Disscuss the Importance of Training and Developing the Sales Force?

1753 Words Dec 23rd, 2007 8 Pages
DISSCUSS THE IMPORTANCE OF TRAINING AND DEVELOPING THE SALES FORCE?

1.1 INTRODUCTION
According to Dr Breeze, 2004 good training is the beginning, not the end. Many new employees come equipped with most of the knowledge and skills to start work. Others may require extensive training and development before getting ready to make much of a contribution to the organization. A majority, however, will at one time or another require some type of training or development activity in order to maintain an effective level of job performance (Nankervis, Compton and Baird, 2005).

Sales Creators has provided sales training nationwide for over three decades (Sales Creators, 1997).

1.2 WHAT IS TRAINING AND DEVELOPMENT
Training maybe defined as any
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"We continue to look at new areas where we need to progress in the business. The managers, the directors, VPs, etc. It happens at all levels. A lot of the time we try to get the people at the top to take part in training. Certainly they're the ones that need to drive it. If they do it, the people below them will do it. If they don't do it and live it, then the people below them won't do it" (Sosbe, 2002).

A recent survey of sales executives finds that 80 percent of respondents claims that training is key aspect of their business (Ingram, LaForge, Avila, Schwepker Jr and Williams, 2003).

1.7 IMPORTNCE OF TRAINING AND DEVELOPING THE SALES FORCE
Companies view training as an important means for protecting their investment in their sales force (Ingram, LaForge, Avila, Schwepker Jr and Williams, 2003).

The primary purpose of training at the beginning of an individual's employment it to bring up to a satisfactory level the knowledge and skills required for effective performance. As the individual continues on the job, training provides opportunities to acquire new knowledge and skills. As a result of the training, the individual may then be more effective on the job training and may qualify for job at a higher level (Nankervis, Compton and Baird, 2005).

According to Ingram, LaForge, Avila, Schwepker Jr and Williams, 2003 automation and computerization,

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