How to Train a Good Salesman

Sales Training Proposal for Macy’s

Course：Advanced Professional Communication Instructor ： Dr. Charles H. Sides

Prepared by ：Hao Zu Yalong Hu

Tianxin Zhou Thribhuvan Kumar Parupalli

Huimin Shan

Gengbo ZhangHow to Train a Good Salesmen for Macy’s

Introduction

Macy’s• A chain of mid- to high-range department stores

• Founded in in New York City, 1858

• It’s flagship stands in Herald Square

• The company operates over 800 stores in the United States

How to Train a Good Salesmen for Macy’s

Introduction

Employees:

• nearly 78000 employees

• most of them are retail associatesProduct： • clothing footwear • bedding furniture• jewelry cosmetics• house ware

Service :• be famous for and highly speak of good service

• “At Macy’s, the customer is at the center of our thinking in

everything we do. ”


Introduction

• Macy’s current training programs:

Current training programs Human Resources

Store Management Credit Operations

Merchant - Buying/Planning Systems and Technology

Product Development Logistics Management

Finance/Accounting Human Resources • Shortcoming: not suitable for newly employed retail associates


Introduction

• Train basic sales skills • Train communication skill

A: Number of participants: 25

B: Location : Clark University in Worcester.

C: Duration: 3 Days

D: Result: participants will be able to

a ） evaluate the audiences for the message

b ） construct and execute

c ） be clear, concise and conversational


Training Needs Analysis

Two aspects of the research:• Internal factors• External factors



College High School

10 15

2) Education Background

More than 50 30-50 Less than 30

5 15 5

1) Age

Information of Macy’s Training staff


Internal factors:


• Only 2% of them have enough sale experience• 40% have professional business degree• Many of the experienced sales staff have already turned over and

retired.• Macy’s focus more on middle-age customers


-Internal factors

-Problems • lack of strong educational backgrounds • little experience of being a good retail associate ： no communication skill/emotional intelligence/ability to persuade


Sales Profits Increase Comparison

Macy’s 6.6%

Bloomingdale’s 7.5%

Harrods 6.2%


External Factors:

Training Objectives

• A Deeper Understanding of Customer Buying Behavior At the end of training , trainee should be able to hand out a

two page paper about different buying behaviors

• Ways to Shorten the Sales Cycle At the end of training , trainee should be able to accurately

illustrate a product’s feature and function within two minutes

• Knowledge of Social Styles At the end of training, trainee should be able to greet different

customers in at least three personal style


Training Objectives

• Improved Listening Skills At end of the training, trainee should be able to accurately

summarize the content about a random complain within two minutes

• Greater Self-Confidence At end of the training, trainee should be able to name at least five

strong points of themselves and elaborate one of them

• Building up a team spirit At end of the training, trainee should be able to work as a 5 people

group to present a product and give both positive and negative feedback about their co-workers


Training Benefits

— Short-term direct impact on business performance increasing sales profit ： 80/20 Rule

—Long-term improving the productivity levels reduce the employee turnover rate


Training Work Shop design

– Title of Training Programs:

Sales Rep Orientation Sales Rep Motivation Smart Selling


Course Code

Duration

Date (Every Month) Time Place

Student Cap

Still Open Instructor

SRO 8 hrsFirst & Third Mon

9 AM - 5 PM

Macy's Regional Office 25 -

Mark Brown

SRM16 hrs

Last week Mon/Tue

9 AM - 5 PM

Macy's Regional Office 25 - John Jose

SS16 hrs

Second week Mon/Tue

9 AM - 5 PM

Macy's Regional Office 25 -

Michael Roger

Training Schedule (Date & Time) Duration



T

-Trainer & Qualifications: Trainers:

Mark BrownJohn JoseMichael Roger

- Qualifications:20 plus years experience in trainingMBA Graduates from Top UniversitiesGood Sales ExperiencesBest reviews and track records.


Detailed Content listed below by CourseCourse: Sales Rep Orientation

- Pre requisites: Basic Knowledge of OrganizationDay1: Module one: Video welcome to the team message by the company CEO Module Two: Company organization chart

10 min Break Module Three: Overview of Products and Services Module Four: Product positioning and value propositions

Lunch Break Module Five: Brief tutorial on CRM system

10 min Break Module Six: Reporting and Pipeline Management

Evaluation


Training Methods:

Video based Training (CD/DVD) Online training (Remote over internet) E-learning – (Recorded versions) Instructor led Training in classroom

(Physical presence)


Schedule Breaks:

Training is of theory and practical demo sessions Eight hours of Training each day (9AM – 5PM)

Breaks:Lunch Break: 12:00 PM – 1:00 PMCoffee Breaks: 10:30 AM & 2:30 PM


Evaluation

• Knowledge Test• Sales Contest• Evaluation Feedback Form


Evaluation

Format of the Knowledge Test:• Single choice 1*20=20 20%• Multiply choice 2*10=20 20%• True or False 1*20=20 20%• Short Answer Essay 8* 5 =40 40%


Evaluation

Sales Contest Details:• Products: Different flavors of drinks from Coca-cola • Period: Three hours （ 1:00-4:00 pm ）• Location: Clark University • Potential Customers: Clark students, faculty and passersby• Evaluation standards: Total number of sold drinks （ profits ） Customer satisfaction feedback (questionnaire)


Training Evaluation Form

StronglyAgree

Agree Neutral DisagreeStronglyDisagree

1. The training met my expectations.

2. I will be able to apply the knowledge learned.

3. The training objectives for each topic were identified and followed.

4. The content was organized and easy to follow.

5. The materials distributed were pertinent and useful.

6. The trainer was knowledgeable.

7. The quality of instruction was good.

8. The trainer met the training objectives.

9. Class participation and interaction were encouraged.

10. Adequate time was provided for questions and discussion.


11. How do you rate the training overall?

Excellent Good Average Poor Very Poor

12. What aspects of the training can be improved?

13. Other comments

Training Evaluation Form


Resources

Resources List ：• Textbooks• Course Materials• Environment

Resources

Textbooks List:• Selling Skills• Customer care• Negotiation skills• Presentation skills• Time management• Booking appointment by telephone


Resources

• Sales profile form• Sales training videos• Sales training Articles• Sales training website• Sales training consultancy brochure


Course Materials ：

Resources

Environment ：• Classroom can contain 25 people• Media Service ： Microphone /projector• Food Court ： coffee /beverage/snacks• Free Wi-Fi


Thank You for Listening


Documents

How to Train a Good Salesman