Methods of training a sales personal outlines various training methods including lectures, role playing, case discussions, on-the-job training, and correspondence courses. Lectures focus on teaching over learning while role playing and case discussions promote active participation. On-the-job training combines instruction with practice and feedback. Correspondence courses are suitable when trainees are scattered but periodically meet for seminars. The document analyzes the strengths and weaknesses of different group and individual training approaches.

1. METHODS OF TRAINING A SALES PERSONAL
SALES
MANAGEMENT

2. SYNOPSIS
*Definition
*Methods
*Conclusion

3. Definition
According to the Business Dictionary
“An individual who sells goods and
services to other entities. The success of a
sales person is usually measured by the
amount of sales he/she is able to make during a
given period of time.”

4. Methods
*The Lecture
*The personal conference
*Demonstration
*Role Play
*Case discussion
*Impromptu Discussion
*Gaming
*On- the-job Training
*Programmed learning
*Correspondence Courses
*Group vs. Individual Training Methods

5. Lecture Method
• Its an ancient instructional
method.
• Trainees mainly watch and learn.
• This method features passive, rather than
active , trainee participation.
Major drawback
• Teaching is emphasized more than learning.
• Absence of immediate participant feedback.

6. Personal Conference
• The trainer and trainee jointly analyze
problems.
• It is an unstructured and informal method.
• It varies with the personalities of the trainer,
trainee and the topics discussed

7. Demonstration
• It is appropriate for conveying information on
such topics as new product and selling
techniques.
• Demonstrating how a new product works and
its uses is much more effective than lecturing
about the same.
• E.g. Chapatti maker

8. Role playing
• This method has trainees acting
out parts in contrived problem situation.
• The trainer describes the situation and the
different personalities involved.
• Each plays his/her role and afterward, together
with other group members appraise each
players effectiveness and suggest how each
players performance might have been
improved.

9. Case Discussion
• In this method different cases are given to the
trainees and are asked to solve them.
• Each case study either describes a real selling
problem or is developed around a situation
sufficiently real to stimulate emotional
involvement by the trainees.

10. Impromptu Discussion
• The trainer makes a brief oral presentation on
an everyday problem.
• Group members gain an understanding of
many problems acquired only through long
personal experience.
• General give and take discussion follows.
• Active participation of members is possible
here unlike lecture method.
• It is widely used method

11. Gaming
• Also known as simulation, somewhat resembles role playing.
• It uses highly structured contrived situations, based on reality.
Advantages
• Players can learn easily because they involve themselves in
game play.
• Develop skills in indentifying key factors influencing
decisions.
Disadvantages
• Improper game design.
• Some minimum time is required for playing ,usually 3 to 4 hrs.
, to generate sufficient decision “rounds” to provide desired
learning experience.

12. On-the-job training
• Also known as coach-and-pupil method.
• It combines telling, showing, practicing and
evaluating.
• It is the most effective way for learning a job.
• This method is appropriate for developing
trainee’s skill in making sales presentation,
answering objections and closing sales.

13. Programmed learning
• This method breaks down subject matter into
numbered instructional unit called frames,
which are incorporated into a book or
microfilmed for use with a teaching machine.
• E.g. Power Point presentations, Classroom
teaching.

14. Correspondence Courses
• It is most appropriate when trainees are scattered
geographically but are assembled periodically for
lectures, seminars, role playing.
• This method is used in initial and continuing sales
training.
• It is also used to train non company personal such
as distributor’s sales personal to improve their
knowledge of the manufactures product line and
selling techniques.

15. Group Vs. Individual training
methods
• Of the 10 discussed , 5are group methods, 4 are individual and
1 can be either of the two.
Group Individual
• Lecturing *Personal conference
• Role playing *On-the-job
• Case discussion *Programmed learning
• Impromptu discussion *Correspondence course
• Gaming
Demonstration can either be individual or a group method
depending on whether the audience is a group or an individual.