1. Sales and Distribution Management, 2e Dr Tapan K. Panda, Great Lakes Institute of Management, Chennai Dr Sunil Sahadev, University of Sheffield, UKCopyright 2011 Oxford University PressChapter 10: Training the Sales Force

2. Chapter 10 Training the Sales ForceCopyright 2011 Oxford University PressChapter 10: Training the Sales Force 3. Challenges in sales training Will the training programme be effective in solving a problem? Will the investment in it be justified? Will it produce the desired or intended results?Copyright 2011 Oxford University PressChapter 10: Training the Sales Force 4. Role of the trainer The success of the training programme depends on the ability, skill, and motivation of the sales trainerCopyright 2011 Oxford University PressChapter 10: Training the Sales Force 5. The training processTraining need assessmentDesign and conduct of a training programmeEvaluation of a training programmeCopyright 2011 Oxford University PressChapter 10: Training the Sales Force 6. Training need assessment phaseOrganizational level analysisTask level analysisIndividual level analysisCopyright 2011 Oxford University PressChapter 10: Training the Sales Force 7. Training needs Identification of specific problems Anticipating impending and future problems Management requests Interviewing and observing the personnel on the job Performance appraisal Questionnaire survey Checklist Attitude survey Interpersonal skill testCopyright 2011 Oxford University PressChapter 10: Training the Sales Force 8. Designing and conduct phase Location Job Instruction Training (JIT) Presentation optionsCopyright 2011 Oxford University PressChapter 10: Training the Sales Force 9. Types of training Cross-functional training Team training Creativity training Literacy trainingCopyright 2011 Oxford University PressChapter 10: Training the Sales Force 10. Training methods Didactic method - structure the lecture - reinforce the Message - aid concentration - material used for the lecture - make it memorable for the participants - deliver with dynamism - use questions Visual support Participative ConferencesCopyright 2011 Oxford University PressChapter 10: Training the Sales Force 11. Training methods (contd..)Seminars Discussions Role play Case study Fishbowl Workshops Sensitivity training Transaction analysis In-tray exercises Transcendental meditationCopyright 2011 Oxford University PressChapter 10: Training the Sales Force 12. Deciding a sales training programme Aim Content Contents Knowledge Proficiencies Location EvaluationCopyright 2011 Oxford University PressChapter 10: Training the Sales Force 13. Process of socializationAnticipatory socializationAccommodation stageOutcome stageCopyright 2011 Oxford University PressChapter 10: Training the Sales Force