Sales traiNING.

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Presentation transcript:

Sales traiNING

phases of Sales training process Assess Sales Training Needs Design & Execute Sales Training Programme Evaluation & Reinforcement of Sales Training Programme

1. Popular Sales training needs Product Knowledge Customer Knowledge Competitive Knowledge Sales Techniques (or Selling Skills) Company Knowledge

1. Methods used for Assessing sales Training needs Sales Manager’s Observation Salesforce Survey Customer Survey Performance Testing Salesforce Audit

2. Design & execute sales training programme ACMEE Method EXECUTION (WHO, WHEN, WHERE, WHAT)? AIMS (WHY?) CONTENT (WHAT?) METHODS (HOW?) EVALUATION

aIMS (Why?) To increase sales productivity To improve customer relations To create positive attitude To reduce role conflict & ambiguity To introduce new products, promotional programmes Prepare new salesforce for assignment to a sales territory

Content (What?) Company Knowledge Product Knowledge Customer Knowledge Competitor Knowledge Selling Skills or Sales Techniques

Methods (how?) Class Room/ Conference Training Behavioral Learning Online Training Absorption Training On the Job Training (OJT)

METHODS (HOW?) CLASS ROOM/CONFERENCE TRAINING BEHAVIORAL LEARNING LECTURES DEMONSTRATIONS GROUP DISCUSSIONS BEHAVIORAL LEARNING ROLE PLAYING CASE STUDIES ONLINE TRAINING SALES TRAINING METHODS ABSORPTION TRAINING/SELF STUDY AUDIO CASSETTES MANUALS, BOOKS CD ON-THE JOB TRAINING MENTORING JOB ROTATION

Execution (who, when, where, what?) Preparation of Training Time Table Arranging Internal & External Trainers Making Travel Arrangements of Participants Arranging the Conference Hall, Teaching Aids(Projector, Speaker, Sound System)

Evaluation Reactions Learning Behaviour Results

Thank You