training the sales force.ppt

8/10/2019 Training the sales force.ppt

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P R E S E N T T I O N O N

TRAINING THE

SALES FORCE


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Content..

Introduction Of Sales Training

Objectives of Sales Training

Challenges of Sales TrainingRole Of a Trainer

Training Process

Training MethodsDesign a Sales Training Programme

Process of Socialization

Case Study


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Introduction

Training & Guidance helps in performs jobs very efficiently and help to theorganization to reach its covered goals.

Asales manager plays an important role in evaluating the training needs ofthe sales force & which type of sales person is required.

Sales training helps to reduce costs through increasing the efficiency & skilllevel of the sales force.

It also helps in bring about behavioral changes among salespeople &motivate them towards organizationslong term goals.


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Cont

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

For Individual : By training, time management, proper salesplanning for future.

For Organization: By low cost of serving customers, higher retentionratio from both Staff & Customers.


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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


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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


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Role Of a Trainer

Assessing Training needs of Individuals

Designing Training Programme

Planning & Coordinating Resource Required

Evaluating the training Programme

Administrative & Record Keeping


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Training Process

Evaluate Of training Programme

Design & Control Of Training Programme

Training Need Assessment


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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 Cross-Functional Training (Cadila Pharmaceuticals)

o Team Training (Japanese management style team centric/self centric)(Infosys-Satyam)

o Creativity Training (Brainstorming)(sales manager of bajaj Auto ltd)

o Literacy Training (mastery over basic & functional skill)

3) Evaluation Phase

Cont


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Training Methods

Didactic Method:

One-on-one instruction or the direct teaching approach is delivered duringsales apprenticeship. This is authoritarian one way method of training, which isapplicable 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 communicatewith 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 severalhundred people. Its use for motivating salespeople. It also held at some selectedlocation where sessions are presented with some entertainment

So that trainees keep their motivation level high.


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Seminars:

It is centered around a single theme with examined in depth. Thespeakers are acknowledged specialists who make brief presentationoutlining 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 skilledplanning , 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 traineesexperience by presenting them witha commonly encountered situation and also asks them to place themselvesin the role of the parties involved & video camera also use to

record the role play.

Cont


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Case Study:

Is was advocated by the Harvard business school, USA. It used to present thesales trainees with a real life business situation & provide a considerable amount ofbackground information from which they are either expected to analyze andcompute 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 anextension of a real life situation.

Sensitivity Training:

it is use to increase the awareness of onesbehavior 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 sereisof items to sort out and act in the way he feel appropriate .

Cont


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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 30minutes and team can elect a chairman if they so desire to cover the topic or thecover topic in free discussion. The second team is seated around the first team andthey are asked to observe the process. Its members are not allowed to interrupt thediscussion but the first group finishes, they are allowed about 15 minutes in which tocriticize and comment on the first teamsperformance.

Transaction Analysis:

Cont


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Design a Sales Training

Programme

Procedures to Evaluate the Training Programme

Arrangement made for the execution of the Training Programme

Method Of training

Content Of the Training Programme

Training Objectives


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Process Of Socialization


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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 crossfunctional training for best productivity purpose so for that company

not increase the salary of employees & without rotating the manpower


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SOLUTION :-

(1) Company can try to explain the benefits of the cross - functional trainingmethod 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 employeecan develop their selves through different - different work.

Cont


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Thank

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For

Your Time

training the sales force.ppt

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