Training Methods 03
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- Pages: 23
The basic purpose of all sales
training is to modify the perception, attitudes, and behaviour of the trainees in ways that are beneficial to the company….
Group methods Individual methods
The lecture Personal conference Demonstration Role play
Case discussion On-the job-training Programmed learning Correspondence courses
The lecture features passive, rather than active trainee participation…. Trainees mainly watch and listen.
The trainer and the trainee jointly analyse problems….. It is an informal and unstructured method of training.
Visual display of a product- its functioning and features along with the lecture…
This method has trainees acting out parts in created problem situations….
Trainees are given 10-15 mins to read the case studies and subsequently the cases are discussed and solved in groups…..
Also called the coach and pupil method; combines telling, showing, practising and evaluating…..
This method breaks down subject matter into numbered instructional units called frames, which are incorporated into a book …
Used in both initial and continuing sales training, to acquaint experienced sales people with new product developments and applications…
Of the 8 training methods discussed, 4 are
group methods, 2 are individual and 2 can be either. Lectures, demonstrations, role play and case discussion are group methods. Personal learning and Programmed learning are individual where as On-job-training and correspondence courses are either a group or an individual method depending on whether the audience is a group or an individual.
Presented by:Megha Agarwal Dfmrm-02 Roll- 26
training is to modify the perception, attitudes, and behaviour of the trainees in ways that are beneficial to the company….
Group methods Individual methods
The lecture Personal conference Demonstration Role play
Case discussion On-the job-training Programmed learning Correspondence courses
The lecture features passive, rather than active trainee participation…. Trainees mainly watch and listen.
The trainer and the trainee jointly analyse problems….. It is an informal and unstructured method of training.
Visual display of a product- its functioning and features along with the lecture…
This method has trainees acting out parts in created problem situations….
Trainees are given 10-15 mins to read the case studies and subsequently the cases are discussed and solved in groups…..
Also called the coach and pupil method; combines telling, showing, practising and evaluating…..
This method breaks down subject matter into numbered instructional units called frames, which are incorporated into a book …
Used in both initial and continuing sales training, to acquaint experienced sales people with new product developments and applications…
Of the 8 training methods discussed, 4 are
group methods, 2 are individual and 2 can be either. Lectures, demonstrations, role play and case discussion are group methods. Personal learning and Programmed learning are individual where as On-job-training and correspondence courses are either a group or an individual method depending on whether the audience is a group or an individual.
Presented by:Megha Agarwal Dfmrm-02 Roll- 26
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