Management Survey Management Sales Training Goals Sections 1-7 We are pleased to provide this management survey for you. It will help us determine your goals and needs. The survey has 7 parts. It is a summary of the areas you might like to address. However, we are prepared to discuss other areas that might not be addressed by the survey. There are check marks at the beginning of each statement.  Please check the significant areas you feel need immediate attention and are of the highest priority to you.  Our Advanced Sales Boot Camp™ is a well structure format and covers the sales process from beginning to end. However, there could be areas that you feel would be beneficial to place more emphasis on. We are happy to address these areas when we speak. Again, thank you for your interest, Brian K Doherty President PART 1: WHAT AREAS CONCERN YOU THE MOST? In other words, what gives you acid indigestion and needs attention first? If you had a magic wand what changes would you make? Mark all that apply. Building loyal customers (Stop the lose of quality customers) Getting more business from existing customers (Stop wearing blinders see the forest) Lead generation and follow up (prospecting with skill) Selling value not price (developing value) Better communication internally and externally PART 2: What sales skills or people skills would you like your sales force to develop. This section is important if we are to help you elevate your sales organization to the level of professionalism you desire. Please select the most significant items (in other words those areas needing immediate attention.) PART 2: Sales Skills You Would Like To See Improved Listen first to uncover needs Develop proper questioning technique Learn to relish objections and when to handle them How to turn needs into action Understand where they are in the sales process. (What part of the buying cycle?) Finding the key decision makers (identify the characteristics and role of each person involved) Research the customer and understand their market Know when to bring in the team Explain who we are and what we do in 30 seconds or less. Never leave a meeting without getting some kind of commitment Differentiate our value from the competition All of the Above PART 3: Organizational Skills Manage their territory with more efficiency Set clear objectives for their territory Set realistic objectives for each major account Clearly identify the major players at each account and their role in the sales process Accept responsibility Communicate better to management and to the customer All of the Above PART 4: Your Organization and Your Role You are, CEO, President, Owner You are VP Sales, National Sales Manager You are Sales Manager with Responsibility  for Supervision of Sales People You are Training Manager You are a Sales Person You are a Customer Service Manager You are a Technical Support Individual or Manager PART 5: What Industry Are You In? Machine Tool Manufacturing Special Machine Manufacturing Industrial Closed and Open Loop Controls Engineering Design and Consulting for Automation Consulting Distributor of Industrial Products Manufacture Rep. Organization PART 6: How Do You Go To Market? We Use Distributors We Sell Through Manufacture Rep. Firms We Sell Direct Business to Business We Use a Combination of All of the above Our Direct Sales People Are on Their Own We use a Team Approach in Most Sales situations We Have a Regional Sales Organization PART 7: How Large Is Your Sales Organization Including Sales Support Personal? 1-5 6-10 11-15 16-20 21-25 26-50 51-100 We apologise for the inconvenience but you must fill in the section below as the survey goes to a different group in our company. This page will automatically reset once you leave the web site Please include area code Your Name Please contact me at this number as soon as possible. Company Name Please contact  me via Email Send me to your Home page Send me back to the "Contact Us" page