Know-How Exchange : Career/Training

As has been pointed out, you haven't asked a question. However, I'll take a shot at pointing out what I think are some problems with your statements.

You say that pricing as a strategy and becoming a volume player is a path to suicide.

Somehow, I think the people at Wal-Mart will disagree with you.

Moreover, the decision to become a price and volume leader has nothing to do with sales training. Salespeople are the ones out in the field who make it happen. The strategy, though (that is, the decision to become a price and volume leader), is developed in the boardroom, not the water cooler where the salespeople hang out.

Finally, it's generally believed, I think, that in most industries there is room only for a handful of truly dominant companies. You can't have 10 or 20 or 30 "name brands" that people recognize right away. All others are second-tier. If you're a public company, your mission is to grow and become one of those dominant forces, not an "also ran." And sometimes growth comes with giving on pricing, not to mention that sometimes your survival relies on it.

Do you think the American car companies are giving $5,000 rebates AND 0% financing for 72 months because they're being the cheapest guy is part of their strategy? No, it's because the demand for automobiles has changed, and dropping prices is the key to moving inventory--and survival.

My $0.02. (And yes, I can't believe I wrote such a wordy post without there having been a question asked! AND I haven't even had coffee yet!)

Paul

Sales training may not be as effective as it could be, but I don't see so many great marketing companies either. There are some companies that do a terrific job of sales training, and there are others that aren't so good. In industries where Sales is the driving function, it's a good bet that the market leaders somehow train their people pretty well.

Similarly, in industries where Marketing drives the company, market leaders have probably developed good marketing practices and train their people pretty well.

I think your opinions are right in some cases and not-so-right in others. It's kind of Darwinian. The survivors are the ones who do the best in areas most critical to their success.

Now, what was the question?

In the present environment is critique the development of the emotional intelligence, the intuition, empathy, customer Relations, focus on the present customers, agility, empowerment, Service attitude, be genuine, gain confidence, believe in the products you sell and use them first.

Some articles related to the topic:

https://www.bai.org/bankingstrategies/2000-jan-feb/Overcoming/

https://www.bankinvestmentmktg.com/cgi-bin/tbc-cgi/bim-cgi/bimview-generic....

Bye,

Juan Carlos