360° WATERSPORTS THAILAND

SALES ACADEMY

Store + Trade · Practical microlearning

WELCOME

The 360 sales standard

A short practical course for store and trade teams. Complete the three modules, review the scenarios and pass the final knowledge check.

THE RULE: Listen first · Keep FABs relevant · Make the next step clear.
  1. MAKE CONTACT — Open naturally.
  2. UNDERSTAND — Ask, listen and identify priorities.
  3. MATCH — Recommend the most suitable solution.
  4. CONFIRM — Check fit, details and agreement.
  5. COMPLETE — Finish the sale or place the agreed order.
  6. FOLLOW THROUGH — Keep promises and support the next purchase.
MODULE 1

Store sales

Make contact naturally, understand the customer and recommend without pressure.

Watch: greeting retail customers

External learning. The approved 360 process remains the operating standard.

  1. WELCOME: Introduce yourself and ask what brings the customer in.
  2. FACT FIND: Ask what they need and how they will use it.
  3. PRIORITIES: Identify the two or three things that matter most.
  4. IF JUST LOOKING: Acknowledge them, offer water where available, give space and make it easy to restart the conversation.
SCENARIOA customer says, “I’m only looking.” Do not immediately start presenting products. Welcome them, point out the relevant area and leave a natural opening for further help.
MODULE 2

Trade sales

Prepare before contact, understand the business need and make the order details clear.

Watch: SPIN discovery questions

Use the questioning principles only where they support the approved 360 process.

  1. PREPARE: Review the account, previous orders, open orders and issues.
  2. OPEN: Ask how business is going and what help is needed.
  3. UNDERSTAND: Explore customers, current range, priorities, quantities and timing.
  4. CONFIRM: Recap products, options, quantities, prices, availability and expected timing.
  5. ORDER: Use OMS only after the order details have been agreed.
SCENARIOA trade customer asks for a product list. First clarify what their customers are requesting, what is already selling and what gap they need to fill.
MODULE 3

FABs + closing

Explain why a product matters to this customer—not everything you know about the product.

Watch: the FAB model

External learning selected to reinforce the 360 Feature–Advantage–Benefit method.

FEATURE — what it has · ADVANTAGE — what it does · BENEFIT — why it matters to this customer.
  1. Introduce two or three suitable options.
  2. Use the customer’s words to make each benefit personal.
  3. Invite them to try or compare the options.
  4. Ask for feedback and confirm the solution.
  5. Close clearly: “Would you like to go ahead with this option?”
PRACTICEFeature: a regulator has an environmentally sealed first stage. Advantage: water and contaminants are kept away from internal components. Benefit: connect this only to a customer who values cold-water reliability or demanding-environment performance.
FINAL CHECK

Knowledge check

Select the best answer for each situation. A score of 80% completes the course.

1. What should happen first when a customer enters the store?

2. A benefit explains:

3. How many suitable store options should normally be introduced?

4. When should a trade order be entered into OMS?

5. What should happen if stock or delivery cannot be confirmed?

REFERENCE

Approved materials

Use these documents as the official 360 standard. External videos are supporting material only.

Download the sales process presentationDownload the sales process SOP
360° WATERSPORTS THAILAND

Sales Academy

Course completion

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Completion is stored only in this browser. Managers should confirm any formal training record separately.