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Unit 3 - Training Sales Force - Coggle Diagram
Unit 3 - Training Sales Force
Methods used for assessing training needs
• Sales manager’s observation
• Customer survey
• Performance testing
• Sales force audits
• Sales force survey
Popular Sales Training Needs
• Product knowledge
• Customer knowledge
• Competitive knowledge
• Sales techniques (or selling skills)
• Company knowledge
Design and execute sales training program (ACMEE)
Aims (Why?)
↑ sales productivity
↑ sales, profit, or both
↓ sales force turnover rate
↑ customer relation
↑ team work and co-operative efforts
Content (What?)
Methods (How?)
Class room/ conference training
Behavioral learning
On-the-job Training
Absorption training/ self study
Online training
Execution (Who, When, Where and What?)
• Who will be the trainees?
• Who will conduct the training?
• When should the training take place?
• Where should the training be done?
• What will be the budgeted expenditure for the training?
Evaluation
Evaluating the Training Program
Salesperson’s reaction
Knowledge acquisition
Organizational outcomes
Behavioral change/ transfer of learning