Sales Training [Compatibility Mode].pdf - Role of Sales Training in Sales Force Socialization Continual Development of the Sales Force Sales Training

Sales Training [Compatibility Mode].pdf - Role of Sales...

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1 Continual Development of the Sales Force: Sales Training Role of Sales Training in Sales Force Socialization Sales training helps socialize the new hires, providing them with a positive: Role Definition — An understanding of what tasks are to be performed, what the priorities of the tasks are, and how time should be allocated among the tasks. Initiation to Task — The degree to which a sales trainee feels competent and accepted as a working partner Sales Training as a Crucial Investment Most organizations see a link between sales training and salesperson productivity The need for sales training is continual Sales managers play a crucial role in the training process Managing the Sales Training Process Assess Sales Training Needs Set Training Objectives Evaluate Training Alternatives Design Sales Training Program Perform Sales Training Conduct Follow-Up and Evaluation Assess Training Needs Determine desired skill set and levels of performance Assess salesperson’s actual skill set and levels of performance Analyze gap between desired and actual to determine training needs Assess Training Needs: Methods Sales Force Audit Performance Testing Observation Salesforce Survey Customer Survey Job analysis
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2 Typical Sales Training Needs Sales Techniques:
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  • Fall '18
  • Manoj Jha

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