Marketing Training : Sales Training Program

The purpose of this project was to develop a training program for Wellbridge Clubs that focused on teaching sales staff to sell personal training (PT) packages to members, in order to increase Wellbridge sales. The training agenda was designed based on Silberman’s (2006) Active Training, in order to engage the participants in their learning process. The use of immediate learning exercises is intended to draw the participants into the process of guided note taking during the brain-friendly lectures. Through

Training is a planned effort to enable employees to learn job-related knowledge, skills, and behavior. Development involves acquiring knowledge, skills, and behaviors that improve employees’ ability to meet the challenges of a variety of new or existing jobs, including the client and customer demands of those jobs (p. 9).

“In order to develop required human resource competencies, organizational leaders need to align the selection, training, development, and removal of employees with the behavioral requirements of the desired change” (Spector, 2010, p. 102). Having a focus on training can be an important part of helping employees understand how their competitive environment is changing. Along with the importance of changing their behaviors.

The merger between InterClean and EnviroTech is fast approaching. Our two companies will soon be crossed trained in various functions and positions within the newly formed organization. We have individuals from both organizations who have strong sales and leadership skills. In addition, InterClean executives need to balance growth and sustained success both locally and worldwide. In order to do that, it is necessary to establish a training program for the newly formed sales team.

This paper describes the fundamental principles needed to acquire to be successful in sales. For example, "The Best Damn Sales Book Ever", by Warren Greshes, contains fifteen chapters and sixteen fundamental rules that craftily frames, "success". Success is told through Mr. Greshes personal stories and experiences, while providing concrete guidelines on becoming a salesperson. First and foremost, the book aims to motivate and inspire, and give the reader essential ideas on what goes into a successful career and a balanced life. Furthermore, the book offers effective techniques because Mr. Warren's stories have a universal charm that hilariously emphasizes the lessons and issues sales people have to face every day. Lastly, his bluntness and

Salesmanship is one of the most looked down professions that most people would prefer not to be associated with. But this hasn't kept away one in every nine Americans (almost 15 million) from actively engaging in sales as a career. Nonetheless, according to a sales and marketing best-selling author, Daniel Pink, everyone in life is a salesman and so is every profession. To further explain his point, Pink even summed up his survey on sales into a book entitled "To Sell Is Human."

Sales is important no matter what your career becomes. Everything you do, you sell. Our mind is very powerful and will only break us down because we are human and are harsh on ourselves. If you expect to sell whatever it is we are selling, than your first principle is to be optimistic rather than pessimistic. To stay on the positive track of sales you must overcome the advisory and the negative thoughts he brings to mind. So lets say sales does become your job, and you aren 't doing so well because you just started off. Does this mean you start believing your negative thoughts and give up ? No you don 't. This is normal to think you are lacking the skill of a talented salesman but talent takes time. Here is an example of a pessimistic thought process every salesman goes through. It 's called the ABCD model. "A" stands for adversity. Your thoughts are telling you you suck and can 't sell anything. "B" stands for belief. If you start to believe that you suck at selling things than that will lead to poor sales techniques in your future

Training plans need to support the goals and objectives of the company while also following established policy and procedures. Four guidelines are offered for training professionals on planning collaborative interventions that are more likely to affect business objectives are develop a theory of impact, reframe the point of evaluation from proof of evidence, isolate the effects of training, and establish accountability for training (Bernardin & Russell, 2013). Naturally, the training plan for customer service representatives will include the methods of how to perform the expectations of the position. Of course, the instructor should set the tone of training at the beginning for the importance of providing superior customer service while

Close more sales and bigger deals with a training series designed specifically for partner sales reps. The Challenger methodologies and business use cases are proven and effective tools for increasing sales.

Human resources are the most valuable assets of any organization, with the machines, materials and even the money; nothing gets done without man-power. In today’s business climate, businesses are faced with stiff internal and external competition. There are various human resource functions that give an organization a competitive edge, but most scholars argue that human resource functions becomes only operational when training has run through them all. This places training and development as an essential function in the survival of any organization. Increasingly, high performance organizations today are recognizing the need to use best training and development practices to enhance their competitive advantage.

There is a small difference regarding the importance of training and development. This area of responsibility is crucial when an organization is striving for an increase in sales. Proper and thorough training will create the changes needed to enhance the knowledge and skills of each employee. Training is also a way of communication between management and staff and should be a top priority in all departments.

“Training is the systematic acquisition of skills, rules, concepts, or attitudes that result in improved performance” (Goldstein & Ford, 2002). Pal’s Sudden Service has focused their hiring practices on hiring the right people first, providing the best training possible and reinforcing training everyday. The investment in training has much more to do with the company other than low errors, reduced customer wait times, which lead to high customer satisfaction. The focus on training reduces employee turnover. The costs of hiring and training new employees greatly reduces customer loyalty, both significantly will impact profit. The challenge, comprehend the training requirements, formulating who will train and

Another crucial part of managing a sales team is to continually recruit and train new staff. New talent is a great way to generate fresh ideas; you never want your sales team to become stale. Sales Managers are always establishing sales programs and advising their team on ways they can improve their performance (Bureau of Labor Statistics).

This term paper exercise is designed to have you study the specific sales practices of a company

The next stage in the personal selling process is approaching the prospect. This means actually having an initial first meeting with the prospect for the first time, face-to-face. (Personal Selling, pg.136) Like most things in life, “Practice Makes Perfect”, and in this particular case, this statement holds true in that the more a sales representative practices and rehearses their sales presentation, the better. Practicing and rehearsing one’s presentation assist sales representatives in