A

PRESENTATION ON
TRAINING THE
SALES FORCE

Content..
Introduction Of Sales Training
Objectives of Sales Training
Challenges of Sales Training
Role Of a Trainer
Training Process
Training Methods
Design a Sales Training Programme
Process of Socialization
Case Study

Introduction
Training & Guidance helps in performs jobs very efficiently and help to the
organization to reach its covered goals.
A sales manager plays an important role in evaluating the training needs of
the sales force & which type of sales person is required.
Sales training helps to reduce costs through increasing the efficiency & skill
level of the sales force.
It also helps in bring about behavioral changes among salespeople &
motivate them towards organizations long term goals.

Cont

A sales training create a win-win situation for organization & individual.

For Individual

: By training, time management, proper sales

planning for future.
For Organization: By low cost of serving customers, higher retention
ratio from both Staff & Customers.

Objectives of Sales Training

Increase productivity
Improve self-confidence
Improve customer relations
Improve selling skills
Understanding the Competition
To introduce the IT in sales futile

Challenges of Sales Training

Test the effectiveness of the training programme

Finding the Right Trainer

How to increase the performance

How to manage the cost of training

To select proper method for training

Role Of a Trainer
Assessing Training needs of Individuals

Designing Training Programme

Planning & Coordinating Resource Required

Evaluating the training Programme

Administrative & Record Keeping

Training Process
Training Need Assessment
Design & Control Of Training Programme
Evaluate Of training Programme

Cont

1) Training Need Assessment:

- Organizational Level Analysis
- Task Level Analysis
- Individual Level Analysis
2) Design & Control Of Training Programme:
- Location
- Job Instruction Training(JIT)(Step-by-Step)
- Presentation Options
- Types Of Training
o
o
o
o

Cross-Functional Training (Cadila Pharmaceuticals)

Team Training (Japanese management style team centric/self centric)(Infosys-Satyam)
Creativity Training (Brainstorming)(sales manager of bajaj Auto ltd)
Literacy Training (mastery over basic & functional skill)

3) Evaluation Phase

Training Methods
Didactic Method:
One-on-one instruction or the direct teaching approach is delivered during
sales apprenticeship. This is authoritarian one way method of training, which is
applicable to skill based training programme.

Visual Support:
Learning points can be reinforced with slide presentation, transparencies, &
Flip charts. The lecture method is ideal for large groups where one can communicate
with a larger audience more quickly & effectively.

Participative:
It also helps in the cross-fertilization of ideas, beliefs, attitudes, knowledge,
experiences between people who have worked in different environments.

Conferences:
Helps in conveying message on a large scale & often to an audience of several
hundred people. Its use for motivating salespeople. It also held at some selected
location where sessions are presented with some entertainment
So that trainees keep their motivation level high.

Cont
Seminars:
It is centered around a single theme with examined in depth. The
speakers are acknowledged specialists who make brief
presentation
outlining the topic to be discussed & leave members to perform certain
tasks which they want them to explore.
Discussions:
The discussion leader , usually a sales manager , needs to be skilled
planning , careful preparation , encouraging the involvement of individuals,
controlling the debate , summarizing the result of the meeting, & ensuring
the suitable results.
Role Play:
it tries to extend the sales trainees experience by presenting them with
a commonly encountered situation and also asks them to place themselves
in the role of the parties involved & video camera also use to
record the role play.

Cont

Case Study:
Is was advocated by the Harvard business school, USA. It used to present the
sales trainees with a real life business situation & provide a considerable amount of
background information from which they are either expected to analyze and
compute the outcome of a series of events or provide solution of specific problem.
Workshops:
It is conducted to solve a specific sales-related problem & is therefore an
extension of a real life situation.
Sensitivity Training:
it is use to increase the awareness of ones behavior and to understand how it
is received and interpreted by others.
In-tray exercise:
The exercise is used as a diagnostic tool to discover how a group member
would handle the outstanding work in the in-tray. The trainee is given a sereis
of items to sort out and act in the way he feel appropriate .

Cont

Transcendental Mediation:
It helps trainees to reach a state of complete relaxation without any deliberate
control on their part.
Fishbowl:
It is used to train two teams. The first team is asked to discuss a topic for 30
minutes and team can elect a chairman if they so desire to cover the topic or the
cover topic in free discussion. The second team is seated around the first team and
they are asked to observe the process. Its members are not allowed to interrupt the
discussion but the first group finishes, they are allowed about 15 minutes in which to
criticize and comment on the first teams performance.
Transaction Analysis:

Design a Sales Training

Programme
Training Objectives
Content Of the Training Programme
Method Of training
Arrangement made for the execution of the Training Programme
Procedures to Evaluate the Training Programme

Process Of Socialization

Case study review on training.

CASE 1

Mico mumble

INTRODUCTION :-

Company Name :- MICO MUMBLE

Work :- The Manufacturer of auto parts of BAJAJ, HERO HONDA.
Problem :- Company wants to add the Cross functional training programmed, because
(1) Stiff competition.
(2) To cut the cost.
(3) The new invention by the Chinese market.
(4) The reduction on import tariffs for auto components.
- But, employees are oppose to the company because company apply the cross
functional training for best productivity purpose so for that company
not increase the salary of employees & without rotating the manpower

Cont
SOLUTION :(1) Company can try to explain the benefits of the cross - functional training
method for employees & for company.
Like employee can make versatile impression in front of the organization.
Flexibility in the work.
Higher chances to get the promotion.
(2) Organization can rotate the place of employee so through this employee
can develop their selves through different - different work.

Thank
You
For
Your Time