal factors
Punctuality
Attitude
Cooperation
Adaptability
Reliability