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Learning Objectives
Understand the meaning, objective, and importance of sales training programmes Understand the benefits of sales training Explain the steps and ways to design a training programme Appreciate the importance of place, duration, and budget on training Identify the various training methods suitable for sales force training Appreciate the effectiveness of the sales training programme
Oxford University Press 2011
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Training
Training is an activity to derive the best possible efforts from an employee that contributes successfully to the performance of a job in an organization. Rao (2009) termed training as the act of increasing the knowledge and skill of an employee for doing a particular job.
Oxford University Press 2011
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Sales Training
Havaldar and Cavale (2008) iterated sales force training as an effort that an employer makes to provide salespeople with job related knowledge , skills, attitudes, and culture that should result in improved performance on sales, productivity and profits.
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Training Methods
Lecture method. Conference training. Case study. On-the-Job Training. Audio-visual Oriented Training. Management Games. Role Playing.
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