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| == [[Technical Manual]] == | | == [[Technical Manual]] == |
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| == Sales Trainee Check List == | | == [[Sales Trainee Check List]] == |
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| '''Flashbay Trainee Check List'''
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| <span style="color:#0000FF"> '''Day 1''' </span>
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| '''Welcome'''
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| Meet Colleagues, Tour of Office<br />
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| Meet Directors (UK only)<br />
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| Introduction to Office policies: lunch, breaks, keys<br />
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| '''Administrative formalities'''
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| Employment Contract, Confidentiality Agreement<br />
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| Address, Contact Details, Bank Account details collected<br />
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| '''Introduction to Phone'''
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| Practise making, receiving, transferring demo calls.<br />
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| Show how to use buttons for company extensions directory<br />
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| '''Introduction to Zimbra'''
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| Login, Email compose, Spell check, Creating folders, Email signature, Sharing folders, Filters, Tags, Out of office message<br />
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| Setup A-Z Email Folder Organisation and follow-up organisation<br />
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| '''Introduction to Website'''
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| Product familiarisation (alongside real sample pack and accessories)<br />
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| Learn FAQs<br />
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| Tour of Online Customer Centre (tester@flashbay.com, password: tester)<br />
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| Introduction to Employee Centre on website<br />
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| '''Introduction to Sales Manual'''
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| Allow 2 hour for initial read (continual refresh required over 1st week)<br />
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| '''Stage by stage analysis of the Sales Cycle'''
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| '''Introduction to CRM Software - NetSuite'''
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| Understand Relationship between record types: Customer/Lead, Contact, Sales Order, Invoice, Virtual Proof<br />
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| How to see own customer/lead list<br />
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| List views, list editing, sorting by column header, sort using filters<br />
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| Creating customer, contact, sales order<br />
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| Procedure to send samples, sample allowance<br />
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| Understand how adding contact records enables user to login to Customer Centre<br />
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| '''Virtual Proofs, Branding Methods and Image Formats'''
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| What is virtual Proof and how to request<br />
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| Guide to Image formats. What is Resolution? How to check resolution? What is Vector file?<br />
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| Deep understanding of branding methods: screen printing, engraving, photo printing, embossing<br />
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| <span style="color:#0000FF"> '''Day 2''' </span>
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| '''Case Study: Replying to an example web lead with quote and virtual proof'''
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| Price list generator<br />
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| Understanding of Lead times<br />
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| Use of Auto text (pros and cons)<br />
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| Duplicate Checking<br />
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| Pricing strategies - price levels, reseller vs. final customer<br />
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| '''Introduction to Back End processes'''
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| What happens at the Factory, Shipment schedules, the Shipment and Order Status e-mail.<br />
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| '''Payment Terms , Credit Application, Payment Chasing'''
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| '''Introduction to Flashbay Sales Concepts'''
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| MDAR - enforced from week 2<br />
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| MPR - enforced from 2nd Month<br />
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| 15 minute web lead policy<br />
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| Every call followed by Email policy<br />
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| Understand Follow-up stages and frequency<br />
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| (Preparation: Trainer must arrange assignment of 9 month old web leads with James. Qty: 50 to 500 )<br />
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| <span style="color:#0000FF"> '''Day 3 to 5''' </span>
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| '''Real Work: Order generation from 9 month old web leads'''
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| Review lead history in NetSuite (e.g. price, virtual proof, sample, status)<br />
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| Devise Organisational procedure for campaign<br />
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| Gain experience of calling customers (web leads to be called individually)<br />
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| Gain experience of email wiring (all calls to be accompanied by email)<br />
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| '''Real Work: Prospecting and Cold Calling'''
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| Trainee to indentify 50 potential new prospects (via web search) to generate leads and orders<br />
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| Trainee should review sales manual article: How to be a better sales person.<br />
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| <span style="color:#0000FF"> '''Day 5''' </span>
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| '''Meeting with trainee and trainer, feedback and suggestions exchanged'''
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| <span style="color:#0000FF"> '''Week 2''' </span>
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| '''Start as a real sales person'''
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| Depending on the progress made during week one and on the outcome of the 'End of Week One meeting', the trainees' lead list may be supplemented by 'New Web Leads' from the Flashaby website
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| The special two-week trial period ends and there will be another End of Week Two meeting with the trainee. During this meeting general feedback will be given and suitability for the position will be evaluated.
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