Training materials such as manuals, visual aids, flip charts, programmes, learning books are most useful to sales people. Sales manual may be long or short depending upon the type of the products manufactured and sold by the company. The sales manuals usually contain product details, applications, manufacturing processes, prices, sales techniques etc. Some companies also have house journals that reports about the company programmes, new products, research activities, new polices, awards, promotions, etc.
In any firm where personal selling is critical for the sale of the product incentives to the sales people become very important. Incentive programmes most often used by the company include paid vacations within or outside the company, cash rewards, prizes, honour awards, merit certificates for excellent performance etc.
• Sales contests
• Awards and prizes
• Premiums (gifts)
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