Scribd
Upload
8 views16 pages

Sales Training Program Overview

The document discusses training programs for salespeople. It defines training and explains its significance in increasing productivity, optimizing resource use, and improving employee attitudes and understanding of competitive environments. Various training methods are outlined, including on-the-job methods like training by supervisors and position rotation, and off-the-job methods like classroom instruction, vestibule training, and apprenticeship training. Sample training programs from a corporate training firm are described that cover skills like sales calls, questioning, relationship building, and objection handling. The document also discusses organizing training programs and the essentials of an effective program.

Uploaded by

Rahul Kumar Singh
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd
8 views16 pages

Sales Training Program Overview

The document discusses training programs for salespeople. It defines training and explains its significance in increasing productivity, optimizing resource use, and improving employee attitudes and understanding of competitive environments. Various training methods are outlined, including on-the-job methods like training by supervisors and position rotation, and off-the-job methods like classroom instruction, vestibule training, and apprenticeship training. Sample training programs from a corporate training firm are described that cover skills like sales calls, questioning, relationship building, and objection handling. The document also discusses organizing training programs and the essentials of an effective program.

Uploaded by

Rahul Kumar Singh
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd

Training Programmes

Presented By:
Dr. Harjit Singh

S-15 1
What is Training?
 It is a systematic programme of a sales
organization aims at increasing the aptitudes,
skills and abilities of the selling staff.
 By training, the sales people will acquire new
skills, technical knowledge, problem solving
ability or attitudes etc.
 All types of job from time to time require
some sort of training due to emerging
business complexities…..
S-15 2
Significance of Training
1. Increase in productivity
2. Optimum utilization of resources
3. Reduced Supervision & Direction
4. Heightened Morale
5. Moulds employees’ attitude
6. Better understanding of competitive environment
7. Better understanding of products offered….

S-15 3
Student’s Activity1
Why T & D?
Hint:
No one is perfect fit at the time of hiring…

S-15 4
Training Methods
 The choice of any of the methods depends
upon several factors like cost of training,
Objective of training, background of trainees
etc…
 The various training methods are:
 On the job Method
 Off the job training….

S-15 5
1. On the Job Training Method
 As the name suggest, it is imparted on the
job and at the place where the employee is
expected to perform his duties.
 Following systems are included:
1. Training by Supervisor/Seniors (Orientation)
2. Understudy System
3. Position Rotation…….

S-15 6
2. Vestibule Training
 Here training is not given on the job but sales
people are trained on specific jobs in a
special training rooms with the help of
models.
 Training is given in classroom where selling
conditions are created which are similar to
the actual selling environment…..

S-15 7
3. Class Room Method
 Here concepts, attitudes, styles, theories, product
specifications, problem solving attitudes, grievance
solving techniques are learnt under typical
classroom instruction method. It includes
 Formal Lecture
 Conference/Seminars
 Workshops/Training days
 Role Playing
 Business Games
 Cases Study…..

S-15 8
4. Apprenticeship Training
 Training that is mandatory by the law….

S-15 9
Specimen of
“Sample Training Programme”
Offered by
Mainstream Solutions
(India’s largest Corporate Trainer Firm)

S-15 10
Sales Training- Sales Edge I & II  will cover the
following Modules
 10 things that successful Sales Engineers do.
 Components of a Quality Sales Call
 Pre-Sales Call preparations
 Post Sales Call analysis
 Listening Skills training
 Art of asking questions
 Building long lasting relationships
 How to generate leads for more sales
 Understanding body language of the customer
 Understanding buying signals
 What they mean when they say......
 Handling Objections
 How to handle price objections
 Turning Objections into Objectives
 Closing techniques
 How to say NO
 How not to over commit?
 Do's and dont's S-15 11
 Mock Sales calls .....
Specimen of
“Sample Training Programme”
Offered by
Sales Training India

S-15 12
 Sales Training India, offers tailor-made programmes
to suit the exact needs of their customers.
 Some of their most sought after programs
have been:
1) Professional Selling Skills
2) Selling Skills for different industry...such as
Media, Retail, Manufacturing, Pharma, etc
3) Negotiation Skills
4) Presentation Skills
5) Customer Service Skills
6) Customer Retention & Complaints Handling
Skills
7) Lifetime Value of Customers…..

S-15 13
Organising Training
Programmes
1. Determining Training Needs
2. Selection of the training Programmes
3. Make-up of training Programme
4. Follow Up…

S-15 14
Essentials of Training
Programmes
1. Economical
2. Flexible
3. Time Saving
4. Preplanned
5. Multi-method
6. Motivative
7. Systematic
8. Satisfies both employees and employers
9. Well trained recruiters……

S-15 15
S-15 16

You might also like