The main difference between the retail sales and B2B sales is in terms of the volume. B2B deals in large volumes of sales order and therefore, becomes important ingredient of sales strategy. Hence, while the basic competency and skills of the present sales staff is adequate, the new group from within the sales team would need to undergo 4 months training and development program. They would also be required to explore B2B market for 1 month to evaluate their requirements and how the company can meet them.
The in-house training by the external consultants and senior management staff would on the following modules would greatly enhance existing skills and provide them with wide scope of expanding their knowledge area:
B2B market is focused on bulk orders therefore sales executives must be skilled in knowing what the investment parameters are going to be so that the objections arising due to money, time and resources are already made clear before making their sales presentations. The training module would prepare the sales team to evaluate these parameters for its different business partners.
The encouraging and incentive driven work environment promotes retention of employees and gives the organization better leverage to compete with their rivals. The experienced and motivated workforce is conducive to higher degree of creative inputs and innovative approach. Commitment to work and loyalty towards employers is considerably increased when the employees are given opportunity to improve and improvise their professional skills and competencies through in-house training and development. Zapata-Cantu et al. have also asserted that professional growth and self improvement, through human resource development practices, greatly enhance organization’s advantage (Zapata-Cantu et al., 2007).
In the highly competitive environment of recessive economy, upgrading the skills of the existing sales executives would be the best option. Indeed, HR’s