The unorganized salesperson series: Valuing your customer & Valuing yourself

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The aim
To conduct business in an organized, professional and profitable manner.

About the programs
In Part 1, Valuing your customers, a salesman takes every opportunity to show off his expertise. He's all action - rushing from call to call, trying to satisfy customers’ every whim. But it soon descends into chaos and inevitably he starts missing appointments.

In contrast, his colleague takes time to research customers and targets those that offer the greatest opportunity. Her approach means fewer calls, even fewer individual sales, but more long-term profit for her organization.

In Part 2, Valuing yourself, our salesman learns that by valuing himself and his time he will in turn be valued by customers as someone who can offer them specialist knowledge. He also realizes that he has to manage his sales meetings and agendas. The truth eventually dawns that being trustworthy is more important and valuable than making a one-off sale.


The benefits
-Entertaining true-to-life examples brilliantly illustrate how easy it is to be busy without being productive
-Textbook demonstrations of how to manage a sales territory and call schedule
-Excellent course for trainee salespeople and a valuable reminder to those who have ‘seen it all’

Related training issues:
Negotiating

Information:
A Video Arts production featuring Harry Enfield, Miranda Richardson, Art Malik and John Cleese. Release date: 1990