Sales Training

Question 1

What are the main benefits of sales training?

Answer 1

• enhanced salesforce skills levels
• improved motivation
• improve self confidence
• reduce costs
• fewer customer complaints
• lower staff turn over
• reduced management support
• higher job satisfaction
• high sales and profits

Question 2

How can sales training: enhance skill levels

Answer 2

Education and practise of skills during sessions creates greater customer orientation, enhanced efficiency etc.

Question 3

How can sales training: improve motivation

Answer 3

Vroom theory - increased effort leads to higher performance. Gives skill foundation to improve performance -> self efficacy theory.

Question 4

How can sales training: improve self confidence

Answer 4

Self efficacy increased - improves confidence which improves performance.

Question 5

How can sales training: reduce costs

Answer 5

Less effort required to close the sale.

More capable with technology - increases efficiency.

Question 6

How can sales training: lead to fewer complaints

Answer 6

Better performance improves customer satisfaction overall. Reduces problems and therefore complaints.

Question 7

How can sales training: reduce staff turnover

Answer 7

Salesforce appreciation investment in their skills, feel more motivated and satisfied.

Question 8

How can sales training: reduce management support

Answer 8

Creates more able workforce to manage their own activities.

Question 9

How can sales training: improve job satisfaction

Answer 9

improves performance -> creates sense of satisfaction, improve self efficacy

Question 10

How can sales training: generate higher sales and profits

Answer 10

More efficient workforce, less work, more sales etc.

Question 11

What are the four stages of skills development?

Answer 11

• unconsciously unable
• consciously unable
• consciously able
• unconsciously able

Question 12

Describe the following stage of skills development: unconsciously unable

Answer 12

Trainee does not think about their skills.

Question 13

Describe the following stage of skills development: consciously unable

Answer 13

Understands their skills or lack off - cannot carry them out in practise.

Question 14

Describe the following stage of skills development: consciously able

Answer 14

Reasonably proficient at skills in practical terms - exerts significant mental effort in order to execute skills.

Question 15

Describe the following stage of skills development: unconsciously able

Answer 15

Skills are executed automatically, low mental effort, high standard of performance.

Question 16

What are the seven components of a training programme?

Answer 16

• the company - objectives, policies and organisation
• its products
• competitors and their products
• market changes and trends
• selling procedure and techniques
• work organisation and report preparation
• relationship management

Question 17

What sort of information is included in the following component of a training programme: the company

Answer 17

History, past, future, goals.
Policies relevant to selling function.
Organisational structure.

Question 18

What sort of information is included in the following component of a training programme: company products

Answer 18

How products are made.
Quality. Reliability.
Key features and benefits.

Question 19

What sort of information is included in the following component of a training programme: competitors

Answer 19

Highlight differences between own firm/products and competitors. Use points of difference as selling points.

Question 20

What sort of information is included in the following component of a training programme: market conditions

Answer 20

General market trends and preferences.

Ability to collect data to use for marketing purposes/feedback.

Question 21

What sort of information is included in the following component of a training programme: selling procedure and techniques

Answer 21

Handling selling steps, developing personal selling/questioning skills. Develop consultative selling approach.

Question 22

What sort of information is included in the following component of a training programme: work organisation and reporting

Answer 22

Show importance of background work that is used by management for decision making etc.

Question 23

What sort of information is included in the following component of a training programme: relationships management

Answer 23

Develop skills to improve client relationships - people and communication skills.

Question 24

What are the four steps of Kirkpatrick’s evaluation of sales training model?

Answer 24

1. Reaction - participant’s reaction to training
2. Learning - acquisition and retention of knowledge/attitude change
3. Behaviour - changes in behaviour based on learning
4. Results - organisational outcomes

Question 25

What is the relevance of sales training with sales force socialisation

Answer 25

• Initiation to task

- Role definition

Question 26

What are common sales training objectives

Answer 26

• Increase sales and profits
• Attitudes/improve morale
• Sales force socialisation
• Reduce role conflict and ambiguity
• Introduce new products, markets, promotional programs
• Develop sales people for future management positions
• Education on ethical and legal concerns
• Admin procedure education
• Competence to use sales support tools
• Minimise sales force turnover
• Prepare for assignment of new sales territories
• Improve teamwork and cooperation

Question 27

What is salesforce socialisation?

Answer 27

Process by which salespeople acquire knowledge, skills and values essential to perform their job.

Question 28

Explain four ways how Sales training is a crucial investment

Answer 28

• Link between training and productivity
• Large financial investment for many organisations
• Need for sales training is continual.
• Sales managers are crucial in sales training process.

Question 29

What are the six steps of managing sales training?

Answer 29

• assess sales training needs
• set training objectives
• evaluate training alternatives
• design sales training programme
• perform sales training
• conduct follow up and evaluation

Question 30

How can sales training needs be assessed?

Answer 30

• salesforce audit
• performance testing
• observation
• salesforce survey
• customer survey

Question 31

What is a salesforce audit?

Answer 31

Appraisal of all salesforce activities and environment - examines efficiency and effectiveness.