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Determining Training Needs* ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],68% 73% 60% 59% 25% *Percent of firms indicating they often use these assessments to determine training needs. Source: Robert Erffmeyer, K. Russ, and Joseph Hair, “Needs Assessment and Evaluation in Sales Training Programs,” Journal of Personal Selling and Sales Management , 11,1 (Winter, 1991), p. 21.

Sales Training Objectives ,[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Training Topics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Product Knowledge Topics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Market/Industry Orientation Topics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Company Orientation Topics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Time and Territory Management ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Legal/Ethical Issues ,[object Object],[object Object],[object Object],[object Object]

10.3 Ethics Training Part of Sales Training ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Source: IMSA, www.imsaethics.org , Fall 2007.

Technology ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

10.4 Internet Training ,[object Object],[object Object],[object Object],[object Object]

Specialized Training Topics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

ALLOCATING TRAINING TIME ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

10.6 Training Road Blocks ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],ON-THE-JOB SALES TRAINING

Table 11-5 Sales Training Evaluation Practices Criteria Importance Measure Type Rank Trainee feedback Reaction 1 Supervisory appraisal Behavior 2 Self-appraisal Behavior 3 Bottom-line measures Results 4 Customer appraisal Behavior 5

[object Object],[object Object],[object Object],[object Object],[object Object],Building a Sales Training Program

Assess Setting Setting Training Objectives Budget Needs What Where Training Trainers? Topics? to Train? Methods? Evaluating Training Follow-Up Training

Instructional Methods Used in Training

Why Train Salespeople? ,[object Object],[object Object],[object Object],[object Object],[object Object]

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