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Sales and Distribution
Management, 2e
Dr Tapan K. Panda, Great Lakes Institute of Management, Chennai
Dr Sunil Sahadev, Un...
Chapter 10
Training the Sales Force

Copyright © 2011 Oxford University Press

Chapter 10: Training the Sales Force
Challenges in sales training

 Will the training programme be effective in solving a
problem?
 Will the investment in it...
Role of the trainer

• The success of the training programme depends on the
ability, skill, and motivation of the sales tr...
The training process

Training need assessment

Design and conduct of a training programme

Evaluation of a training progr...
Training need assessment phase

Organizational level analysis

Task level analysis

Individual level analysis

Copyright ©...
Training needs










Identification of specific problems
Anticipating impending and future problems
Managemen...
Designing and conduct phase

 Location
 Job Instruction Training (JIT)
 Presentation options

Copyright © 2011 Oxford U...
Types of training
 Cross-functional training
 Team training
 Creativity training
 Literacy training

Copyright © 2011 ...
Training methods
 Didactic method
- structure the lecture
- reinforce the Message
- aid concentration
- material used for...
Training methods











(contd..)

Seminars
Discussions
Role play
Case study
Fishbowl
Workshops
Sensitivity ...
Deciding a sales training programme

 Aim
 Content
 Contents
 Knowledge
 Proficiencies
 Location
 Evaluation

Copyr...
Process of socialization

•

Anticipatory socialization

•

Accommodation stage

•

Outcome stage

Copyright © 2011 Oxford...
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Transcript of "10"

  1. 1. Sales and Distribution Management, 2e Dr Tapan K. Panda, Great Lakes Institute of Management, Chennai Dr Sunil Sahadev, University of Sheffield, UK Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
  2. 2. Chapter 10 Training the Sales Force Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
  3. 3. Challenges in sales training  Will the training programme be effective in solving a problem?  Will the investment in it be justified?  Will it produce the desired or intended results? Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
  4. 4. Role of the trainer • The success of the training programme depends on the ability, skill, and motivation of the sales trainer Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
  5. 5. The training process Training need assessment Design and conduct of a training programme Evaluation of a training programme Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
  6. 6. Training need assessment phase Organizational level analysis Task level analysis Individual level analysis Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
  7. 7. Training needs          Identification of specific problems Anticipating impending and future problems Management requests Interviewing and observing the personnel on the job Performance appraisal Questionnaire survey Checklist Attitude survey Interpersonal skill test Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
  8. 8. Designing and conduct phase  Location  Job Instruction Training (JIT)  Presentation options Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
  9. 9. Types of training  Cross-functional training  Team training  Creativity training  Literacy training Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
  10. 10. Training methods  Didactic method - structure the lecture - reinforce the Message - aid concentration - material used for the lecture - make it memorable for the participants - deliver with dynamism - use questions  Visual support  Participative  Conferences Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
  11. 11. Training methods           (contd..) Seminars Discussions Role play Case study Fishbowl Workshops Sensitivity training Transaction analysis In-tray exercises Transcendental meditation Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
  12. 12. Deciding a sales training programme  Aim  Content  Contents  Knowledge  Proficiencies  Location  Evaluation Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
  13. 13. Process of socialization • Anticipatory socialization • Accommodation stage • Outcome stage Copyright © 2011 Oxford University Press Chapter 10: Training the Sales Force
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