sale force training

8/6/2019 Sale Force Training

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SALE FORCE TRAINING


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Those who seek mentoringwill rule the great expanse

under heaven.

-Shu Ching, Chinese Book Of History-


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SALES TRAINING

It is a process of providing the sales force

with specific skills for performing their task

better and helping them to correct

deficiencies in their sales performance.

Sales Training Program creates a Win-Win

situation for both individual and theorganization.


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IMPORTANCE OF SALES TRAINING

To improve Sales Performance

To influence prospects in a better way

Provides Expert knowledge Reduce Wastage

Reduce Control and Supervision

Develop high morale work Low turnover of sales force


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Phases Of Developing And

Conducting Sales Force Training.

Successful Program Consist of four phases:1.Training Assessment

2. Program Design

3. Reinforcement

4. Evaluation


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Phases of Developing andConducting Sales Force Training

Establish program objectives

Identify who should be trained

Identify training needs and specific goals

How much training is needed?

Training

Assessment


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What Are The Training Program

Objectives?

Sales Training

Program

Objectives

Higher

Morale

Lower

Turnover

Increased

Sales Productivity

Improved

Communication

Improved

Customer Relation

Improved Self

Management


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Who Should Be Trained?

1. New Hires

2. Experienced Reps

3. Customers

4. Sales Managers


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Contd.

Where should training be done?

Who should do the training?

Content of training

Program

Design

Teaching methods used in training program


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Who Should Do The Training?

Line Personnel

Staff Trainers

Outside Training

Specialists


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Where Should The Training

Take Place?

Centralized Training

Decentralized Training

a) Use Of Senior Sales People

b) On the Job Training

c) Sales Seminar

d) Self-Guided Assessment

e) Field Sales Office Instruction


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What Should The Content Of

The Training Be? Attitude toward Selling and toward Training

Knowledge of the Company

Product Knowledge and Application Knowledge of Competitive Products

Knowledge of Customers

Knowledge of BusinessP

rinciples Selling Skills

Relationship-Building Skills


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Team- Selling Skills

Team Management Skills

Computer-Assisted-Selling Skills

Knowledge of the Legal Constraints on Selling


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What Teaching Methods Should

Be Used?

Teaching Methods For

Presenting Information In Sales

Training

Discussion

Cases

Round table

Panels DemonstrationsLectures

Web-

Based

training

Audiocassettes Role-PlayingOn-the-job

training

Mentoring


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Contd.

Determine how training will be reinforced

What outcomes will be evaluated?

What measures will be used?

Reinforcement

Evaluation


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Training Evaluation

Reactions

Behavior

Learning

Results


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SALES FORCE TRAINING

IN INFOSYSA SNAPSHOT


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SALES FORCE TRAINING IN INFOSYS

Training CenterIn Mysore

14 weeks Training Program

Eight hours a day at Mysore, Student study lines of Java code,

attend team-building workshops, and learn to differentiate thedo's of global workplace etiquette from the don'ts.

In order to graduate, every fresher has to pass two three-hour

comprehensive exams.

by 2008 it will have the capacity to train 10,000 employees at a

time. That's more than double the number it can accommodate

today.


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SALES FORCE TRAINING

OF LICA SNAPSHOT


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SALES FORCE TRAINING OF LIC

Agents go through both generic and specific, professional

programs that help them remain well-informed and

knowledgeable about the companys products in the market.

There is a further focus on soft skills such as communication,managing long-term relationships and selling skills.

A 17-18 days training schedule covers the mandatoryIRDA

training requirements and LIC product-training module.

Revision session ensure that the candidates thoroughly

understand the course contents.

sale force training

Documents