sale force training
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SALE FORCE TRAINING
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Those who seek mentoringwill rule the great expanse
under heaven.
-Shu Ching, Chinese Book Of History-
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SALES TRAINING
It is a process of providing the sales force
with specific skills for performing their task
better and helping them to correct
deficiencies in their sales performance.
Sales Training Program creates a Win-Win
situation for both individual and theorganization.
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IMPORTANCE OF SALES TRAINING
To improve Sales Performance
To influence prospects in a better way
Provides Expert knowledge Reduce Wastage
Reduce Control and Supervision
Develop high morale work Low turnover of sales force
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Phases Of Developing And
Conducting Sales Force Training.
Successful Program Consist of four phases:1.Training Assessment
2. Program Design
3. Reinforcement
4. Evaluation
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Phases of Developing andConducting Sales Force Training
Establish program objectives
Identify who should be trained
Identify training needs and specific goals
How much training is needed?
Training
Assessment
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What Are The Training Program
Objectives?
Sales Training
Program
Objectives
Higher
Morale
Lower
Turnover
Increased
Sales Productivity
Improved
Communication
Improved
Customer Relation
Improved Self
Management
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Who Should Be Trained?
1. New Hires
2. Experienced Reps
3. Customers
4. Sales Managers
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Contd.
Where should training be done?
Who should do the training?
Content of training
Program
Design
Teaching methods used in training program
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Who Should Do The Training?
Line Personnel
Staff Trainers
Outside Training
Specialists
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Where Should The Training
Take Place?
Centralized Training
Decentralized Training
a) Use Of Senior Sales People
b) On the Job Training
c) Sales Seminar
d) Self-Guided Assessment
e) Field Sales Office Instruction
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What Should The Content Of
The Training Be? Attitude toward Selling and toward Training
Knowledge of the Company
Product Knowledge and Application Knowledge of Competitive Products
Knowledge of Customers
Knowledge of BusinessP
rinciples Selling Skills
Relationship-Building Skills
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Team- Selling Skills
Team Management Skills
Computer-Assisted-Selling Skills
Knowledge of the Legal Constraints on Selling
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What Teaching Methods Should
Be Used?
Teaching Methods For
Presenting Information In Sales
Training
Discussion
Cases
Round table
Panels DemonstrationsLectures
Web-
Based
training
Audiocassettes Role-PlayingOn-the-job
training
Mentoring
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Contd.
Determine how training will be reinforced
What outcomes will be evaluated?
What measures will be used?
Reinforcement
Evaluation
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Training Evaluation
Reactions
Behavior
Learning
Results
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SALES FORCE TRAINING
IN INFOSYSA SNAPSHOT
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SALES FORCE TRAINING IN INFOSYS
Training CenterIn Mysore
14 weeks Training Program
Eight hours a day at Mysore, Student study lines of Java code,
attend team-building workshops, and learn to differentiate thedo's of global workplace etiquette from the don'ts.
In order to graduate, every fresher has to pass two three-hour
comprehensive exams.
by 2008 it will have the capacity to train 10,000 employees at a
time. That's more than double the number it can accommodate
today.
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SALES FORCE TRAINING
OF LICA SNAPSHOT
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SALES FORCE TRAINING OF LIC
Agents go through both generic and specific, professional
programs that help them remain well-informed and
knowledgeable about the companys products in the market.
There is a further focus on soft skills such as communication,managing long-term relationships and selling skills.
A 17-18 days training schedule covers the mandatoryIRDA
training requirements and LIC product-training module.
Revision session ensure that the candidates thoroughly
understand the course contents.