Amity Business School

TRAINING
 Amity Business School

Those who seek mentoring will

rule the great expanse under
heaven.
-Shu Ching, Chinese Book Of History-
 TRAINING Amity Business School

• It is a process of providing the sales force

with specific skills for performing their task
better and helping them to correct
deficiencies in their sales performance.

• Training Program creates a Win-Win

situation for both individual and the
organization.
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IMPORTANCE OF TRAINING

• To improve Sales Performance

• To influence prospects in a better way
• Provides Expert knowledge
• Reduce Wastage
• Reduce Control and Supervision
• Develop high morale work
• Low turnover of sales force
 Amity Business School

Phases Of Developing And Conducting

Training.

Successful Program Consist of four phases:

1.Training Assessment
2. Program Design
3. Reinforcement
4. Evaluation
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Phases of Developing and Conducting Training

Establish program objectives

Identify who should be trained

Training

Identify training needs and specific goals Assessment

How much training is needed?

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What Are The Training Program Objectives?

Increased
Sales Productivity
Improved Self
Lower
Management
Turnover

Training
Program
Objectives
Higher
Improved Morale
Customer Relation
Improved
Communication
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Who Should Be Trained?

1. New Hires
2. Experienced Reps
3. Customers
4. Sales Managers
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Who should do the training?

Program
Where should training be done?

Content of training Design

Teaching methods used in training program

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Who Should Do The Training?

• Line Personnel
• Staff Trainers
• Outside Training
Specialists
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Where Should The Training Take Place?

• Centralized Training
• Decentralized Training
a) Use Of Senior Sales
People
b) On –the Job Training
c) Sales Seminar
d) Self-Guided Assessment
e) Field Sales Office
Instruction
 Amity Business School

What Should The Content Of The Training Be?

• Attitude toward Selling and toward Training

• Knowledge of the Company
• Product Knowledge and Application
• Knowledge of Competitive Products
• Knowledge of Customers
• Knowledge of Business Principles
• Selling Skills
• Relationship-Building Skills
 Amity Business School

Team- Selling Skills

Team – Management Skills
Computer-Assisted-Selling Skills
Knowledge of the Legal Constraints on Selling
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What Teaching Methods Should Be Used?

Discussion
•Cases
•Round table
Lectures • Panels Demonstrations

Web- Teaching Methods For

Based
Presenting Information In Sales Mentoring
training
Training

On-the-job
Audiocassettes Role-Playing training
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Determine how training will be reinforced Reinforcement

What outcomes will be evaluated?

Evaluation

What measures will be used?

 Amity Business School

Training Evaluation
• Reactions
• Behavior
• Learning
• Results