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Management, 2e
Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
Chapter 10
Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
Challenges in sales training
Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
Role of the trainer
Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
The training process
Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
Training need assessment phase
Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
Training needs
Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
Designing and conduct phase
Location
Job Instruction Training (JIT)
Presentation options
Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
Types of training
Cross-functional training
Team training
Creativity training
Literacy training
Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
Training methods
Didactic method
- structure the lecture
- reinforce the Message
- aid concentration
- material used for the lecture
- make it memorable for the participants
- deliver with dynamism
- use questions
Visual support
Participative
Conferences
Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
Training methods (contd..)
Seminars
Discussions
Role play
Case study
Fishbowl
Workshops
Sensitivity training
Transaction analysis
In-tray exercises
Transcendental meditation
Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
Deciding a sales training programme
Aim
Content
Contents
Knowledge
Proficiencies
Location
Evaluation
Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
Process of socialization
• Anticipatory socialization
• Accommodation stage
• Outcome stage
Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force