Sales Report Group 8

I’mSALES REPORT (AYVIE’S DRAFT)
CHAPTER 8: SALES TRAINING

OBJECTIVES:
 Determine objectives of sales training
 Explain the benefits of sales training
 Discuss sales training program development
 Explain training for new recruits
 Describe training for experienced salepeople
 Identify different methods of sales training
OBJECTIVES OF SALES TRAINING

Sales training is an endeavor given by an employer to offer the salesperson job related
culture, skill, knowledge, and attitude that may improve the completion of task in the selling
environment.
1. Improve company knowledge
2. Clarify responsibilities and expectations
3. Improve product knowledge
4. Enhance sales skills
5. Improve morale
BENEFITS OF SALES TRAINING

Having a healthy sales culture is advantageous to everybody in sales organization. Here
are four ways that a sales training can be beneficial to the sales team:
1. Promote a company-wide sales culture
2. Make everyone speak the same language
3. Connect relationships across the organization
4. Produce alliance between departments
SALES TRAINING PROGRAM DEVELOPMENT

Define aim definition starts with an assessment of broad aims and the way presently employed to
accomplish them. The process can be completed after sales management perceives the training
needs from which particular training aims taken directly. Training needs, then, must be known.
Naming Initial Training Needs
Identifying the need for, and definite aims of an initial sales training program needs study
of three main factors which are job specifications, individuals trainee’s background and
experience, and sales-related marketing policies.
 Job Specifications
 Trainee’s background and experience
 Sales-related marketing policies
Identifying Continuing Training Needs

Determining the specific aims for a continuing sales training program needs detection of
specific training needs of experienced salespeople.
Deciding Training Content

Every initial sales training program must offer the four main areas about product data,
sales technique, markets, and company information.
 Product Data
 Sales Techniques
 Markets
 Company Information
Executing and Evaluating Sales Training Programs

Time-related factors, venue selection, and preparation of instructional materials and training aids
are crucial for successful training. The execution step needs the following four key
organizational decisions:
 Who Will Be the Trainees?
 Who Will Do the Training?
 When Will the Training Take Place?
Where Will the Training Site Be?
Instructional Material and Training Aids
The instructional materials and trainig Aids are critical to triumphant execution of sales
training programs relevant features and uses of the major forms of instructional materials and
Training Aids are :
1. Manuals ugly
2. Other Printed Materials
3. Training Aids
4.Advance Assignments
Evaluating Sales Training Programs

The evaluation step centers on appraising program usefulness. A sales training programs is an
investment of time ,money , and effort sales management. It anticipates returns
corresponding with the investment.Yet evaluating sales training usefulness is not simple . It is
possible to measure , fairly an approximation of Program usefulness.
Sales Training For New Recruits
1. Observe
2.learn
3. Practice
4. Shadow
5. Prove
Tips on How New Hires Could Get Started

Sales Training programs are the backbones of the salesforce . With out a thorough program ,
the sales team will be not ready, puzzled and Ineffective.
TRAINING EXPERIENCED SALESPOLE

Since selling keeps on to progress and customers have develop into more and more
complicated and challenging , it is essential that experienced sales professionals carry on to
home and advance thier selling skills.
1.Make use of their sales experience and expertise
2. Center on advanced concepts
3.make it application - oriented , not theoretical
Here are some of the recommended workshops for experienced sales professionals namely,
1. Sales negotiation skills
2.Key account management
3. Sales prospecting and business development
4. High performance selling
5. Writing a winning proposal
6. Presenting with impact
7.Team selling
8. Selling with Influence
Sales Training Methods

- there is an extensive range of methods in sales training. However, the program content or
substance often limits those that are fitting.
The Lecture
- prior to the invention of printing, the earliest instructional method extensively used in sales
training is lecture.
- Lecture can be useful, granted that the lecturer is competent and enthusiastic and utilizes
illustrations, exhibits and visual aids.
Here are some advantages of lecture as training method:

1. Some lecturing in sales training is essential. If initial sales training is short, for example,
lecturing may be the single approach to cover the preferred content.
2. Lecturing is most fitting for introductory and orientation sessions as well for providing
summaries of key topics taught using case discussion and role playing methods.
3. It is employed in continuing sales training programs for offering latest information concerning
the company, its policies, products, markets, and selling programs.
The Personal Conference

