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Sales Training: Objectives, Techniques, and Evaluation

Sales Training: Objectives, Techniques, and Evaluation. Sales Force and Distribution Management Marketing 3345. Training Investment. Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006. Sales Training Issues. Who should be trained?

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Sales Training: Objectives, Techniques, and Evaluation

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  1. Sales Training: Objectives, Techniques, and Evaluation Sales Force and Distribution Management Marketing 3345

  2. Training Investment Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006

  3. Sales Training Issues • Who should be trained? • What should be the primary emphasis in the training program? • How should the training process be structured? • on-the-job training and experience? • formal and more consistent centralized program? • web-based? • instructor-based?

  4. Sales Training Objectives • Increase productivity • Improve morale • Lower turnover • Improve customer relations • Improve selling skills

  5. Well-Designed Training Program Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006

  6. Training Costs and Duration Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006

  7. Training Costs and Duration

  8. Sales Training Topics • Product or service knowledge • Market/Industry orientation • Company orientation • Selling skills • Time and territory management • Legal and ethical issues • Technology • Specialized topics

  9. Training Methods - How Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006

  10. Training Methods - Where Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006

  11. Training Evaluation Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006

  12. Training Evaluation Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006

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