UNIT 2

Fig. 7-1 Developing and Conducting a Sales Training Program

Fig. 7-3 Objectives of Sales Training Programs
Examples of Specific Training Objectives
Who Should Train Salespeople?
When Should Training Take Place?
Where Should Training Take Place?
To Insure Training Effectiveness
MOTIVATION IS THE CHOICE OF AN INDIVIDUAL
TO…
Fig. 8-2 Motivational Conditions
Fig 8-3 Maslow’s Hierarchy of Needs…
Hertzberg’s Dual-Factor Theory
Career Stages
Sales Contest Design Elements
Causes of Plateauing
Fig 9-1 What a Good Sales Compensation
Plan Should Do
Potential conflicts in Compensation Plan Design
Possible Combination Compensation Plans
Drawing Account Examples
Compensating Cross-Functional Teams
Leadership Characteristics and Skills
Two Leadership Styles
Figure 11-2 Critical Leader Behaviors for Different Situations
Tools and Techniques of Leadership
Coaching Sales Reps
Problems Encountered in Leadership
Sales Forecasting Methods
Guiding Principles for Forecasting
Methods for Budgeting
Fig 12-8 Flow of Information from
Sales Budget to Other Budgets