Managing Sales Case Study 6.1: Developing A Sales Force

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Managing Sales Case study 6.1 : DEVELOPING A TRAINING PROGRAM AT DOCUSAN

QUESTION 1) If you were in charge of the training for this salesforce, explain how you would have gone about designing a training program?

If I were in charge of the training for this particular sales force, my approach to the sales training used would be completely different in the sense that multiple sales training methods would be implemented to make the training more varied and blended in terms of the sales training experience to achieve an enhanced learning environment and also maintain trainee attention through out the training period.

I would integrate all four categories of the different training methods as it encouraged to do so by training professionals. Classroom/conference, on the-job training, behavioural simulations, and absorption sales training techniques are to be combined together as multiple methods as well as Sales training media into the mix to give the sales training an all –round user- friendly integrated approach which will result in a much improved training/learning environment for the trainees because each method has certain positive attributes in terms offering a wide range of training methods to cater for the ever-changing sales environment.
Developing an excellent and effective sales training program is very crucial to the

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