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Asses Training Need Setting Objective Setting Budget
Where to train?
Why Train Sales People?
◦ ◦ ◦ ◦ ◦ Increased Productivity Reduced Turnover Improved Customer Relation Better Morale Improved Time and Territory Efficiency
Assesing Sales Training Needs
◦ ◦ ◦ ◦ Managementiont Objectives Sales force Observation and Survey Customer Information Company Records
Setting Objectives Setting a Training Budget
◦ New Salespeople ◦ Retraining Veteran Salespeople
Developing The Training Program
◦ ◦ ◦ ◦ ◦ ◦ Product Knowledge Selling Improving Teamwork Customer and Market Information Company Orientation Other Topics
Where to Train
◦ Centralized versus Decentralized Training ◦ Field Training
◦ Role Playing ◦ CD-ROMs and Audiotapes ◦ Internet
Who should train
◦ Staff Specialist ◦ Outside Specialist ◦ Line Executives
Measure Trainee feedback Supervisory appraisal Self appraisal Bottom-line Measures Customer appraisal
Criteria type Reaction Behavior Behavior Result Behavior
Important Rank 1 2 3 4 5
Follow up is important One-shot training is a proven formula for failure and a big waste of company money Training efforts are most successful when training is scheduled at regular intervals through out the year
◦ Help salespeople gain a realistic understanding of the process and of their chances of getting promoted ◦ Give people opportunities to develop new skills within their present job. ◦ Be creative in letting veteran salespeople know they are successful and important to the company ◦ Be constantly alert for salespeople with the skills and desire for management or other advance sales position ◦ Design a program for developing salespeople for their next assignment
Design a program for developing salespeople for their next assignment