Presented by:

CH.Touseef Akhtar

BS 5th Semester

PRESENTATION ON:

TRAINING& DEVELOPMENT OF SALES

REPS

TRAINING AND DEVELOPMENT

Training is expense, without training it is more expensive

TRAINING

process of altering employee’s behavior & attitude in a way that increases the probability of goal attainment

DEVELOPMENT

Management development activities attempt to instill sound reasoning process to enhance one’s ability to understand & interrupt knowledge

TRAINING AND DEVELOPMENT

Training development

Increase specific job skills

short term perspective

Role of trainer is important

Shapes attitude, overall growth

Long term perspective

Internally motivated

ISSUES IN SALES TRAINING

OBJECTIVES OF TRAINING Identifying Customer Needs Clarify Responsibilities and Expectations Improve Product Knowledge Enhance Sales Skills Improve Morale Understanding the Competition

IDENTIFYING CUSTOMER NEEDS

Opportunity for sales reps to identify customer need

Increases in sales

CLARIFY RESPONSIBILITIES AND EXPECTATIONS

Helps to sales reps to know their responsibilities

Clear vision

IMPROVE PRODUCT KNOWLEDGE

Helps to answer to buyer More knowledge about product Quality Features Prices

ENHANCE SALES SKILLS improve sales skills.

gain new knowledge about how to effectively deal with clients

learn new techniques to persuade buyer to purchase the product.

IMPROVE MORALE

Feeling well respected in the org

willingness to perform assigned tasks

UNDERSTANDING THE COMPETITION

Helps to understand competition

Training helps sales reps to face competition

motivate the buyers to buy your products against competitor product

STEPS IN TRAINING PROCESS

Develop and implement plan

Determine the objectives

Analyze need

Evaluate and review plan

THANKS FOR YOUR ATTENTION!

ANY QUESTION?