Sales Force Training

Process

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Sales Training -
Importance
• Importance of Sales Training:
– Definition of sales training
– Concentrates on how prospective sellers
and buyers interact
• What Happens When Sales
Training Is Inadequate
– Miscommunication
– Lack of confidence
– Lack of Customer satisfaction

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The Positive Value Of
Sales Training
1. Increases the performance of
salespeople, resulting in increased
sales, by:
– Preparing salespeople to maximize the
effectiveness of each customer
encounter.
– Teaching salespeople a systematic selling
process which makes it easier for them to
apply specific selling techniques based
on customer-initiated buying signals.
– Improving the ability of salespeople to
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The Positive Value Of
Sales Training
2. Improves customer relations by:
– Helping salespeople understand their
customers’ underlying buying motivations.
– Enabling salespeople to deal more
effectively with customer concerns and
objections.

Sales training improves the overall

effectiveness of training by
applying it universally throughout
the company’s entire sales, sales
support, and marketing
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TYPES OF SALES TRAINING

ü Initial Sales Training

ü Follow-up or Refresher Training
ü Training by Manufacturer to Distributor’s
sales force
ü Training by Manufacturer to Customers

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BENEFITS OF SALES
TRAINING

Complete knowledge about the

product or service
Increases effectiveness and
productivity
Enhances company’s image
Reduces sales force turnover
Selling complex products

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Objectives of the training
Program

• Relationship Building.

• Product Knowledge.

• Competitors and their Products.

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Who Should be trained….

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Identifying training
needs……

• Sales force from different occupations.

• Customer’s needs and requirements.

• Knowledge of the market.

• Personal selling skills and time

management skills.
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Implementing The Training
Program

1.Selecting the Right Trainer

3.The timing of the Training

4.The Place of Training

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Evaluation of Sales
Training

• To measure the effectiveness of sales

training is difficult.

• Evaluations can be made before , during,

and after the training programs.

• To reinforce the training in subsequent

weeks.

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Kirkpatrick's Four-Stage
Model

ØSalesperson’s reaction

ØKnowledge acquisition

ØBehavioral change/ Transfer

of learning

ØOrganizational outcomes

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ROI approach

• Define training effectiveness in terms of

incremental sales volume from existing
accounts or volume generated by new
accounts.

• Training is evaluated based on its impact

on both sales and profits.

• To ensure that training is not

prohibitively expensive.
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Sales Force Training
@ Eureka Forbes
 Asia's Largest Direct-selling Organization, 5,500-strong
Direct-sales Force, 450 Cities, 100 Direct Offices.
 Continuous Training: Knowledge Management Portal “Euro
Share” and “Book of Best Practices”.
 Training The new Employee:

› The Induction Program “My First Week”. – 7 days.

› The Refresher training program “Making of the Euro

Champ”. 30 days.

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Sales Force Training
@ Eureka Forbes
 Hub and Spoke Model Followed.
 Trainers : Members of “Club 100”, “Living Legend” &
Faculties from NMIMS.
 Training through “Curriculum Based”, “Case Study”
& “Simulation”.
 Training for Training, Relationship Marketing,
Communication Skills, Full knowledge of the product
range.
 Training for Managers “Smart” & “Regional Smart”.

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Company Showroom
Sales Force Training @
Godrej
 Training not that intensive.
 Decentralized Training.
 2 Days Training at Branch office and 1
Week at Lifestyle.
 Training Focuses on selling products
through commercial and visual
processes of pricing and display.

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Thank You

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