Professional Documents
Culture Documents
13 Training Final 1
13 Training Final 1
REENGINEERING TRAINING
Improving knowledge in areas such as product, company, competitors, or selling skills. Lowering absenteeism and turnover.
Positively influencing attitudes in such areas as job satisfaction.
continued
Market/Industry orientation
Company orientation Selling skills
Specialized topics
Product Knowledge
Enables a salesperson to provide prospects and customers with the
critical information for rational / balanced decision-making Involves Knowing how the product is made How the product is commonly used, and How it should not be used. Customers often want to know how competitive products compare on price construction performance compatibility with each other Companies that produce technical products spend a greater amount of time on product knowledge
company polices
A well-prepared sales manual gives a sales
territories
Legal/Ethical Issues
National Industry law dictates corporate action or
ethical implications
Lapses in ethical conduct often lead to legal problems
Technology
Notebook computers
Presentations connecting to company intranet or extranet delivering documentation quickly and accurately
Home offices eliminate the need to go to another office Salesperson can be almost totally self-sufficient with
high-speed network connection
computer printer cell phone
Training Methods
On the job Method
Demonstrations examples
Seminar
Case Study Role playing
Training Materials
Manuals A manuals summarizes the contents covered, gives case studies, and leaves space for self
assessment exercises, working out problems, and games or role play type materials. Printed materials- Company Catalogues, pricelists, product brochures, hand outs of important topics, business magazines etc. Training aids Audio visual CD and tapes, video CD and Tapes etc. Advance Assignments A company can ask the trainees to read in advance certain topics and cases.
P la n n in g P h a se
O r g a n iz in g P h a s e
Staffing P hase
D ire c tin g P h a s e
E v a lu a tio n P h a s e