How does Exxon Chemical approach training and development?
CINDY SHULMAN: We look for individuals who have a broad and deep background within our organization. Typically new salespeople at Exxon have experience in the industry or have technical sales backgrounds. The initial sales training during the first three years on the job provides solid sales fundamentals. These cover basic selling skills, negotiation skills, how to write an account plan, how to analyze a customer’s business and how to value our product. After the first three years, salespeople go to such advanced training as understanding new markets and helping clients reach their goals. Salespeople must be able to understand their customers’ needs in terms of where they want to go. They must figure out how to match up our capabilities with the customer’s needs and how to bring organization to the customer’s goals. There is also a soft side to doing business that requires very intuitive skills. Salespeople must understand what the customer really wants and be able to develop win/win s
Related Questions
- My School District Has Adopted The "Whole Language" Approach To Reading Development. What Are Its Views On Phonics Teaching?
- What is the basic philosophy and approach that RESULTS uses in Consulting, Training, Coaching, & Advising?
- What were the differences between the US and West Ham’s approach to training and Youth development?
