fastrack training presentation
DESCRIPTION
Sales Training PresentationTRANSCRIPT
04/13/231
Fastrack TrainingFastrack Training
04/13/232
IntroductionIntroduction
The company and its position in the medical supply industry
You will learn about:
– The company and its direction– The industry– Aspects of the selling process– Making a presentation
04/13/233
Agenda Day OneAgenda Day One
Module
1 Welcome/Orientation Trainer8:30 Welcome
9:00 Orientation 2 Company Overview Trainer
9:30 - 10:30 3 Industry Overview Trainer
10:30 - 12:00 Lunch
12:00 - 1:30 4 Telemarketing Trainer
1:30 - 3:30 3:30 - 4:30 On your own
Wrap-Up Trainer4:30 - 5:00
04/13/234
Module 1:Module 1:WELCOME/ORIENTATIONWELCOME/ORIENTATION
OBJECTIVES:
– To welcome students to The Company.– To cover the basic orientation required for
new employees.– To welcome students to The Company.
04/13/235
Module 1:Module 1:WELCOME/ORIENTATIONWELCOME/ORIENTATION
ESTIMATED TIME OF PRESENTATION:– 1 hour
AGENDA:– Distribute materials for FASTRACK
– Review agenda and guidelines for FASTRACK
– Welcome and Introductions
– Distribute and discuss new employee paperwork and information
– Define the terms as used in this subject
04/13/236
Module 2:Module 2:COMPANY OVERVIEW & DIRECTIONCOMPANY OVERVIEW & DIRECTION
OBJECTIVES: – To inform each new employee about the
background of The Company so they can accurately and effectively represent the company to prospective clients.
– To build a sense of commitment within each new employee by demonstrating exactly how their contribution will allow the company to grow and prosper.
04/13/237
Module 2:Module 2:COMPANY OVERVIEW & DIRECTIONCOMPANY OVERVIEW & DIRECTION
PREREQUISITE MATERIALS:– None
ESTIMATED TIME TO COMPLETE:– 1 hour
AGENDA:– Company History, including:
– Corporate Structure
– Current Operation and Services
04/13/238
Module 2:Module 2:COMPANY OVERVIEW & DIRECTIONCOMPANY OVERVIEW & DIRECTION
Corporate DirectionCustomer ServiceBasic SystemsOrganization Charts -
– The Who’s Who of The CompanyThe Expectation of each Account
Executive’s Contribution
04/13/239
Module 3:Module 3:IndustryIndustryAN OVERVIEWAN OVERVIEW
OBJECTIVES: – To “briefly” inform each new Account Executive
about the history of the medical supply industry marketplace.
– To provide basic information which will allow each attendee to understand how we fit within this market.
PREREQUISITES & REFERENCE MATERIALS:
04/13/2310
Module 3:Module 3:IndustryIndustryAN OVERVIEWAN OVERVIEW
ESTIMATED TIME OF PRESENTATION:
AGENDA:– What’s important to our prospects and clients?
– What type companies sell medical supplies?
04/13/2311
Module 4:Module 4:TELEMARKETINGTELEMARKETING
ESTIMATED TIME TO COMPLETE:
– 3 hours 30 minutesAGENDA:
– Meet Telemarketing Team .– Overview of Telemarketing Team’s Call
Process,– Daily/Monthly Objectives, and Procedures.
04/13/2312
Module 4:Module 4:TELEMARKETINGTELEMARKETING
Sit in with Telemarketing Team and observe the process of telephone prospecting.
Perform telephone prospecting yourself with objective of obtaining your own leads.
MINIMUM OF 25 CALLS. (Telemarketing Team will provide prospect cards
for this initial effort. After that time, you will provide your own prospect list.)
