About the programmes
This entertaining two-part programme uses true-to-life examples to brilliantly illustrate how easy it is to be busy without being productive
In Part 1, Valuing your customers, a 'Flash-Harry' salesman takes every opportunity to show off his expertise. He's all action - rushing from call to call, trying to satisfy customers' every whim. But it soon descends into chaos and, inevitably, he starts missing appointments.
In contrast, his colleague takes time to research customers and targets those that offer the greatest opportunity. Her approach means fewer calls, even fewer individual sales, but more long-term profit for her organisation.
In Part 2, Valuing yourself, 'Flash Harry' learns that by valuing himself and his time he will in turn be valued by customers as someone who can offer them specialist knowledge. He also realises that he has to manage his sales meetings and agendas. The truth eventually dawns that being trustworthy is more important and valuable than making a one-off sale.
The key outcomes
-Learn the textbook demonstrations of how to manage a sales territory and call schedule
-Excellent tuition for trainee salespeople and a valuable reminder to those who have 'seen it all'
