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Assessing Sales Training Needs

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The first and most important step in designing a sales training program is the assessment of training needs, which provides the starting point for setting training goals and designing the program.

a) Discuss the methods of assessing sales training needs.
b) What are some examples of training objectives?
c) Discuss some of the different methods of delivering sales training and their effectiveness.

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This detailed solution discusses methods of assessing sales training needs, some examples of training objectives, and different methods of delivering sales training and their effectiveness. Examples are included.

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a) Discuss the methods of assessing sales training needs.

Sales training needs can be observed through observation. One can watch or listen to the sales people to determine if they need help closing the deal, opening the sale, or pointing out product features. One can also look at data to see which sales people are underperforming and determine that these are the ones that need to be trained. Sales people can also be surveyed to determine if they are interested in further training, and if so in what areas. Customers can be surveyed to determine if they felt ...

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Sally Baldwin, Ed.D
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  • BA, University of Southern California
  • MSS, United States Sports Academy
  • Ed.D, Boise State University
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