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Training and Developing Sales Forces

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Some people will say that experience is the best teacher and that professional sales training theory will only take an individual so far. If you are the sales manager, how do you react to this statement? Does sales theory help in being a successful salesperson? Examine the perspective that experience, coupled with theory training, is the most successful way to succeed in sales. Are there additional considerations? Within your response, include and cite a relevant quote from your textbook.

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My initial reaction to this statement would be that although professional sales training theory will only be able to take an individual so far, that sales theory is crucial in the development of a very effective professional sales person. Experience-based learning seems to take a great deal more time than learning professional sales training, and the theoretical sales training will provide sales professionals with a strong foundation of sales methodologies that they can refer to throughout their career in sales, as well as to utilize the sales training theory in conjunction with the experience that they gain during their sales career. In addition, it is much more wise to learn through the experience of others which is provided through professional sales training, than to take a long and hard road of learning only through experience or ...

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Marcel Parker, MPA
Education
  • Criminal Justice, Elizabeth City State University
  • Master of Public Administration, North Carolina Central University
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