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Design - Essay Example

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Name Institution Title Date Sales Training Program Instructional Strategies Purpose Human resource professionals are handed with the task of developing a sales training program. This is because not all of the people who work in the sales department studied for it…
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Download file to see previous pages Additionally, many in sales management trust that if one has not been in the channels selling, they cannot possibly scheme an operative sales training program. It is worth noting that while there is some certainty to both of these sentiments, non-selling HR experts can design actual sales training programs. Designing sales training program entails more than inquiring using standard questions about flaws in the sales team. The role of “internal advisor” will have to be assumed by the HR manager. Furthermore, coordination with the sales management team will be essential to cultivate a relevant and nourishing sales training program. Finally, any training program should present the skills required to be fruitful in a particular job occupation. The difficulty of the sales job, however, can make the skills characterisation more problematic. Accurately and plainly outlining which sales skills should be the attention of the training takes cautious assessment using the steps presented here (Chapman 45). Instructional Goals 1. Ensure proper functioning of the sales team. 2. Give a backbone for new sales recruit to know how the sales department functions and their expectations. 3. Encourage proper use of time while in the sales team since time is money. 4. Encourage the adoption of this department in the companies that have not adopted it yet. 5. Assess the skills obtained by the sales representatives. Testing Strategies The primary instructional methods to be used will be lectures. These lectures will compose appropriate videos that mimic a sales situation. The instructors will then provide a method of how to counter such situations when and if they occur. Deliberations between the sales agents will be highly fortified because in a sales job, the exchange of ideas is vibrant. Moreover, questions will be invited to the instructors in areas that the representatives will not have understood. With this, it will go a long way to ensure that the training was understood comprehensively hence successful. As a final task, a test will be given to the representatives to gauge their level of understanding. Sample Test: While given a certain situation, the sales representatives participating in this training will be required to give their thought of it. Moreover, how one can circumvent such a situation in the future will be required to be stated. Learning Units of Instructions Modules – The training will occur as a seminar. It will last for eight hours and will be divided into parts for better comprehension by the sales representatives. FIRST SESSION: 1. Identification – 5 minutes a) Each sales representatives will be handed a questionnaire. This questionnaire will capture personal information regarding each representative. b) A game that will ease the participants’ tension will also be played. Objective: questionnaire will capture personal information and the game will pass time to make sure information from all the participants has been clearly captured. 2. Introduction of the instructors and the modes of teaching to be used – 15 minutes. a) Each instructor will fully introduce themselves and module they are to teach. Objective: To familiarize with the instructors. SECOND SESSION: 3. First lecture commences – One and Half hours. It will encompass a) Definition of sales, goals of sales and roles. b) Know the direction of the sales role. c) Know the focus of the selling, whether direct or ...Download file to see next pagesRead More
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