Selection Process

Phase 1 Phase 2Preliminary screening of

resume

1. Education2. Work

Experience3. Activities4. Age5. Other historical

or factual info.

1. Insufficient Education2. Low Grade point3. Insufficient Work

Experience4. Poor work record

Initial Interview

1. PersonalCharacteristics, dress,

appearance2. Personality: Interactive skills, Verbal

ability3. Motivation4. Interest in company5. Other interpersonal

characteristics6. Other historical or factual

info.

1. Offensive Personality

2. Low motivation3. Not interested in

position

Sequential Selection Process of Industry Sales Person

Variables Considered

Variables Level

Eliminated

Phase 3Intensive

Interview and testing

1. Personal Characteristics (still under observation)

2. Personality (Further assessment)

3. Mental aptitude for position

4. Physical Health5. Career Goals

1. Offensive Personality2. Low sociability3. Low test score4. Poor health5. Unrealistic career goals

1. Make Offer2. Postpone Until

further info. Available ( Decisions of higher ranked candidate)

1. Terminate consideration

Selection decision

Sequential Selection Process of Industry Sales Person

Sales Training & Development

Differentiate between formal and informal sales

training

Relate training to the sales person career cycle

Identify the reasons for sales training

Discuss the educational principle upon which a sales

training program should be based

Explain how formal sales training program should be

evaluated

Discuss informal sales training and sales

management field coaching goal

Learning Objectives

Formal Sales Training◦ Plan training program Informal sales training◦ Continuous professional development of sales

personal Coaching◦ Informal on the spot instructions also known as

curb side training

Sales Training

Sales Training

Time

Preparation

Development

Maturity

Decline

Sales Person Career CYCLE

Ach

ievem

ent

Level

Mature sales people work smarter than harder

Reasons for Training Sales Personnel◦ To develop the right work habits

cover territories, make sales call, approach customer, travel, record keeping

◦ To offset the effect of detrainingLearning wrong things through field experience

Sales Training

Reasons for Training Sales Personnel

It improves relationships with a customer

Motivate sales people to develop themselves and raises their morale because they see their company as concerned with their personal development

It reduces the cost and lost sales that result from high turnover of sales personnel

It reduces the cost incurred by inefficient territory coverage, by poor use of company supplied sales tools or by the wrong application of company’s policies

Sales Training

Reasons for Training Sales Personnel

It makes sales people more flexible and innovative in meeting changing competitive conditions

It increases sales volume

It reduces cost of supervision

It increases the efficiency of controlling sales activities. A well trained sales person needs less direct control by supervisor

Sales Training

Educational Principle and Sales Training◦ Clearly recognized purpose- Trainer – purpose & mission- trainees – clear understanding, why they are being trained◦ Clarity of presentation- Trainers know much about company, industry, products- Trainees do not- Training material to be simple◦ Planned repetition- Repetition of key points◦ Systematic review- Reviewing & highlighting material◦ Orderly development of material- Major difference between learning by experience or by training◦ Sensible pace- Training proceedings not too fast◦ Trainee participation- Discussions, involvement, role play

Sales Training

Orientation of Sales Recruits

◦ Sales manager or HR specialists should make sure that all employment records are completed or processed

◦ Each new sales person should be provided with all the necessary employment information especially that concerning expense accounts, vocation, policies , payroll procedures and other important policies and procedures

◦ Each new sales rep should be informed of formal and informal office practices and special company events or activities such as office parties or gift funds

Sales Training

Orientation of Sales Recruits

◦ The sales manager should make sure that the new sales persons office space is ready and samples and offices supplies are available

◦ If a car is provided then the company policies about maintenance, insurance and personal use should be explained

◦ New sales people should be introduced to the other sales people, immediate supervisor, clerical and secretarial workers and all other concerned people

◦ The sales manager should make a special efforts to keep in touch with the recruit to get frequent feedback about on job performance

Sales Training

Designing a formal Sales Training Program

◦ Which sales people should be trained and at what points in their careers?

◦ What should the training program cover?

◦ How should the training be done?

◦ Who should train sales people and where does training fit into the organization?

Sales Training

Retraining experienced sales people

◦ When new products are to be introduced

◦ When the new type of customers are to be solicited

◦ When a sales person is to assigned to a new territory

◦ When new reporting or other new sales operating procedures are to be introduced

Sales Training

Retraining experienced sales people

◦ When a sales man is to be promoted to a supervisory position

◦ When there is evidence that the salesperson has adopted improper selling habits

◦ When competition, economic conditions, government regulation or other environmental conditions change in such a way that they drastically effect the company's selling operations

Sales Training

What should the training program cover?◦ Determining the optimum contents

Sales Training

Knowledge, skills, attitude sales person must have

Knowledge, skills, attitude attained

Training needed to be more effective

Less

=

How should the training be done?

◦ Learning basics and training policy- Based on education philosophies or policies- The best alternative for a particular sales group depends on specific

conditions involved- On the characteristics of the sales people, product, market,

competition & customers

◦ Conditioned response- Sales persons are trained in advance to make the proper responses to

any & all problems, conditions and objections that they may encounter

◦ Insight response- Sales people are trained to response to selling on the basis of their

personal insight into the nature of each selling situation –

communication skills, tone, voice, body language

◦ Deciding which approach to use

Sales Training

Training Techniques

Sales Training

Lectures

Discussions

Panels

Role playing Visuals aids

Dramas

Audio tapes

High-Tech Training Methods◦ Three Major Forms

Computer assisted instructions Interactive videos Video conferences

Sales Training

Who should train sales people and where does training fit into the organization?

◦ Professional teaching skills are critical◦ The sales trainer and the training location ◦ Combination plan◦ Selecting outside trainer

Sales Training

Evaluation and Follow-up◦ Evaluating the immediate impact of training

Evaluation issues◦ To what degree does the training produce

appropriate learning?◦ To what degree is learning transferred to the job?◦ To what degree is the knowledge or skill level

maintained over time?◦ Does the value of participant improve

performance, meet or exceed the cost of training?

Sales Training

◦ Course evaluation◦ Trainee feedback◦ Teaching staff comments◦ Supervisory feedback◦ Performance test

Sales Training

Training Evaluation Methods

◦ Supervisory appraisal◦ Self appraisal◦ Knowledge tests◦ Bottom line management◦ Customer appraisal

Training Evaluation Methods◦ Observe other sales people at work◦ Ask customers◦ Review sales performance against standards◦ Interview trainees◦ Seek managers opinion

Sales Training

Redesigning the Sales Training Program◦ After evaluating the sales training program, alterations

should be made◦ The market place is in a constant change

Sales Training

Limitations of Formal Sales Training◦ Not all skills and attitude could be acquired through

training◦ Success requirements vary among sales group◦ Individual sales person’s training needs vary◦ Informal training can accomplish much

Sales Training

Informal Training◦ Field coaching - Joint field visits - On job training

◦ Customer Contact- For salespeople best way of learning

Sales Training