How to use a seminar to vary the routine?

Regardless of who conducts the meeting, the thing to guard against is talk after talk after talk. At least a part of every program should be based on something other than speeches.

The seminar method is a good example of how to vary the routine. One salesman presents a problem with which he 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 problem, profitable suggestions are usually forthcoming from the audience. In addition, a seminar is refreshing because it is a departure from the ordinary.

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