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
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