04/13/2313
Agenda Day TwoAgenda Day Two
Module
5 AMS Products Trainer9:00 - 11:00
6 Competition Trainer11:00 - 12:00
Lunch12:00 - 1:30
7 Field Time Trainer with AE1:00 - 4:30
Wrap-Up Trainer4:30 - 5:00
04/13/2314
Module 5:Module 5: PRODUCTS & SERVICES PRODUCTS & SERVICES
OBJECTIVES:– To provide a complete overview of our “core
business” product lines.– Definition:–
PREREQUISITE MATERIALS:–
ESTIMATED TIME OF PRESENTATION:
04/13/2315
Module 5:Module 5:AMS PRODUCTS & SERVICESAMS PRODUCTS & SERVICES
GENERAL OVERVIEW:– As Account Executives, your mission is to
replace – We will address each service independently --
from the way we determine the cost and proposal to the complete sales order package and implementation schedule.
TARGET MARKET:– Small to medium size companies.
04/13/2316
Module 6:Module 6:COMPETITIONCOMPETITION
OBJECTIVES:
– To educate the Account Executives about the different types of competing companies
PREREQUISITE MATERIALS: ESTIMATED TIME TO COMPLETE:
– 1 hour GENERAL OVERVIEW:
04/13/2317
Module 7:Module 7:FIELD TRIPFIELD TRIP
OBJECTIVES: – To obtain exposure to cold call methods.
– To obtain exposure to sales appointments. PREREQUISITE MATERIALS:
– None. ESTIMATED TIME TO COMPLETE:
– 4 hours 30 minutes
04/13/2318
Module 7:Module 7:FIELD TRIPFIELD TRIP
AGENDA:– 12:00-4:30 PM Ride in the field with an experienced
Account Executive. See a minimum of two appointments. See a minimum of 15 cold calls. Write down a minimum of 40 business names to call.
Note: Each new AE will be assigned to ride with an experienced AE or manager
04/13/2319
Agenda Day ThreeAgenda Day Three
Module
8 Billing and Invoices Trainer
8:15 - 9:00 9 Warehouse and facility tour Trainer
9:00 - 10:30 10 Account Executive telemarketing Trainer
10:30-12:00 Lunch
12:00 - 1:30
11 Site Seller Trainer1:30 - 5:00
04/13/2320
Module 8:Module 8:BILLING INVOICEBILLING INVOICE
OBJECTIVES:
– To provide an intimate knowledge of The Company Billing Invoice, so Account Executives understand the benefits of the invoice and are able to convey these benefits to prospects. Also, to view the Billing Invoice as a product to be sold, as opposed to just a payment coupon.
04/13/2321
Module 8:Module 8:BILLING INVOICEBILLING INVOICE
PREREQUISITE MATERIALS:– None
ESTIMATED TIME TO COMPLETE:– 45 minutes
GENERAL OVERVIEW:
04/13/2322
Module 9:Module 9:TOUR OF WAREHOUSE AND TOUR OF WAREHOUSE AND FACILITIESFACILITIES OBJECTIVES:
– To give students a “first hand” look at warehouse functions and facility operations.
– To introduce students to key personnel in the warehouse and facilities
PREREQUISITES:– None
ESTIMATED TIME TO COMPLETE:– 1 hour
04/13/2323
Module 10:Module 10:ACCOUNT EXECUTIVE ACCOUNT EXECUTIVE TELEMARKETINGTELEMARKETING OBJECTIVES:
– To obtain leads through telemarketing. PREREQUISITE MATERIALS:
– Bring list of prospect names for telemarketing on your own.
ESTIMATED TIME TO COMPLETE:– 1 hour 30 minutes
AGENDA:– Perform telephone prospecting yourself with
objective of obtaining your own leads. MINIMUM OF 40 CALLS.
04/13/2324
Agenda Day FourAgenda Day Four
Module
12 Order Entry Process Trainer1:00 - 2:00
13 Weekly Plan Trainer2:00-3:30
14 Field Trip Trainer3:30 - 4:30Wrap-Up Trainer
4:30 - 5:00
04/13/2325
Module 11:Module 11:FIRST APPOINTMENT PRESENTATIONFIRST APPOINTMENT PRESENTATION“THE SITE SELLER”“THE SITE SELLER”
OBJECTIVES:– To teach each Account Executive the specific
presentation contained within the Site Seller.
– To equip each Account Executive to effectively conduct a complete, professional, effective first appointment.
