Sales Report

Download as docx, pdf, or txt
Download as docx, pdf, or txt
You are on page 1of 2

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?

You might also like