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Sales Training Program.
Building sales training programs.A – AIM.Why?C – CONTENT.What?M – METHOD.How?E – EXECUTION.Who? When? Where?E – EVALUATION.
 
1.
Defining training aims.
ii.
Identifying initial training needs.
c.
Job specification.
d.
Trainees background & experience.
e.
Sales related marketing policies.
ii.
Identifying continuing training needs.
1.
Deciding training contents.
i.
Product data.
ii.
Sales techniques.
iii.
Markets.
iv.
Company information.
 
3.
Selecting training method.
i.
The lecture.
ii.
Personal conference.
iii.
Demonstration.
iv.
Role playing.
v.
Case discussion.
vi.
Impromptu discussion.
vii.
Gaming.
viii.
On the job training.
ix.
Program learning.
x.
Correspondence courses.
Group v/s individual training methods.
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