SITHCCC003 - Sales Training: Observation Checklist and Client Needs

This document outlines a sales training program designed to improve salespeople's ability to address client needs effectively. It includes an observation checklist to assess salespeople's skills in areas such as understanding client needs, communication, and sales processes. The training program covers topics like effective communication techniques, practical evaluation methods, case studies, and interview skills. Peer review assessments are also incorporated to enhance the learning experience. The ultimate goal is to equip salespeople with the knowledge and skills necessary to build strong client relationships, address their needs, and ultimately drive business growth. Desklib provides a platform for students to access valuable resources like this document, including solved assignments and past papers.

ADDRESSING
CLIENT NEED
S A L E S P E R S O N

INTRODUCTION
The observation checklist is being performed on the sales group of people for
understanding their view on the development of client needs and also by
accessing the superior quality of services to the clients. The training will be
performed on 8/08/2018 in the training center where the observation will be
on the field staff and the sales department. The entire assessment of the
training program will be performed within the field effectively.

OBSERVATION FOR
SALESPEOPLE
• To understand the way of dealing with the client
• To understand the process of sales and marketing
• To understand the way of fulfilling the need of the customers
• To estimate the effective way that will help the salesperson in the
conversation with the client
• To develop the most effective and the essential working function within the
field

DURING THE PROCESS OF
DEALING WITH CLIENT
• Identification of the need of clients
• need to develop strong communication skill with the clients
• Share information with the client
• Need to have the transparency in the way of communication
• Solve all the queries of the client regarding the various facts
• Show all the necessary option to the clients for understanding their choice
and their needs

DURING THE PROCESS OF
UNDERSTANDING THE NEEDS OF A CLIENT
• Understand the feeling of the clients
• Observe the expression and the communication process of the client
• Figure out when to create pressure on the client
• Help the client in making an effective decision regarding the product or the
service
• Share the true information with the clients

TRAINING PROGRAM
• Teach the salesperson the way to communicate with the clients
• Provide the effective checklist facility to monitor the situation
• Provide practical evaluation for understanding the process of providing a
training program
• Provide the valuable case studies on the effective facts and the figure
regarding the delivery of quality service to the clients
• Way to conduct the interview and the gather of feedback is provided for the
participants
• The interview can be for 20 minutes to an extension of an hour or two
• Perform peer review assessment

CHECKLIST
• Improvement of communication skill
• Improvement of knowledge on the sales department
• Improvement of the knowledge on the area of customers choice and their
preference
• Providing effective training to the other people
• Performing peer review assessment in the training program
• Access the clients with valuable working function and the need for providing
training to the participants

CONCLUSION
• The training program is the most effective and the vital activity for the
salesperson
• It allows the salesperson to gain the attention of the clients and also
understand the most vital and the effective process to deal with the facts
• It also helps the participants to develop their knowledge in the various field
like gaining the confidence of the clients and also addressing their needs
• This is a highly effective process for the development of the business
concept and also the working function within the field for the various kind of
trainers