Process
IBS Hyderabad
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.
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BENEFITS OF SALES
TRAINING
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Objectives of the training
Program
• Relationship Building.
• Product Knowledge.
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Who Should be trained….
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Identifying training
needs……
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Evaluation of Sales
Training
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Kirkpatrick's Four-Stage
Model
ØSalesperson’s reaction
ØKnowledge acquisition
ØOrganizational outcomes
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ROI approach
IBS Hyderabad
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”.
IBS Hyderabad
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.
IBS Hyderabad
Thank You
IBS Hyderabad