How much importance your company gives to training sales people are assessed on the basis of?

Training needs of the of sales persons? Company 1 Company 2 Company 3 Company 4 Company 5 Company 6 Company 7 Company 8 Company 9 Company 10 Company 11 Company 12 Company 13 Company 14 Company 15 Company 16 Company 17 Company 18 Company 19 Company 20 Company 21 Company 22 Company 23 Company 24 Company 25 Company 26 Company 27 Company 28 Company 29 Company 30 Company 31 Company 32 Company 33 Company 34 Company 35 Company 36 Company 37 Company 38 Company 39 Company 40 Company 41 Company 42 Company 43 Company 44 Company 45 very important very important very important very important very important very important very important very important very important important important important important important important important important important important important important important important important important important important important important important important important important important important important important important important important Somewhat important Somewhat important Somewhat important Somewhat important Somewhat important Change in products and market Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description Job description

Company 46 Company 47 Company 48 Company 49 Company 50

Somewhat important Somewhat important Somewhat important Somewhat important Not at all important

Job description Job description Job description Job description Job description

What is the strength of your sales force in banglore? programmes area yearly budgetthe sales people? How often the training Do you have conducted for for training programmes? >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 >5 once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year once in a year two or more when needed when needed when needed when needed yes yes yes yes yes yes yes yes yes yes yes yes yes yes yes yes yes yes no no no no no no no no no no no no no no no no no no no no no no no no no no no

>5 >5 6--10 6--10 11--20

when needed when needed when needed when needed Other

no no no no no

What are the aims or objectives behind training your sales staff?you normally usedoes the training normally take place? What methods do Where for training programmes for sales person Increase current skills and Knowledge Increase current skills and Knowledge Increase current skills and Knowledge Increase current skills and Knowledge Increase current skills and Knowledge Increase current skills and Knowledge Increase current skills and Knowledge Increase current skills and Knowledge Increase current skills and Knowledge Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Increase sales performance Motivating sales persons Motivating sales persons Motivating sales persons Motivating sales persons Motivating sales persons Motivating sales persons Motivating sales persons Motivating sales persons Motivating sales persons Lectures Lectures Lectures Lectures Lectures Lectures Lectures Lectures Lectures Lectures Lectures Lectures On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training On the job training Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises Company’s premises

Motivating sales persons Motivating sales persons Motivating sales persons Motivating sales persons other

On the job training On the job training On the job training On the job training On the job training

Company’s premises Company’s premises Company’s premises Hotels other

What drives you for training your sales force?your salesperson? Who train Customer satisfaction survey Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Sales performance Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within the company Faculty within and outside company

Sales performance Sales performance Sales performance Management feedback Management feedback

Faculty within and outside company Faculty within and outside company Faculty within and outside company Faculty within and outside company Faculty within and outside company

What type of product or services you sell? What are the contents of the training programmes for new and used in your tra What type of training aids are experienced sa FMCG or Non-Durable products FMCG or Non-Durable products FMCG or Non-Durable products FMCG or Non-Durable products FMCG or Non-Durable products FMCG or Non-Durable products FMCG or Non-Durable products FMCG or Non-Durable products FMCG or Non-Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Durable products Product knowledge Product knowledge Product knowledge Product knowledge Product knowledge Product knowledge Product knowledge Product knowledge Product knowledge Product knowledge Product knowledge Product knowledge Product knowledge Product knowledge Product knowledge Product knowledge Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques OH projector OH projector OH projector OH projector OH projector OH projector LCD projector LCD projector LCD projector LCD projector LCD projector LCD projector LCD projector LCD projector Black/white boards Black/white boards Black/white boards Black/white boards Black/white boards Black/white boards Black/white boards Black/white boards Black/white boards Black/white boards Black/white boards Black/white boards Black/white boards Black/white boards Black/white boards Black/white boards Black/white boards Black/white boards Black/white boards Black/white boards Black/white boards Black/white boards Black/white boards Black/white boards other other other other other other other

Durable products Durable products Durable products Durable products Durable products

Selling techniques Selling techniques Selling techniques Selling techniques Negotiating skills

other other other other other

What kind of instructional materials and training aids are provided? to you helped you in doing your job well? to you? Has the training provided How often the training is provided Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Manuals/product leaflets Very much helpful Very much helpful Very much helpful Very much helpful Very much helpful Very much helpful Very much helpful Very much helpful Very much helpful Very much helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Helpful Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once a year Once in two years Once in two years Once in two years Once in two years Once in two years Twice a year

other other other other other

Helpful Somewhat helpful Somewhat helpful Somewhat helpful Somewhat helpful

other other other other other

Any suggestions for improving the training programmes? sellingHowyou need training? qualification. have in selling? In which areas of your job many years of experience do you Your Contents Contents Contents Contents Contents Methods used Trainers Trainers Trainers Trainers Trainers Trainers Trainers Evaluation method used Evaluation method used other other other other other other other other other other other other other other other other other other other other other other other other other other other other other other Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Selling techniques Negotiating skills Negotiating skills Negotiating skills Negotiating skills Negotiating skills Communication skills Communication skills Communication skills Communication skills Communication skills Communication skills Communication skills Communication skills Communication skills Communication skills Communication skills Product knowledge Product knowledge Product knowledge Product knowledge Product knowledge Product knowledge Product knowledge Product knowledge Product knowledge Product knowledge Product knowledge Market knowledge Market knowledge Market knowledge Market knowledge Market knowledge Market knowledge 0-6months 0-6months 0-6months 0-6months 0-6months 0-6months 0-6months 0-6months 0-6months 0-6months 0-6months 0-6months 0-6months 0-6months 0-6months 0-6months 0-6months 0-6months 0-6months 0-6months 0-6months 0-6months 0-6months 0-6months 0-6months 7-24months 7-24months 7-24months 7-24months 7-24months 7-24months 7-24months 7-24months 7-24months 7-24months 7-24months 7-24months 7-24months 7-24months 7-24months 7-24months 7-24months 7-24months 7-24months 7-24months Below SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC SSLC

other other other other other

Market knowledge Market knowledge Market knowledge Market knowledge Consumer behaviour

7-24months 7-24months 7-24months 7-24months 7-24months

SSLC SSLC SSLC SSLC Graduate

Your monthly income (Rs) income include commission or incentives?the organization? Does your Reason of dissatisfaction in < Rs 3000 < Rs 3000 < Rs 3000 < Rs 3000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 3001-5000 5000-7500 5000-7500 5000-7500 5000-7500 5000-7500 5000-7500 Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary Only fixed salary salary salary salary salary salary salary salary salary salary salary salary salary salary salary salary salary salary salary salary salary salary salary salary salary salary salary salary salary salary salary salary Management Management Management Management Management Management Management Management Management Management Management Management Management work culture

5000-7500 5000-7500 5000-7500 5000-7500 5000-7500

Only fixed salary work culture Only fixed salary work culture Only fixed salary work culture Only fixed salary work culture Fixed salary + Commission. work culture

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