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Methods of training sales personal
- 1. METHODS OF TRAINING A SALES PERSONAL SALES MANAGEMENT
- 3. Definition According to the Business Dictionary An individual who sells goods and services to other entities. The success of a sales person is usually measured by the amount of sales he/she is able to make during a given period of time.
- 4. Methods *The Lecture *The personal conference *Demonstration *Role Play *Case discussion *Impromptu Discussion *Gaming *On- the-job Training *Programmed learning *Correspondence Courses *Group vs. Individual Training Methods
- 5. Lecture Method Its an ancient instructional method. Trainees mainly watch and learn. This method features passive, rather than active , trainee participation. Major drawback Teaching is emphasized more than learning. Absence of immediate participant feedback.
- 6. Personal Conference The trainer and trainee jointly analyze problems. It is an unstructured and informal method. It varies with the personalities of the trainer, trainee and the topics discussed
- 7. Demonstration It is appropriate for conveying information on such topics as new product and selling techniques. Demonstrating how a new product works and its uses is much more effective than lecturing about the same. E.g. Chapatti maker
- 8. Role playing This method has trainees acting out parts in contrived problem situation. The trainer describes the situation and the different personalities involved. Each plays his/her role and afterward, together with other group members appraise each players effectiveness and suggest how each players performance might have been improved.
- 9. Case Discussion In this method different cases are given to the trainees and are asked to solve them. Each case study either describes a real selling problem or is developed around a situation sufficiently real to stimulate emotional involvement by the trainees.
- 10. Impromptu Discussion The trainer makes a brief oral presentation on an everyday problem. Group members gain an understanding of many problems acquired only through long personal experience. General give and take discussion follows. Active participation of members is possible here unlike lecture method. It is widely used method
- 11. Gaming Also known as simulation, somewhat resembles role playing. It uses highly structured contrived situations, based on reality. Advantages Players can learn easily because they involve themselves in game play. Develop skills in indentifying key factors influencing decisions. Disadvantages Improper game design. Some minimum time is required for playing ,usually 3 to 4 hrs. , to generate sufficient decision rounds to provide desired learning experience.
- 12. On-the-job training Also known as coach-and-pupil method. It combines telling, showing, practicing and evaluating. It is the most effective way for learning a job. This method is appropriate for developing trainees skill in making sales presentation, answering objections and closing sales.
- 13. Programmed learning This method breaks down subject matter into numbered instructional unit called frames, which are incorporated into a book or microfilmed for use with a teaching machine. E.g. Power Point presentations, Classroom teaching.
- 14. Correspondence Courses It is most appropriate when trainees are scattered geographically but are assembled periodically for lectures, seminars, role playing. This method is used in initial and continuing sales training. It is also used to train non company personal such as distributors sales personal to improve their knowledge of the manufactures product line and selling techniques.
- 15. Group Vs. Individual training methods Of the 10 discussed , 5are group methods, 4 are individual and 1 can be either of the two. Group Individual Lecturing *Personal conference Role playing *On-the-job Case discussion *Programmed learning Impromptu discussion *Correspondence course Gaming Demonstration can either be individual or a group method depending on whether the audience is a group or an individual.