This document discusses various aspects of sales training. It defines training as teaching employees sales techniques, customer service skills, and marketing expertise to boost sales and customer satisfaction. It notes that identifying specific training needs helps ensure the training budget is spent effectively. The document also outlines the selection process for sales representatives, including looking internally, hiring from competitors, distributors, educational institutes, and advertising. It describes induction training for new hires which includes learning about the company, products, manufacturing, and staff. On-the-job field training is an ongoing process for sales managers and subordinates. Training also focuses on personality development through dress code, grooming, communication, listening skills, and manners.

1. SALES TRAINING
CHAPTER NO: 11
BY
AQSA DHAREJO

2. What is training?
• Training basically means to trend your
employees in better sales techniques,
customer service skills and marketing
expertise helps boost sales and improve
customer satisfaction.

3. Marketing and sales training needs
• Identifying your employees’ sales and
marketing training needs will help ensure that
your training budget is spent effectively. As
well as looking at each person’s role, you will
need to take into account your overall
approach to marketing: for example, whether
the business aims to maximize short-term
sales and profits or to develop long-term
customer relationships.

4. Selection of sales representative
• Selection procedure starts from the search of
the right candidate. Following are the
selection search for representative:
• Internal search: look for the people inside
your own organization who may be interested
in joining the sales department.
• Competitor salesmen: every organization want
to get a salesmen from the team of
competitors.

5. Cont:
• From the staff of your distributors: some time
it is found that the distributor staff is very
promising.
• From the institute: educational institutes are a
good source of getting good people.
• By advertising in newspaper: every
organization always go in for newspaper
advertising where we get wider choice.

6. Induction training
• This type of training is given to a person who
is joining the company from out side it consist
of:
• Company profile
• Position in hierarchy and job responsibilities
• Introduction to the administrative staff and
accounts staff
• Knowledge of products, their features and
benefits

7. Conti:
• Knowledge of manufacturing units
• The induction training is done at the sales
office itself. Some companies arrange a visit to
the manufacturing unit also to give assurance
about the quality standards.

8. On job training (field training)
• On job training is a very important aspect of
the sales managers job. This is an ongoing and
continuous process for both the sales
manager and his subordinates.

9. training in personality development
In this part of training, the sales manager explains
the following things:
Dress code
Personal grooming
Body language
Communication skills
Listening skills
Manners
A good understanding of each and the above will
help one become a better salesman.

10. •Everyone deserves a
chance to clean up their
mistakes.