session 8 - training & development
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Sales Training & DevelopmentSales Training & DevelopmentSales Motivation & LeadershipSales Motivation & LeadershipSales Incentive & CompensationSales Incentive & Compensation
Session 8Session 8
Dated 15Dated 15thth September 2008September 2008
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TrainingTraining defineddefined
The development ofThe development ofskillsskills andandfacultiesfaculties to do a particular job in ato do a particular job in a
given way through systematicgiven way through systematicteaching and guidanceteaching and guidance
It involves showing, doing andIt involves showing, doing andchecking the way it is being donechecking the way it is being done
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Two way expectations fromTwo way expectations from
TrainingTraining TraineeTrainee
Inadequacies, laxities and ignorance willInadequacies, laxities and ignorance willbe removedbe removed
He will be equipped better for sellingHe will be equipped better for selling
OrganisationOrganisation
The program will yield better salesmanThe program will yield better salesman
and would thereby give more sales andand would thereby give more sales andprofitprofit
Deliver maximum satisfaction toDeliver maximum satisfaction to
customerscustomers 33
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Scope of trainingScope of training
Company : History, Policies
Procedures : selling, collection, expense, after sales service systems
Customers : Buying motives, habits, attitudes, retention
Market : topography, atmosphere, route
Selling : presentation, demonstration, handling objections
Non selling : reporting systems, planning, business development
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How to recover training expensesHow to recover training expenses
Higher sales volumeHigher sales volume
Better product knowledgeBetter product knowledge
Fewer attrition rateFewer attrition rate Eliminates wasteEliminates waste
Accurate informationAccurate information
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Contents of trainingContents of training
TrainingTraining About the productAbout the product
On the after sales serviceOn the after sales service
On CompanyOn Company
On Sales organisationOn Sales organisation
On Sales PolicyOn Sales Policy
On reporting systemOn reporting system On business ethicsOn business ethics
On selling skillsOn selling skills
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Skill inSkill in
Hunting Customers / DealersHunting Customers / Dealers
BreakingIce or opening the Sales callBreakingIce or opening the Sales call
In PresentationIn Presentation
In using objections to advantageIn using objections to advantage
In Procuring orders / Closing salesIn Procuring orders / Closing sales
In Developing ObjectivityIn Developing Objectivity
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Training systemsTraining systems
PersonPerson toto Person TrainingPerson Training
Group Training SystemsGroup Training Systems
Classroom TrainingClassroom Training Group DiscussionGroup Discussion
Enacting Role PlaysEnacting Role Plays
Mock DemonstrationMock Demonstration
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Objectives of compensationObjectives of compensation
Sales Managers perspectiveSales Managers perspective Attract the best talentAttract the best talent
Within the cost budgetWithin the cost budget
Maximum utilization at optimum costMaximum utilization at optimum cost
Adequate compensation to control takeAdequate compensation to control takeinto account individual differences ininto account individual differences inworking attitudes, capacities andworking attitudes, capacities and
attainmentsattainments Parity with other departmentsParity with other departments
Social security system legal & fiscal rulesSocial security system legal & fiscal rules
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Salesmans PerspectiveSalesmans Perspective
Acceptable standard of livingAcceptable standard of living
Consistency of incomeConsistency of income
Performance linked incentivesPerformance linked incentives Simple & ComprehensibleSimple & Comprehensible
Fair &TransparentFair &Transparent
Timely paymentsTimely payments Scope for further riseScope for further rise
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Optimum CompensationOptimum Compensation
SimplicitySimplicity
AdequacyAdequacy
FlexibilityFlexibility Fairness & ObjectivityFairness & Objectivity
EconomyEconomy
PracticalPractical Inbuilt IncentivesInbuilt Incentives
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Motivating factorsMotivating factors
Adequate and Fair earningsAdequate and Fair earnings
AppreciationAppreciation Recognition &RespectRecognition &Respect
Spirit of CompetitionSpirit of Competition
Opportunity forOpportunity for GrowthGrowth
Opportunity forOpportunity for SelfSelf--ExpressionExpression
The longevity and consistency ofThe longevity and consistency oforganisationorganisation
Pride in his callingPride in his calling
TheThe killer instinctkiller instinct
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Tools for motivationTools for motivation
Personal CounselingPersonal Counseling
Meetings & ConferencesMeetings & Conferences
Personal CorrespondencePersonal Correspondence Personal rewardsPersonal rewards
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