SALE FORCE TRAINING

Those who seek mentoring

will rule the great expanse
under heaven.
-Shu Ching, Chinese Book Of History-
SALES TRAINING

 It is a process of providing the sales force

with specific skills for performing their task
better and helping them to correct
deficiencies in their sales performance.

 Sales Training Program creates a Win-Win

situation for both individual and the
organization.
IMPORTANCE OF SALES TRAINING

 To improve Sales Performance

 To influence prospects in a better way
 Provides Expert knowledge
 Reduce Wastage
 Reduce Control and Supervision
 Develop high morale work
 Low turnover of sales force
Phases Of Developing And Conducting
Sales Force Training.

Successful Program Consist of four phases:

1.Training Assessment
2. Program Design
3. Reinforcement
4. Evaluation
Phases of Developing and Conducting
Sales Force Training

Establish program objectives

Identify who should be trained

Training

Assessment
Identify training needs and specific goals

How much training is needed?

What Are The Training Program
Objectives?
Increased
Sales Productivity

Improved Self
Lower
Management
Turnover

Sales Training
Program
Objectives
Higher
Improved Morale
Customer Relation
Improved
Communication
 Who Should Be Trained?

1. New Hires
2. Experienced Reps
3. Customers
4. Sales Managers
Contd.
Who should do the training?

Program
Where should training be done?

Content of training Design

Teaching methods used in training program

Who Should Do The Training?

 Line Personnel
 Staff Trainers
 Outside Training
Specialists
Where Should The Training Take
Place?
 Centralized Training
 Decentralized Training
a) Use Of Senior Sales People

b) On –the Job Training

c) Sales Seminar

d) Self-Guided Assessment

e) Field Sales Office Instruction

What Should The Content Of The
Training Be?
 Attitude toward Selling and toward Training
 Knowledge of the Company
 Product Knowledge and Application
 Knowledge of Competitive Products
 Knowledge of Customers
 Knowledge of Business Principles
 Selling Skills
 Relationship-Building Skills
Team- Selling Skills
Team – Management Skills
Computer-Assisted-Selling Skills
Knowledge of the Legal Constraints on Selling
What Teaching Methods Should Be
Used?
Discussion
•Cases
•Round table
Lectures • Panels Demonstrations

Web- Teaching Methods For

Based
Presenting Information In Sales Mentoring
training
Training

On-the-job
Audiocassettes Role-Playing training
Contd.

Determine how training will be reinforced Reinforcement

What outcomes will be evaluated?

Evaluation

What measures will be used?

 Training Evaluation

 Reactions
 Behavior
 Learning
 Results
SALES FORCE TRAINING
IN INFOSYS
A SNAPSHOT
SALES FORCE TRAINING IN INFOSYS

 Training Center In Mysore

 14 weeks Training Program
 Eight hours a day at Mysore, Student study lines of Java code,
attend team-building workshops, and learn to differentiate the
do's of global workplace etiquette from the don'ts.
 In order to graduate, every fresher has to pass two three-hour
comprehensive exams.
 by 2008 it will have the capacity to train 10,000 employees at a
time. That's more than double the number it can accommodate
today.
SALES FORCE TRAINING
OF LIC
A SNAPSHOT
SALES FORCE TRAINING OF LIC
 Agents go through both generic and specific, professional
programs that help them remain well-informed and
knowledgeable about the company’s products in the market.
 There is a further focus on soft skills such as communication,
managing long-term relationships and selling skills.
 A 17-18 days training schedule covers the mandatory IRDA
training requirements and LIC product-training module.
 Revision session ensure that the candidates thoroughly
understand the course contents.