Sales Training Process Business & Marketing Coursework (Coursework Sample)
Develop a sales training process
You are a sales manager for a corporation that sells software to local businesses. You have been asked to create a new training process for a new group of salespeople who have been recently hired. Describe your sales training process using the six interrelated steps (ASSESS TRAINING NEEDS, SET TRAINING OBJECTIVES, EVALUATE TRINING OBJECTIVES, DESIGN SALES TRAINING PROGRAM, PERFORM SALES TRAINING, AND CONDUCT FOLLOW UP & EVALUATION) discussed in your textbook. Be sure to identify specific, measurable, and obtainable sales training objectives.
Your process should consist of at least 2 pages, not counting the title page or reference page. Make sure that any sources used, including your textbook, are cited and referenced properly using APA formatting. Outside sources other than your textbook are not required but can add depth to your response.
SALES TRAINING PROCESS
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SALES TRAINING PROCESS
Introduction
According to Schultz (2020), the sales training process is the process of continually improving the knowledge base, skills, and attitudes with other features of the salesperson to maximize sales and promote overall change in behavior. Achieving efficiency and effectiveness, the sales training process must be viewed, reviewed, designed, and implemented as a critical initiative to change management.
SALES TRAINING PROCESS USING SIX INTERRELATED STEPS
1 Assessing Sales Training Needs for the Organization
This first stage involves determining skills desired and performance level, assessing actual sales person’s skills and performance level, and analyzing the gap between actual and desired training needs. I will conduct these using methods such as auditing sales workforce, performance testing, observation, sales workforce survey, customer survey, and job analysis. The typical training needs for the new group of salespeople will be sales techniques, product knowledge, customer knowledge, competitive knowledge, and time and territory.
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