04/13/2326
Module 11:Module 11:FIRST APPOINTMENT PRESENTATIONFIRST APPOINTMENT PRESENTATION“THE SITE SELLER”“THE SITE SELLER”
PREREQUISITES:– Review a copy of the Site Seller
AGENDA:– Site Seller Training (including multiple role-plays)
04/13/2327
Module 12:Module 12:ORDER PROCESS & CONTRACT ORDER PROCESS & CONTRACT ADMINISTRATIONADMINISTRATION
OBJECTIVES: – To educate the Account Executives on the proper
method of completing a contract package in a way that promotes solid, error free orders.
PREREQUISITE MATERIALS:– None
ESTIMATED TIME TO COMPLETE:– 1 hour 30 minutes
04/13/2328
Module 12:Module 12:ORDER PROCESS & CONTRACT ORDER PROCESS & CONTRACT ADMINISTRATIONADMINISTRATIONGENERAL OVERVIEW:
– Whenever someone begins working for an organization, especially in a sales capacity, the process of learning to properly complete all the necessary contract and order forms is usually difficult and quite often burdensome. At The Company, we have tried to make it simple: we keep the number of forms at the absolute minimum level needed to operate, and expect the few forms that are required to be properly completed every time. After attending this class, everyone will have the ability to properly complete each and every form associated with the order process.
04/13/2329
Module 13:Module 13:WEEKLY PLANWEEKLY PLAN
OBJECTIVES: – To organize work week and maintain consistent sales
production. PREREQUISITE MATERIALS:
– None ESTIMATED TIME TO COMPLETE:
– 30 minutes AGENDA:
– Review guidelines– Set Monday through Friday work schedule
04/13/2330
Module 14:Module 14:FIELD DAYFIELD DAY
OBJECTIVES: – To perform cold calls.
– To obtain exposure to sales appointments.
– To conduct an initial visit appointment of your own. PREREQUISITE MATERIALS:
– Set an appointment for an initial visit. ESTIMATED TIME TO COMPLETE:
– 5 hours
04/13/2331
Module 14:Module 14:FIELD DAYFIELD DAY AGENDA:
– 10:30 AM-3:30 PM Ride in the field with an experienced Account Executive.
– See a minimum of one appointment and one proposal set by Senior AE.
– Perform a minimum of one appointment of your own.
– Perform a minimum of 15 cold calls.– Write down a minimum of 40 business names to
call. Note: Each new AE will be assigned to ride with an
experienced AE.
04/13/2332
Module 15:Module 15:THE PROPOSAL PRESENTATIONTHE PROPOSAL PRESENTATION
OBJECTIVES:– To teach each Account Executives how to effectively
and professionally present a final proposal.
– To create one proposal and role play to reinforce the proposal.
PREREQUISITES:– To complete the proposal preparation
– To complete one proposal which can be used during the role play.
04/13/2333
Module 15:Module 15:THE PROPOSAL PRESENTATIONTHE PROPOSAL PRESENTATION
ESTIMATED TIME OF PRESENTATION:– 3 hours 30 minutes
AGENDA:– Complete Explanation of the Proposal Document
(including role-play)– Proposal Preparation (Overview)– Setting the stage for the proposal– Presenting the proposal– Closing– Overcoming Objectives
04/13/2334
Module 15:Module 15:THE PROPOSAL PRESENTATIONTHE PROPOSAL PRESENTATION
SETTING THE STAGE FOR THE PROPOSAL– Reintroduce yourself to the prospect – Tell the prospect what you intend to do at the
proposal – Review the critical points covered at the first
meeting – Approach the proposal with confidence,
assertiveness and directness
04/13/2335
Module 16:Module 16:RECAP & PLANSRECAP & PLANS
OBJECTIVES:– Recap the events of the week.– Prepare plans for Week 2.
PREREQUISITES:– Complete Module 13: Weekly Plan
ESTIMATED TIME TO COMPLETE:– 1 hour 30 minutes
AGENDA:– Review events of the week– Answer any outstanding questions– Prepare/present plan for Week 2