Training and development

In every area training is the prerequisite to improvement, like-wise the purpose pf sales training is to achieve improved job performance, and the training should rest on the convictions that every salesman can be improved through carefully designed training

Steps involved in designing sales training:

1. Defining training aims.
2. Determining the training needs.
3. Determining the special needs.
4. Deciding nature and type of training required: Normally following are the some types of training, In company training, external training, individual training, group training, on-the job training, off-the job training.
5. Deciding the content.
6. Choosing the methods: The lecture, the personal conference, demonstrations, role playing, case discussions etc.
7. Developing the material required for training.
8. Evaluating the effectiveness of the training.

Aims of Sales training: Normally the sales training will have following aims to inculcate new techniques or to improve upon the existing knowledge.

1. To increase sales.
2. To acquire new accounts.
3. Faster turn round stocks.
4. Selling a complete product line instead of just fast selling items.
5. Better merchandising and sales promotion.
6. Better technical knowledge.
7. Improving sales presentation and sharpening sales skills.
8. Improving customer relations and dealer relations.

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