Components Of Sales Training Process

1639 WordsDec 4, 20157 Pages
MKTG390 FALL 2015 Article Review 1. Element of Sales Training Process i. Assess Sales Training Needs The needs assessment in a sales are activities undertaken to determine the extent to which the members of the sales force possesses the skills, attitudes, perceptions, and behaviors, required to be successful. This performance testing is conduct to determine the proficiency of salespeople in particular area, such as product knowledge. ii. Setting Training Objectives After determining which areas in which the training is needed, training objectives should be set. Although, many objectives may vary by training, the general main objectives of setting training objective is to increase sales or profits by a certain amount, teaching…show more content…
v. Perform Sales Training This step is actually concerned about the needs to conduct training as planned. At this stage, managers should make sure they monitor the progress of trainees and ensure the training topics are being adequately covered. vi. Conduct Follow-up and Evaluation The final step of the sales process is to determine the effectiveness of the sales training. This process can be done by getting feedback from trainees, exams, sales manager observations of trainees back in the field, customer feedback, new business and sales volume growth, and return on investment, among others. 2. Two examples that showed evident of growth of sales training. Factors that showed evident of growth of sales training for Malaysian Banking industry was to the result of: Professional training body to improve the skills of their employees or realization and importance of the role played by sales professional in the banking industry. 3. Importance of culture to sales training Malaysian With the emergence of foreign market in the country and the overall sales training, it has shaped the culture and the importance of allowing Malaysian to succeed by investing domestically and internationally as well. The importance or the existence of Customer Relationship Management (CRM) and customer orientation philosophies have gained the trust of Malaysian consumers which in turn has had a positive direct correlation. 4. Research gap in the article While the article was tried
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