Sales force training is the effort an employer makes to

provide sales people with job related knowledge, skills, attitudes, and culture that should result in improved performance on sales, productivity and profits. Proper training can prepare sales people to meet with the Customer Expectations. Todays customer expects sales people to have a detailed product knowledge, to suggest improvement in the customers operations, and to be reliable and efficient.

Assess Sales Training Needs

Design and Execute Sales Training Programme

Evaluation and Reinforcement of Sales Training Programme

 The purpose of assessing the training needs is to

understand the specific goals of training for individual sales people. Capabilities Gaps arise when the sales force does not have the required knowledge, skills or capabilities to become successful on job. Sales training exists to overcome the deficiencies in the existing system.

 Sales Managers observation. Sales force Survey.

Customer Survey.
Performance Testing. Sales Force Audit.

 Product Knowledge.

Customer Knowledge.
Competitive Knowledge. Sales Techniques. Company Knowledge.

 There are five decisions a sales manager has to take

while planning on sales training programme : 1 ) Aims/ Objectives of sales training. 2) Content of training programme. 3) Methods. 4) Execution 5) Evaluation.

1 ) Class room Training : It includes: a) Lectures b) Demonstration c) Group Discussions 2 ) Behavioural Learning: It includes: a) Role playing b) Case Studies. 3 ) Online Training.: It includes Interactive multimedia training. 4) On the Job Training : a) Mentoring b)Job Rotation 5) Absorption Training/ Self Study: a) Manuals, Books, CD.

THANK YOU