Ce Sales Call Gone Wrong A Need for camning? Background Eve Perplexed joined American Payment Register 18 months She was interested in working for a propese company with growth pemal American Payment Register appeared to be such a company. The company wil variety of computing systems Eve was led to sell computer gestem The force was the practice adaptive wine in which people and how prole for customer needs and respond to come wants. The orthod of selling has proven to be very succes for the complet, company credits in market portion from number five to be there in the last three years to station of adaptive selling and take for lity to build rong otomatis Current Situation Eve warning behind She had a major pro hled with a wellustified proped that wiped to both hot and her company. As the last to cancelleri wheel op of the day to that she could finish preparing her for this propet. This was not the time she had to pull week she can postment because the wall he would walk to make it to the dient firm before it doel She had failed to budget enough time into ber heile to allow her to fine appointed to the next Eve arrived at Handyman Haywelve unterlate. Luckily for Eve the wwer of Handyman, Irian Wrench, had been on an important conference call that man little longer than anticipated Birta washing to purchase a new rah register wytem that could hack his ey He was concerned about inventory los particularly in terms of pillere and the pot femployees inaccurately (both on purpose and other les Mine hoped to implementasystem that would allow his to trade sales better, while at the same time expedite the check out procent. Currently, he is using antique equipment that does not provide him with the ability to wachande er systematically trade Inventory and als Afer nieducing herself and her company. Evehdot busteShe went into a 3-mindelion explaining the cash regler system she believed would be appropriate for live What we excerpts from her merting with Brian Eve Although we sell several systems, Mr. Wench, I believe the Coch registers would be pood for you. They are relatively inexpensive, peovide a ne rapal systems for checking out customers, and are superior to what you have Brler As I mentioned earlier, I want a system that provides me with the ability to track inventory and total sales Does this site do that Eve No, it doesn't. We sell systems that can motor inventory, but they are more expensive. You presently have some type of system for tracking inventory, don't you? Brian Yes, but it is time comming and have always been concered about its to Eve We could provide you with an inventory tracking system. But in your case, it may not be worth the extra con Birsan P'd really be interested in a water that is quicker than my pement system and can track sales and inventory. I would like to begin wing for enden, rather than individually peeing each item Eve We carry the Cisco. This system would provide you with the ability to do these things. However, this system rum quite a bit more Brian Will this system allow me to motor sales bourly! Eve I believe it will. This is a fairly new system. It's an update of an earlier model. Some changes were made, and I'm not sure exactly what has been changed Brian: Can the system breakout les by department? five The older venion of this system could I am sure the new version can also. If you would like. Me Wrench, I can write you a proposal for installing the CR20. When I wash the proposal weet meet again to further discute C Questions 1. With regard to Eve, what les training needs can you sentify 2. If you were we's sales manager and you discovered that several of your salespeople had training needs timilar to those of Eve, what methods would you suggest for training the salesforce to prove in de 1 What are the effects of sales training on salesforce motivation and morale