TWO TYPES:
1.? FORMAL
2. INFORMAL
BENEFITS/IMPORTANCE OF TRAINING
1. BASIC SKILLS? ---? ADVANCED SKILLS
2. KNOW “OUR” WAY
3. MORE PRODUCTIVE SALES PEOPLE
4. HIGHER MORALE
5. BETTER SALES MANAGEMENT
6. SATISFIED CUSTOMERS
7. ADDRESS ENVIRONMENTAL ISSUES
8. KNOW MARKETING/CORPORATE INITIATIVES
9. INTERPERSONAL SKILLS
10. IMPROVE PROFESSIONALISM
11. EVALUATE READINESS FOR PROMOTION AND/OR TRANSFER
DEVELOPING SALES TRAINING
1. BASED ON NEEDS OR?PERFORMANCE GAPS
2. PROFESSIONAL
3. NO TRAINING FOR THE SAKE?OF TRAINING
4. FOLLOW A PROCESS
SALES TRAINING DEVELOPMENT PROCESS:
1. NEEDS ASSESSMENT
2. TRAINING OBJECTIVES
3. DEVELOP CONTENT
4. DEVELOP COURSE ARCHITECTURE
5. TEST IT
6. PREPARE STUDENTS
7. DELIVER THE COURSE
8. MOTIVATE THE STUDENTS
9. EVALUATE? AND MODIFY
