6. SALES FORCE TRAINING

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