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Unit Five

Unit five discusses the training and orientation of sales forces, emphasizing the importance of providing salespeople with the necessary culture, skills, knowledge, and attitudes for improved performance. It defines sales orientation as a model that focuses on aggressive sales tactics to gain market share rather than customer needs. The document highlights the increasing significance of training in response to shorter product life cycles and more complex customer relationships.

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Arega Teferi
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11 views1 page

Unit Five

Unit five discusses the training and orientation of sales forces, emphasizing the importance of providing salespeople with the necessary culture, skills, knowledge, and attitudes for improved performance. It defines sales orientation as a model that focuses on aggressive sales tactics to gain market share rather than customer needs. The document highlights the increasing significance of training in response to shorter product life cycles and more complex customer relationships.

Uploaded by

Arega Teferi
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd

Unit five: Training and orientation of sales forces

Sales training—the effort an employer puts forth to provide salespeople job-related


culture, skills, knowledge and attitudes that should result in improved performance. It is
the act of training your sales team. The definition gets complex when you consider how
many types of sales there are. A sales rep trained in telemarketing might not do well in
field sales.
Sales culture—the set of key values, ideas, beliefs, attitudes, customs and other
capabilities & habits shared or acquired as a sales group member. It defines what is
important in an organization and is the combination of attitudes and behaviors to which
most members of an organization subscribe. – As product life cycles become shorter and
relationships with customers have become more complex, training for sales forces has
become increasingly important 12-4 Sales Force Train

5.1 Definition of orientation

Sales orientation is a business model that prioritizes aggressive sales tactics and
promotional activities to gain market share over focusing on customers' needs. It's based on
the idea that “everyone is a potential customer” and the sales department must convince
them to buy.

5.2 importance of orientation


5.3 definition of training
5.4 types of training
5.5 importance of training

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