This document summarizes a sales training program called Customer Outcome Sales Techniques. The training will be led by store, district, and regional managers and target independent sales representatives. Trainees will learn skills like determining customer needs, describing product value, and responding to questions through lectures, role plays, and field training with feedback. Transfer of training will be facilitated by discussing real work problems and evaluated through tests and sales data to measure the program's effectiveness.

1. Sales Training Program
The purpose of this presentation is to convey to benefits
of the sales training program, Customer Outcome Sales
Techniques.
This presentation will include
Description of the training program and target audience
Overview of learning outcomes
Overview of program (trainers, content, presentation)
Overview of aspects that facilitate learning
Overview of the lesson plan
Discussion of how transfer of training will be insured
Discussion of how program effectiveness is evaluated

2. Customer Outcome Sales Techniques
Purpose:
• To teach independent sales representatives sales
skills that will transfer to on the job sales

3. Target audience
Who will attend and benefit from the program?
- Independent sales representatives

4. Learning Outcomes
Upon Completion participants should be able to:
1. Use active learning to determine customers needs
2. Describe value of products and services to customers
3. Respond appropriately to customers questions

5. Trainers
Who will lead the training program?
-Those who will participate are
a. Store managers
b. District managers
c. Regional managers
Having managers from each level participate will both,
(1) Provide trainees with a wider range of knowledge, and
(2) Increase the perceived meaningfulness of training content

6. Training Content
Training content will address teaching each learning outcome
as well as develop skills required for each of these outcomes
Content will include:
Using learning techniques to recognize customer wants
Using appropriate terminology to describe value of products
Using customer service skills in responding to question

7. Training Content
Training will be presented through
lecture
PowerPoint presentation
Advantages of these training methods are,
(1) Personal interaction teaches cognitive abilities,
(2) Trainers are able to give examples directly after teaching

8. Training Content
How will the classroom be prepared to make learning easier?
Training rooms will include:
Breakout rooms
Project rooms
Conference rooms
These particular classroom environments help deliver high
collaboration and high self-direction for trainees

9. Facilitation of Learning
Facilitation of learning is where trainees are encouraged
to take control of their learning process through activities
and opportunities to practice skill
For facilitation of learning to occur, the trainer’s roll
becomes that of a facilitator providing resources and
support to learners
This facilitation of learning occurs through the
Social learning theory
Social learning theory emphasizes that people learn by
observing other persons whom they believe are
credible and knowledgeable

10. Facilitation of Learning
Activities and opportunities to practice skills
Field training with detailed feedback
oThe analysis and feedback is where most skills are developed.
Roll plays
oPractice sales through different scenarios
30-second commercial
oA way for trainees to practice their sales pitch

11. Lesson Plan
8 - 8:50 A.M. Introduction to customer outcome sales
techniques
9 - 9:50 A.M. Lecture in conference room on developing
sales skills
10 - 10:20 A.M. Break
10:20 – 11:30 A.M. Lunch
1 – 2 P.M. Lecture on transferring skills to on-the-job
2 – 3 P.M. 20-second commercial & Roll plays
3 – 3:15 P.M. Wrap-up (questions and answers)

12. Transfer of Training
Since sales skills are mainly cognitive, the cognitive
theory of transfer occurs
The likelihood of transfer depends on the trainees’
ability to retrieve learned capabilities

13. Transfer of Training
Providing trainees with meaningful material that
enhances the chances that they will link what they
encounter in the work environment to the learned
capability increases the likelihood of transfer
This transfer will be achieved through having trainees
identify a work problem or situation and discuss the
potential application of training content

14. Evaluation
It’s important to determine the effectiveness of a
training program to assess what future steps to take
Summative evaluation will be used to evaluate the
effectiveness of the training program
The monetary benefits are measured through ROI as
well as quantitative data through tests, ratings of
behavior, or objective measures of performance such
as volume of sales, accidents, or patents.

15. Justification
Considering that the sales representatives are the front
line for generating new business, it’s important that each
representative receive training in
1. Using learning techniques to recognize customer
wants
2. Using appropriate terminology to describe value of
products
3. Using customer service skills in responding to
question
This program will advance both
intellectual and cognitive skills of
trainees, develop efficient sales
representatives, and generate a
return on investment for Apollo
Enterprises