1. introduction: Training is a process of learning a sequence of programmed behaviour. It is the application of knowledge & gives people an awareness of rules & procedures to guide their behaviour. It helps in bringing about positive change in the knowledge, skills & attitudes of employees

2. Concept of Training Training is the process of increasing knowledge, skills and other traits of an individual for performing a particular job. Its purpose is to improve the behavior and performance of the trainees.

3. Sales training can help aspiring salespersons develop and practice the skills they need to succeed and increase their confidence level

4. Importance of sales training Proper sales training is important for a number of reasons

5. Improving communication skills

6. Learning sales methodology

7. Overcoming objections

8. Product knowledge

9. Customer service skills

10. Designing sales training programs We have to identify the following: Aim of training Content of training Method of training Execution of training Evaluation of training

11. Common objectives of sales training To increase sales, profit, or both. To improve customer relations. To introduce new product, market, and promotional programs. To create positive attitude and to increase salesforce morale.

12. Content of training Often includes the following: Knowledge of company, its goals, its policies, procedures, history and values. Knowledge of the features, advantages, and benefits of the company’s products and services. Knowledge about competitors’ products and services. Knowledge about customers. Team work skills Knowledge of legal constraints

13. Method of training On the job trainingOff the job training coachingCase study mentoringRole play Job rotationPresentations Job instruction techniquesSimulation games Group discussions lectures

14. Execution of training

15. Evaluation of training In evaluation we must decide : - what outcomes to be measured - How these outcomes to be measured - When these outcomes to be measured

16. Major outcomes of training Reaction Learning Behavior Result

17. Reaction

18. Learning

19. Behavior

20. Result