Traning & development of sales reps
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Transcript of Traning & development of sales reps
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Presented by:
CH.Touseef Akhtar
BS 5th Semester
PRESENTATION ON:
TRAINING& DEVELOPMENT OF SALES
REPS
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TRAINING AND DEVELOPMENT
Training is expense, without training it is more expensive
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TRAINING
process of altering employee’s behavior & attitude in a way that increases the probability of goal attainment
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DEVELOPMENT
Management development activities attempt to instill sound reasoning process to enhance one’s ability to understand & interrupt knowledge
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TRAINING AND DEVELOPMENT
Training development
Increase specific job skills
short term perspective
Role of trainer is important
Shapes attitude, overall growth
Long term perspective
Internally motivated
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ISSUES IN SALES TRAINING
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OBJECTIVES OF TRAINING Identifying Customer Needs Clarify Responsibilities and Expectations Improve Product Knowledge Enhance Sales Skills Improve Morale Understanding the Competition
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IDENTIFYING CUSTOMER NEEDS
Opportunity for sales reps to identify customer need
Increases in sales
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CLARIFY RESPONSIBILITIES AND EXPECTATIONS
Helps to sales reps to know their responsibilities
Clear vision
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IMPROVE PRODUCT KNOWLEDGE
Helps to answer to buyer More knowledge about product Quality Features Prices
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ENHANCE SALES SKILLS improve sales skills.
gain new knowledge about how to effectively deal with clients
learn new techniques to persuade buyer to purchase the product.
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IMPROVE MORALE
Feeling well respected in the org
willingness to perform assigned tasks
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UNDERSTANDING THE COMPETITION
Helps to understand competition
Training helps sales reps to face competition
motivate the buyers to buy your products against competitor product
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STEPS IN TRAINING PROCESS
Develop and implement plan
Determine the objectives
Analyze need
Evaluate and review plan
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THANKS FOR YOUR ATTENTION!
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ANY QUESTION?