20. Sales Training Program
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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
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
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