Management - 1 Management Training provides numerous...

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Management Training provides numerous benefits for the company, the salesperson, and the customer. Perhaps the most important contribution made by sales training is that it results in higher salesperson performance, greater customer satisfaction, and longer-term buyer-seller relationships. Because of this importance, most firms invest large sums of time and money training their sales forces (Weitzul 1993). The sales training process consists of six stages: needs assessment, objective setting, planning, conducting, evaluating results, and providing follow-up sessions that maintain and enhance sales skill proficiency. Each stage of sales training is interconnected and dependent upon the other five stages. Because of this, managers must insure all sales training stages are conducted effectively so that trainees are provided with timely and pertinent skills, knowledge, and attitudes. This sales training program is three days in duration. The portion of the training program consumes three to four hours per day. I Assessment – will help to determine where salespeople need help People are requested to graph themselves. Graph Detailed Self-Description is used to accomplish this. The graph is specific and detailed and requests to define oneself more exactly in terms of the behavioral traits. After you have drawn a graph that describes the members of the program, the members must show the graph to a friend who knows them and reconcile any possible differences, consider three questions: Question 1: Who are you? What is your behavior style? Question 2: Do you think that you are (in the form of the graph) naturally suited to future sales performance? Question 3: To the extent that you think you are not naturally suited to o future sales performance, how can this be reconciled? 1
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Detailed Self-Description CATEGORY SEVEN TRAITS Low Medium High 1 2 3 4 5 6 7 8 9 Overachiever Entrepreneur Active Passive Sensitized Aggressive Compulsive Qualities to Achieve Success (in sales) All qualities are rated on a five-point scale. This is not a comparison to people in the general population, but to individuals who may be considered at this level of responsibility, authority, and influence in the company. Rate the applicant 1-5 on each quality: 1 Rating of almost none of the quality 3 Rating of an average amount of the quality 5 Rating of a very high amount of the quality. SELF-DIRECTION: Has the ability to control and effectively manage his or her own
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This note was uploaded on 03/02/2011 for the course BUS 500 taught by Professor Dr.spitz during the Spring '11 term at Deep Springs.

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Management - 1 Management Training provides numerous...

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