The document discusses objectives, benefits and methods of sales training including determining training needs, developing training programs and executing training. It identifies objectives of sales training as improving company knowledge, clarifying responsibilities, improving product knowledge and enhancing sales skills. Benefits include promoting company culture, common language, relationships and department connections.
The document discusses objectives, benefits and methods of sales training including determining training needs, developing training programs and executing training. It identifies objectives of sales training as improving company knowledge, clarifying responsibilities, improving product knowledge and enhancing sales skills. Benefits include promoting company culture, common language, relationships and department connections.
The document discusses objectives, benefits and methods of sales training including determining training needs, developing training programs and executing training. It identifies objectives of sales training as improving company knowledge, clarifying responsibilities, improving product knowledge and enhancing sales skills. Benefits include promoting company culture, common language, relationships and department connections.
The document discusses objectives, benefits and methods of sales training including determining training needs, developing training programs and executing training. It identifies objectives of sales training as improving company knowledge, clarifying responsibilities, improving product knowledge and enhancing sales skills. Benefits include promoting company culture, common language, relationships and department connections.
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SALES REPORT (AYVIE’S DRAFT)
CHAPTER 8: SALES TRAINING
OBJECTIVES: Determine objectives of sales training Explain the benefits of sales training Discuss sales training program development Explain training for new recruits Describe training for experienced salepeople Identify different methods of sales training
OBJECTIVES OF SALES TRAINING
Sales training is an endeavor given by an employer to offer the salesperson job related culture, skill, knowledge, and attitude that may improve the completion of task in the selling environment. 1. Improve company knowledge 2. Clarify responsibilities and expectations 3. Improve product knowledge 4. Enhance sales skills 5. Improve morale
BENEFITS OF SALES TRAINING
Having a healthy sales culture is advantageous to everybody in sales organization. Here are four ways that a sales training can be beneficial to the sales team: 1. Promote a company-wide sales culture 2. Make everyone speak the same language 3. Connect relationships across the organization 4. Produce alliance between departments
SALES TRAINING PROGRAM DEVELOPMENT
Define aim definition starts with an assessment of broad aims and the way presently employed to accomplish them. The process can be completed after sales management perceives the training needs from which particular training aims taken directly. Training needs, then, must be known. Naming Initial Training Needs Identifying the need for, and definite aims of an initial sales training program needs study of three main factors which are job specifications, individuals trainee’s background and experience, and sales-related marketing policies. Job Specifications Trainee’s background and experience Sales-related marketing policies
Identifying Continuing Training Needs
Determining the specific aims for a continuing sales training program needs detection of specific training needs of experienced salespeople.
Deciding Training Content
Every initial sales training program must offer the four main areas about product data, sales technique, markets, and company information. 1. Product Data 2. Sales Techniques 3. Markets 4. Company Information
Executing and Evaluating Sales Training Programs
Time-related factors, venue selection, and preparation of instructional materials and training aids are crucial for successful training. The execution step needs the following four key organizational decisions: Who Will Be the Trainees? Who Will Do the Training? When Will the Training Take Place? Where Will the Training Site Be?
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