1. Sales traiNING

2. phases of Sales training process
Assess Sales Training Needs
Design & Execute Sales Training Programme
Evaluation & Reinforcement of Sales Training Programme

3. 1. Popular Sales training needs
Product Knowledge
Customer Knowledge
Competitive Knowledge
Sales Techniques (or Selling Skills)
Company Knowledge

4. 1. Methods used for Assessing sales Training needs
Sales Manager’s Observation
Salesforce Survey
Customer Survey
Performance Testing
Salesforce Audit

5. 2. Design & execute sales training programme
ACMEE Method
EXECUTION (WHO, WHEN, WHERE, WHAT)?
AIMS
(WHY?)
CONTENT
(WHAT?)
METHODS
(HOW?)
EVALUATION

6. aIMS (Why?) To increase sales productivity
To improve customer relations
To create positive attitude
To reduce role conflict & ambiguity
To introduce new products, promotional programmes
Prepare new salesforce for assignment to a sales territory

7. Content (What?) Company Knowledge Product Knowledge Customer Knowledge
Competitor Knowledge
Selling Skills or Sales Techniques

8. Methods (how?) Class Room/ Conference Training Behavioral Learning
Online Training
Absorption Training
On the Job Training (OJT)

9. METHODS (HOW?) CLASS ROOM/CONFERENCE TRAINING BEHAVIORAL LEARNING
LECTURES
DEMONSTRATIONS
GROUP DISCUSSIONS
BEHAVIORAL LEARNING
ROLE PLAYING
CASE STUDIES
ONLINE TRAINING
SALES TRAINING METHODS
ABSORPTION TRAINING/SELF STUDY
AUDIO CASSETTES
MANUALS, BOOKS CD
ON-THE JOB TRAINING
MENTORING
JOB ROTATION

10. Execution (who, when, where, what?)
Preparation of Training Time Table
Arranging Internal & External Trainers
Making Travel Arrangements of Participants
Arranging the Conference Hall, Teaching Aids(Projector, Speaker, Sound System)

11. Evaluation
Reactions
Learning
Behaviour
Results

12. Thank You