The seminar method is a good example of how to vary the routine. One salesperson presents a problem with which he or she has been confronted. Others then attempt to solve that problem. The difficulty involved might be a tough prospect, an unusual selling situation, or a hidden objective.

Although he’s the last to realize it, the salesman himself might be the problem. Perhaps he’s not making enough calls. Or he may not be giving adequate service to old customers. Such weaknesses can often be discovered. Whatever the sales problem, profitable suggestions are usually forthcoming from those in attendance.

In addition, a seminar is refreshing because it is a departure from the ordinary.

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