SALESFORCE
TRAINING PROGRAM |
Importance | Objectives | Methods | Process | ACMEE | ppt

This video consists of the concept of sales training i.e.
the meaning or definition, importance of salesforce training program, different
objectives of sales training program, the methods of assessing salesforce
training needs and the process of designing effective sales training program
using ACMEE approach.

Importance of sales training:

1.     
Improving communication skills

2.     
Learning sales methodology

3.     
Overcoming objections

4.     
Developing administrative skills

5.     
Product knowledge

6.     
Customer service skills

Objectives of sales training:

1.     
SALES GROWTH

2.     
SALESFORCE TURNOVER

3.     
REPEAT CUSTOMERS

4.     
UP SELL STRATEGIES

5.     
INCREASE PRODUCTIVITY

6.     
SALES EFFECTIVENESS

Methods of assessing training need of salesforce:

1.     
Sales manager’s observation

2.     
Salesforce survey

3.     
Customer survey

4.     
Performance testing

5.     
Job description

6.     
Salesforce audit

Designing the effective training program (ACMEE):

1.     
Aim of training

2.     
Content of training

3.     
Methods of training

(i)                
On the job training

(ii)              
Off the job training

4.     
Execution of training

5.     
Evaluation of training

(i)                
REACTION

(ii)              
LEARNING

(iii)             
BEHAVIOR

(iv)             
RESULT

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