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TRAINING
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Those who seek mentoring
will rule the great expanseunder heaven.
-Shu Ching, Chinese Book Of
History-
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Amity Business SchoolTRAINING
It is a process of providing the sales force
with specific skills for performing their task
better and helping them to correct
deficiencies in their sales performance.
Training Program creates a Win-Win
situation for both individual and theorganization.
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IMPORTANCE OF TRAINING
To improve Sales Performance
To influence prospects in a better way
Provides Expert knowledge Reduce Wastage
Reduce Control and Supervision
Develop high morale work Low turnover of sales force
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Phases Of Developing And ConductingTraining.
Successful Program Consist of four phases:
1.Training Assessment2. Program Design
3. Reinforcement
4. Evaluation
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Establish program objectives
Identify who should be trained
Identify training needs and specific goals
How much training is needed?
Training
Assessmen
Phases of Developing and Conducting
Training
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TrainingProgram
Objectives
Higher
Morale
LowerTurnover
Increased
Sales Productivity
ImprovedCommunication
ImprovedCustomer Relation
Improved SelfManagement
What Are The Training Program Objectives?
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1. New Hires
2. Experienced Reps
3. Customers
4. Sales Managers
Who Should Be Trained?
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Where should training be done?
Who should do the training?
Content of training
Program
Design
Teaching methods used in training program
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Line Personnel
Staff Trainers Outside Training
Specialists
Who Should Do The Training?
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Centralized Training
Decentralized Training
a)Use Of Senior Sales
Peopleb)Onthe Job Training
c)Sales Seminar
d)Self-Guided
Assessmente)Field Sales Office
Instruction
Where Should The Training TakePlace?
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Attitude toward Selling and toward Training
Knowledge of the Company
Product Knowledge and Application Knowledge of Competitive
Products
Knowledge of Customers
Knowledge of Business Principles
Selling Skills
Relationship-Building Skills
What Should The Content Of The TrainingBe?
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Team- Selling Skills
Team Management Skills
Computer-Assisted-Selling Skills
Knowledge of the Legal Constraints onSelling
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Teaching Methods ForPresenting Information In Sales
Training
DiscussionCases
Round table Panels DemonstrationsLectures
Web-Based
training
Audiocassettes Role-PlayingOn-the-job
training
Mentoring
What Teaching Methods Should Be Used?
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Determine how training will be reinforced
What outcomes will be evaluated?
What measures will be used?
Reinforcement
Evaluation
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Reactions
Behavior
Learning
Results
Training Evaluation
