Page 108 - DMGT205_SALES_MANAGEMENT

Sales Management Hitesh Jhanji, Lovely Professional University

Notes Unit 8: Training of Sales Personnel

CONTENTS
Objectives
Introduction
8.1 Training Programme

8.1.1 Preparation
8.1.2 Development
8.1.3 Maturity

8.1.4 Decline
8.2 Aim of Training
8.3 Content of Training
8.4 Methods of Training
8.4.1 The Lecture

8.4.2 Personal Conference
8.4.3 Demonstration
8.4.4 Role Playing

8.4.5 Case Discussion (Learning by Doing)
8.4.6 Gaming Simulation
8.4.7 On-the-Job Training (Coach-and-pupil Method)
8.4.8 Programmed Learning (Teaching by Machine Method)
8.4.9 Correspondence Courses

8.5 Execution of Sales Training
8.6 Evaluation of Training Programmes
8.7 Summary

8.8 Keywords
8.9 Review Questions
8.10 Further Readings

Objectives

After studying this unit, you will be able to:

 Discuss the importance of Training;
 Describe the methods of Training;
 Explain the Aim of Training;
 Discuss the the training programme.

102 LOVELY PROFESSIONAL UNIVERSITY