Sales Training: Objectives,

Techniques, and Evaluation

Sales Training Issues

Who should be trained?
What should be the primary emphasis in
the training program?
How should the training process be
structured?
on-the-job training and experience?
formal and more consistent centralized
program?
web-based?
instructor-based?

Sales Training Objectives

Increase

productivity

Improve

morale

Lower

turnover

Improve

customer relations

Improve

selling skills

Sales Training Topics

Product or service knowledge

Market/Industry orientation

Company orientation

Selling skills

Time and territory management

Legal and ethical issues

Technology

Specialized topics