- Often the potential of personal conference as a method is not acknowledged. Many individuals
presuppose that learning only happens in structured and unstructured or in formal and informal
cases.
Demonstration
- the demonstration is fitting for conveying information on such topics like new products and
selling techniques.
Role Playing
- role method has trainees dramatizing parts in artificial problem scenarios. The trainer gives
necessary props, and then assigns trainees to take part in the role of a salesperson, possible
customer and other personalities.
There are many benefits of this training method that would offset the problems mentioned above:
1. It offers sensible application in putting into use what has been taught in other training or
through experience.
2. It is flexible and adjusts to severe diversity in role-playing scenarios.
3. Role playing could be provided not only in training new personnel but also to experienced
salespeople, or even mixed groups.
4. Trainees soon find out that accepting criticism from others is beneficial especially those sound
suggestions.
5. When a trainee disapproves another's performance, that person has a reason not to act the same
way afterward.
6. Role players win performing experiences, which may facilitate ease later in treating complex
selling situations.
Case Discussion
- Case study method is widely used in sales training. Business educators have originated this
method as a substitute for learning by experience. Stories about selling and other problems faced
in the course of job performance provide the reference for collective discussion.
Impromptu Discussion
- Impromptu discussion is at times called a sales seminar or buzz session. This method starts with
the trainer, group leader, or some member of the sales force giving a short oral presentation about
everyday problem. Commonly, a give-and-take discussion follows.
In order to get the highest advantage coming from impromptu discussion, the following
conditions must be met:
1. An effective leader or moderator is vital, or else, discussion floats into irrelevant subjects or
turns barren.
2. The discussion leader should gain the trainees' respect, be skillful in managing people, and be
knowledgeable.
3. The arrangement of the room is essential. It facilitates good discussion. Therefore, the room
must be convenient for all trainees so that they can see each other well.
4. It is important that somebody ends the discussion with conclusions.
Impromptu discussion needs substantial time. Nearly all companies plan sessions for a minimum
of a half-day or regularly for a full day. If the aim is to make the most of trainee learning of
particular points comprehensively, the impromptu discussion well handled is a useful training
method.
Gaming
- Gaming method is also known as simulation. It is almost similar to role playing. It utilizes
complicated artificial situations that are based on reality. Players in this method imagine
decision-making roles during consecutive rounds of play. A distinctive characteristic of this
method is that players obtain information feedback.
The following are the advantages of gaming, namely:

1. It is easier for participants to learn because they engage themselves in game play.
2. Skill in recognizing significant factors that influence decisions are developed among players.
3. Games are readily available to demonstrations of the uses and value of such analytical
techniques like inventory and other planning models.
4. With their integrated information feedback characteristics, games are accentuating the
dynamic personality of problem, situations and their interrelationships.
Among the advantages of gaming are:

1. Playing games need usually three or four hours to produce satisfactory decision "rounds" to
obtain the preferred learning experience.
2. Given that game designs are founded on common decision-making processes, their rules
frequently prevent payoffs on strange or new approaches.
3. Poorly designed games may bring learning that is not really meant for players. This advantage
could be overcome with cautious game design and supervision.
On-the-Job Training
- On-the-job training method, known also as the coach-and-pupil method, incorporates telling,
showing, practicing, and evaluating into one. The coach is a professional sales trainer or
frequently an experienced salesperson, starts through unfolding particular selling situations,
gives details about various techniques and approaches that may be employed effectively.

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I’mSALES REPORT (AYVIE’S DRAFT)

CHAPTER 8: SALES TRAINING

OBJECTIVES OF SALES TRAINING

BENEFITS OF SALES TRAINING

SALES TRAINING PROGRAM DEVELOPMENT

Identifying Continuing Training Needs

Deciding Training Content

Executing and Evaluating Sales Training Programs

Evaluating Sales Training Programs

Tips on How New Hires Could Get Started

TRAINING EXPERIENCED SALESPOLE

Sales Training Methods

Here are some advantages of lecture as training method:

The Personal Conference

The following are the advantages of gaming, namely:

Among the advantages of gaming are:

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