sales training manual


Sales Leadership

Type: Training Manual

Task Description:

Individual Project – Sales Training Manual
Part of your responsibilities as a sales manager is to provide continual training, guidance and sales materials for your sales force. No matter how good your product or associated service is, it is your sales reps that can make or break your business. Therefore access to good sales material and training is essential. In this assignment you will be producing some of this material for your sales representatives and account managers.

One very important resource you can provide is a sales training guide, or manual, for your reps. It is critical that your salespeople know the key benefits and features of your products, the unique advantages of your product, how to sell your product, who their competitors are and which products are competing directly with yours (what are their strengths and weaknesses). This will provide a basis for preparation as a sales representative (in the Sales Interview), placing you are in a good position to pass on this knowledge to others.

The maximum length is 10 pages (excluding cover page and appendices).
As your reps are making money only when dealing with clients and closing deals they won’t want to spend a lot of time reading a complicated document. You therefore need to keep this manual as concise and hard hitting as possible without compromising the quality of information.

The sales training manual should be based on the same product your team will try to sell in the Sales Interview. Details of what should be included in the manual will be discussed in class and posted on Blackboard.

Criteria & Marking:

The assessment criteria for the Sales Training Manual will be based on:

Company Background – how well you can briefly convey the background, vision and values of the company; Value Proposition – how well are you able to communicate to your reps what is the value proposition they should understand; The Market – how well you communicate an understanding of the industry and the competitors; Customer Insights – how well you can provide an analysis of the target market and why or why not these customers would buy; The Product – your ability provide an overview of the product range, how these products tie in with target markets and how they compare with competitors’ products; The Sales Team – how well you can identify the reporting stucture and territory make-up for the reps; Selling Strategies – your ability to communicate the sales process and techniques the reps should use; Handling Objections – how well you are able to provide tips and techniques to handle clients’ objections and stalling attempts; Sales Material – the detail of, and rationale for, the marketing collateral available to the reps.


Our company name : SoHome

Our client : Company Profile:  Maine Design– a national chain of homeware stores

Maine Design” was founded in 2008 by a local entrepreneur Alastair Tombs. It was modelled on the UK homeware store Habitat ( and the Australian homeware store Freedom (  We now have 12 stores across the main centres on the east coast of Australia.  Our aim is to sell things that make your home YOUR home. What we sell is inspiration, great design and personality.  Our philosophy is to bring great design within the reach of everyone.  Design is not about making simple things expensive but making great things accessible. Good design is not only beautiful in its line and form but also practical in its ease of use – it is something that just works



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