Sales Training: Objectives, Techniques, and Evaluation Sales Force and Distribution Management
Sales Training: Objectives, Techniques, and Evaluation Sales Force and Distribution Management Marketing 3345 Training Investment Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006 Sales Training Issues Who should be trained? What should be the primary emphasis in the training program? How should the training process be structured? – on-the-job training and experience? – formal and more consistent centralized program? – web-based? – instructor-based? Sales Training Objectives Increase productivity Improve morale Lower turnover Improve customer relations Improve selling skills WellDesigned Training Program Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006 Training Costs and Duration Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006 Training Costs and Duration Sales Training Topics Product or service knowledge Market/Industry orientation Company orientation Selling skills Time and territory management Legal and ethical issues Technology Specialized topics Training Methods - How Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006 Training Methods - Where Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006 Training Evaluation Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006 Training Evaluation Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006
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