sd1

Sales Training: Objectives, Sales Training: Objectives, Techniques, and EvaluationTechniques, and Evaluation

Management of the ModernManagement of the ModernSales ForceSales Force

Marketing 6228Marketing 6228

Training InvestmentTraining Investment

Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006

Sales Training Objectives Sales Training Objectives

Increase productivity Increase productivity Improve moraleImprove morale Lower turnoverLower turnover Improve customer relationsImprove customer relations Improve selling skillsImprove selling skills

Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006

Well-Well-Designed Designed Training Training ProgramProgram

Training Costs and DurationTraining Costs and Duration

Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006

Training Costs and DurationTraining Costs and Duration

Sales Training TopicsSales Training Topics

Product or service knowledgeProduct or service knowledge Market/Industry orientation Market/Industry orientation Company orientationCompany orientation Selling skillsSelling skills Time and territory managementTime and territory management Legal and ethical issuesLegal and ethical issues TechnologyTechnology Specialized topicsSpecialized topics

Training Methods - HowTraining Methods - How

Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006

Training Methods - WhereTraining Methods - Where

Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006

Training EvaluationTraining Evaluation

Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006

Training EvaluationTraining Evaluation

Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006