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Why Training?
`Effective Job Performance
`To increase the Knowledge
`To increase skill and efficiency of
salesman
 Objectives of Salesmen͛s Training
` ½etailed knowledge of the product.
` Knowledge about the customers.
` Knowledge about the competitors.
` Increasing sales of the enterprise.
` Achieving the sales targets.
` Method of meeting, convincing and
presenting product information to the
customers.
›ethods of Training of Salesmen

There are different methods of training

salesmen. They may be classified under the
following two broad heads :

1. Individual Training Methods

2. Group Training Method
 u Individual Training ›ethod

The individual training methods include

1. Training on the job

2.Personal Conference
3.Correspondence Course
4.Training through Individual coaching
5.Internship Training
 u
Training on the job:

D It is a practical method
of training in which the
trainee gets actual
experience by working
along with some senior
supervisor on the job.
 Œ
ersonal Conference
D In the Personal
conference,the trainer and
trainee jointly analyze
Problems. It is an
unstructured and informal
method
 è
Correspondence Course
D The special study courses are
supplied to the trainees
through post by a recognized
institution regularly at the
residence of the trainees.
 ÿ
Training through Individual
coaching

D coaching is provided by the

supervisor to the trainees
on a continuous and
regularly scheduled basis.
 
Internship Training
D This method of training refers
to a joint programme of
training in which the technical
institution and business houses
co-operate
 Œ Group Training ›ethod

The Group training methods include

1. The Lecture Method

2. Ñ


6ole Playing Method
4.Gaming Method
5.½emonstration Method
 u
The Lecture ›ethod

D lectures are delivered by

senior supervisors and
leading experts to a group of
trainee consisting of 15 to 20
trainees who are sitting in a
room
 Œ
Ñ

D wnder this method, an actual
or hypothetical case of sales is
discussed by the trainees in
the presence and guidance of a
senior supervisor. There are
open and frank discussions
amongst the members
(trainees).
 è 6ole laying ›ethod
D wnder this method,
training is provided to the
trainee by presenting a
sales drama before the
trainees
 ÿ
Gaming ›ethod
D This method also known
as simulation.
D wses highly structured
contrived situations
,based on reality ,in which
players assume decision
making roles through
successive rounds of play.
 
emonstration ›ethod
D The ½emonstration is
appropriate for conveying
information on such topics
as new products and
selling techniques.
 Advantages
D With increase in sales the cost of selling per
unit is reduced considerably.
D It helps a newly selected person takes in
picking up the job.
D Trained salesman acquire deeper insight into
customer͛s needs and wants
D Increased volume of business
 ½isadvatages
D Small enterprises cannot dare to establish
their own training center
D ½ifferent types of salesman are recruited for
different types of jobs.However,it is not
possible to provide all types of training under
one roof.
D Every sales man has his own way of doing
work,and that to impose a system of training
upon him simply spoil his successful methods
without eradicating his faults.