• 1. What must a sales person be, have, know or learn to be effective in sales?
• 2. Difference between sales and marketing functions; sales vs sales management
• presentable; pleasing personality; approachable
• communications: spoken, written English and Tagalog; negotiation; good listener; presentation skills; computer literacy/savvy
• ethics
• training: product knowledge: equipment, services, photographers’ skills and expertise; sales, presentation skills
• job description
• familiarization with company (people, facilities, policies, organization structure, presentation/sales kits (images, spiel/script)
• clients: know clients and their requirements; who? territorial assignments
• pricing
• competitors
• performance
• employment contracts

training: when?

• as soon as hired
• continuing training
• periodic

lack of training

• not productive
• short of knowledge
• lack of confidence
• wrong information
• not professional
• train, keep
• train, lose
• not train, keep
• not train, lose XX

Why do clients get Adphoto?

• quality of work
• support service
• good food
• Lucas
• fast delivery
• high tech
• good reputation
• facilities
• we go to them

what do we need to train: (materials)

• portfolios
• list of equipment and usage
• photographers’ profiles
• list of clients
• pricing guidelines / rate sheets / stock photos / equipment rental / studio rentals
• company policies
• sales policies
• job descriptions
• reports / forms / analysis: billing (per qtr, per client, per …), collection, cost estimate, job, sched, delivery receipt. frequency, volume, value.
• workflow
• corporate profile
• services
• supplies
• performance evaluation
• advertising and promo materials
• employment contracts

Action:

• 1. prepare a training manual
• 2. prepare a training program
• 3. update old employees’ employment contracts, job description
• 4. look for someone to handle sales training