Ch11
•Download as PPT, PDF•
0 likes•851 views
The document discusses various aspects of sales training including determining needs, objectives, topics, and methods. It provides data on what topics companies often focus on in training such as product knowledge, selling skills, and time management. The document also outlines best practices for developing effective sales training programs and evaluating their impact.
![Determining Training Needs* ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],68% 73% 60% 59% 25% *Percent of firms indicating they often use these assessments to determine training needs. Source: Robert Erffmeyer, K. Russ, and Joseph Hair, “Needs Assessment and Evaluation in Sales Training Programs,” Journal of Personal Selling and Sales Management , 11,1 (Winter, 1991), p. 21.](https://image.slidesharecdn.com/ch11-110507191532-phpapp02/85/Ch11-1-320.jpg)
![Sales Training Objectives ,[object Object],[object Object],[object Object],[object Object],[object Object]](data:image/gif;base64,R0lGODlhAQABAIAAAAAAAP///yH5BAEAAAAALAAAAAABAAEAAAIBRAA7)
Recommended
More Related Content
What's hot
What's hot (20)
Viewers also liked
Viewers also liked (20)
Similar to Ch11
Similar to Ch11 (20)
Recently uploaded
Recently uploaded (20)
Ch11
- 16. Table 11-5 Sales Training Evaluation Practices Criteria Importance Measure Type Rank Trainee feedback Reaction 1 Supervisory appraisal Behavior 2 Self-appraisal Behavior 3 Bottom-line measures Results 4 Customer appraisal Behavior 5
- 18. Assess Setting Setting Training Objectives Budget Needs What Where Training Trainers? Topics? to Train? Methods? Evaluating Training Follow-Up Training
- 19. Instructional Methods Used in Training