20. Sales Training Program

Sales Training Program.  Building

sales training programs.

A – AIM. C – CONTENT. M – METHOD. E – EXECUTION. E – EVALUATION.

Why? What? How? Who? When? Where?

1. ii. c. d. e. ii.

1. i. ii. iii. iv.

Defining training aims. Identifying initial training needs. Job specification. Trainees background & experience. Sales related marketing policies. Identifying continuing training needs. Deciding training contents. Product data. Sales techniques. Markets. Company information.

3. i. ii. iii. iv. v. vi. vii. viii. ix. x. 

Selecting training method. The lecture. Personal conference. Demonstration. Role playing. Case discussion. Impromptu discussion. Gaming. On the job training. Program learning. Correspondence courses. Group v/s individual training methods.

4. a. b.  

Execution of training. Training philosophies. Organization for sales training. Who will be the trainees? Who will do the training?

o

Continuing sales training. Sales training staff. Training the sales trainers. Outside experts.

c.

When will the training takes place?

o

Timing group v/s individual training. Timing initial training programs. Timing continuing sales training program.

o o o

o o

d. e.

Where will the training site be? Instruction materials & training aids.

o

Manuals. Other printed materials. Training aids. Advance assignments.

5.

Evaluation of sales training program.

o o o