Darling Pumps, Indore has started a Monthly Newsletter. This issue focuses on training solutions for sales executives All your suggestions & ideas are welcome

1. Darling TODAY
Monthly newsletter | March 2012 | Issue No. 2
Key Takeaways
Understanding USP & Salient
features:
Selling a product or service is more of
selling their Unique Selling Propositions
Sales Training Programme – the value of the item. Before we sell a
single pumping solution, it is necessary
to understand the worth and usability.
Participants in the training program
were made to do a complete SWOT
No matter what business we are in, who our customers are, or what the size of (Strength, Weakness, Opportunity and
our business, the fact is that we need a solid sales training program. Whether the Threat) analysis on Darling Pumps. This
company is in health care, insurance, retail or any other area, without some sort helped in knowing how to measure the
of sales development training in place the business will founder. scope of the product or service we are
selling.
The sad truth is that it is not always the best company in the industry that
captures the largest market share. Often, the company that is able to best get the Working on company
word out about what the company has to offer is the one that captures the lion's objectives:
share of the business. Understanding the work procedures,
work culture, selling formulas and
Learning how to sell is an ongoing process. There are always new strategies and financial goals. The sales person is
new technologies that a sales team must learn in order to sell effectively. acquainted with the marketing
objectives and future plan of the
company. It is imperative that the
executive goes in the similar direction
as the company moves.

2. Product Application &
Clientele:
Knowledge is power and for sales
Learning how to sell is an ongoing process. There are always new executive, product & its application
strategies and new technologies that a sales team must learn in order to knowledge can mean more sales. It is
sell effectively. difficult to effectively sell to a customer
if we cannot show how a particular
product will address his needs.
This is why a concentrated and 1. Product Range of Darling Pumps Devising new selling
dedicated sales training program makes 2. Salient Features & product strategies:
so much sense, no matter how large or application of all Pumps.
small the company may be. The fact is 3. Selling Features & competitive Selling is a typical skill that needs to be
that sales skill training can make all the edge against other local nurtured in a regular fashion. Everyday
difference in the world, and such sales products in the market. new selling techniques are replacing
training can often mean the difference 4. Darling Pumps – SWOT Analysis old beliefs. You need to be updated
between success and failure in today's 5. Our competitors in the field with every latest strategy. Sales training
6. Application / Sector wise Programs at Darling help in learning the
competitive business environment.
latest strategies in place.
clientele
Getting relevant resources on high
With increasing sales targets, there is a 7. Pumps for industries
quality marketing tools, selling guides;
risk of employees compromising on our trainers are experts. They help
organizational business values and The program aims to increase the identifying the critical selling issues.
ethics. For an organization to succeed in effectiveness in the market of sales
personnel towards selling / promoting Comprehending market
the long run, it has to ensure that its
Darling products. behavior:
employees follow the business values it
stands for and training is an appropriate Skills and performance – Both are the Any sales person must know his/her
platform to drive home this message to crucial qualities a sales person must surrounding competitions. Market
the sales force. have. For a sales executive in Pump changes are volatile and can pose
industry, the demands are even more. several issues. Our quality sales training
Just a management degree in Marketing helps one to understand complicated
Understanding the importance &
or a year of industry experience is not market behavior. To cope up with
urgency of such kind of a sales training
enough. Rigorous training and effective market expectations and consumer
program, Darling Pumps has come up demands. Pricing, promotion, placing,
with a training program. The first batch sales coaching are needed.
and distribution – these factors are also
of training was attended by fresh important.
engineers of M/S Dronkar & Bros,
Indore Performance follows skill and skill Examples of typical market behavior,
follows the level of training program. case studies and real-time sales stories
The customized program was designed Therefore, sales training programs have also help in understanding practical
after countless discussions with our become inevitable for any sales person. issues.
Marketing executives & Mr. M K
Dronkar. Major inclusions of the training
program were as follows:

3. Identifying competition:
Every sales-driven company has to go
ahead of competitors. We show the
possible ways to identify future
competition. There are recent
techniques and technologies to apply.
Sales managers or sales heads can use
these tools effectively. Market research
is another important area every sales
person must concentrate on.
Comprehensive training fills in these
knowledge gaps.
Increases the efficiency and
productivity of a sales person
Helps in accessing the abilities of
I thank you very much for the idea to a sales person
conduct a presentation cum training Improves the organization’s ROI
program arranged by you on 15th
Sales training is an investment that will
February 2012 covering all products in
helps channel Partners remain
one day. All applicants were impressed &
sustainable and competitive in the long
appreciating the method of training, run. It also motivates the team and
gained product knowledge, selection, helps them to remain up-to-date with
application of products given by your respect to the company’s products,
market and competition.
team.
We invite all Channel partners for
participating in our sales personnel
The sequence given in the agenda is designed very nicely & is appreciated by our Training Program.
fresh engineers. I personally suggest that, these types of training programmes
should be conducted once in a year with all channel partners to motivate & boost
the marketing team.
Sincerely Yours
M. K. DRONKAR
Dronkar & Bros, Indore
Sales Team Feedback
We thank you for training us on our products. We will try our best in field to express Darling product & also provide timely feedback.
Naveen Soni
Thank you for the brilliantly planned training program.
Ankit Vijayvargiya
After this effective 1-Day training program, we have come to know the importance & uniqueness of the range of Darling Pumps. We
are now better equipped to represent Darling Pumps.
Abhishek Sharma
Hospitality was great; feeling good to be part of Darling Pumps. Training was fantastic & the trainers covered each & every part of
pump. Last but not the least, all employees of Darling Pumps were too cooperative. Special thanks to Team Darling
Sanket Jain

6. Dealer’s Corner
From the next edition we will be
MD’s Desk
having a separate column for our
channel partners. We invite
everyone to send relevant articles,
case studies, humor or any other
important information at the
We take training as an essential part of below mentioned email address.
our organization.
It not only updates our team in various Kindly pass the Newsletter along
aspects of organizational working, but and/or recommend to
associates/friends.
also provides an opportunity to build
upon the knowledge & skill they already If you have any questions, ideas or
have. suggestions, please do not hesitate
to contact us.
Class room without walls: In our latest initiative to exploit web media for
business, we plan to use online mediums such as Skype, Youtube & Webex tools
to reach sales executives on the move. The training modules will grant user
extendibility, accessibility, and suitability - Users can proceed through a training Contact us at
program at their own pace and at their own place. They can also access the dppl.editor@gmail.com
training at any time, receiving only as much as they need.
Reaching you in the comfort zone of your office.
Individual Goal progress & Tracking: We plan to equip executives with the proper
tools to develop an individual action plan for them to implement in the field. This
helps in maximizing their performance. Thus the effects are easy to measure in
terms of the actions and ability before and subsequently afterwards.
DARLING PUMPS over last so many years has grown richer in experience and
confidence. Each new problem accepted as an opportunity, far from growing
complacent after its noteworthy achievements, DARLING still continues to search
answers to your future needs, designing and manufacturing…
DARLING PUMPS PVT. LTD.
36-F,Sector B, Industrial Area
Sanwer Raod- 452015
INDORE (M.P)
Ph: 91-731-2720558,2721782
Fax: 91-73-2721136
www.darlingpumps.in