The four Ps for a new salesperson

Its been interesting hearing what comes out of my mouth as I train my replacement take my sales job. The most interesting to me are my explanations of the unseen part of the job and lessons I've learned. I've been trying to warn him that instinct is a part of the job that he will have to grow into. "Don't give too much information or you give a prospect an additional chance to object, but deciding what 'too much' is takes some experience", for example.

In preparation for training, I did come up with what I think is a useful meme for helping the new guy assimilate information about his new job..."the four Ps". Not the same four as us marketers use, but maybe you'll see a resemblance:

• Product: Things to learn about what you are selling and how to present them.
• Process: How to actually do the job, use software, follow procedures.
• Politics: How to interact with different people who depend on you, and who you depend.
• Place: Getting your new work environment prepared.

I've told him that the first P is the most important for him right now. Customers and reps will be depending on him as an information source, so he's got to learn the Product, or know where he can find detailed info on it.