Training Areas/topics Suggestions For Sales People - CiteHR
Ambition1083
Selling/sales Training For Freshers
Jaideepk
Professional
Nashbramhall
Learning & Teaching Fellow (retired)
Leolingham2000
Management Consultant
Ashima Goyal
Executive-hrd
Aggarwalsb03
Senior Management And Consultant
+5 Others

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Dear CiteHR team members,
Can anyone suggest me for the major areas/topics which should be covered in Trainings of Sales team members. Actually we have already planned few topics of trainigs such as Negotiations skills, product knowledge, understanding customer needs etc. etc. but I look forward to your suggestions for topics so that any area should not be left to cover in our trainings.
Waiting your precious suggestion on Sales training topics.
regards,
Ashima Goyal
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I would also like to add that we are into Sales of Commercial Vehicles (Trucks & Buses) so pls suggest accordingly. regards, Ashima Goyal
Dear Ashima,
Please take a look at Sales Training | Delighting The Customer <link updated to site home> ( Search On Cite | Search On Google ) That may give you more ideas.
And http://www.dalecarnegie.co.uk/events...FQQMtAodVQ9pcA has some booklets that you can download after registering.
Both found at Google
As you mentioned earlier that your organization is into Sales of Commercial Vehicles (Trucks and Buses).So Sales People must acquire knowledge in the following areas
1. Automobile Industry Overview
2. Market for NEW and USED Vehicle
3. In depth Understanding of Dealership and Non Dealership Model
4. Quality Check Up Standards
5. Financing Options(Loan, Loan Calculation) –Zero Interest Loan
6. Types of Insurance
7. Warranty Types
8. Knowledge of Supply Chain Management
9. Documentation Process
10. Parts and Accessory Sales
11. Utility and Safety Aspects
12. Test Drive and Engine Inspection
13. Sales Tax
14. Cost per mile Calculation
15. Aspect Ratio
16. 50/100 coverage
17. Highway Safety guidelines
18. Retail Sales
19. Negotiation Techniques
20. Closing Techniques
21. Customer Service
22. After Sales Management
NOTE: I do not belong to Automobile Industry, neither have I done any training for Automobile Sales…..Sharing the knowledge based on my own understanding.

Hi Ashima,
Whatever the product or service being sold, the principles that one needs to apply in order to sell more remain the same.
I am pitching here. I conduct 2 programs on sales. I'd be happy to talk about them more if you write back to me privately.
Sathyaish
Sathyaish Chakravarthy's personal website
Dear Ashima,
Sales Training can be divided into two areas:
Basic training for those who need to catch up with the process and nuances
Advance skills of intelligent patterning. These could be:
Strategic Selling, Responsible selling, Anchoring Customer Experience and reorganisation of strategies by the "voice of the customer". Essentially these are customised to the need of the learners vis-a-vis the market trends.
I hope these should give you some idea on the training topic needs for your sales force.
Cheers,
Gautam
Hi Ashima
Apart from the Product knowledge and Industry Scenario You may require to train the team on the following depending on their current level of competence.
1. Basic or Advance Communication Skills Program
2. Negotiation Skills
3. Developing a Wining Sales Attitude.
Depending on your Sales Channel focus you could look at the following
4. Persuasive Selling
5. Key Account Management
6. Channel Management (Dealer, Distribution Sales management).
In case you need any Support on this we would be happy to assist
Best regards
HERE ARE SOME USEFUL TOPICS.

REGARDS

LEO LINGHAM

1.Product Knowledge

2.Company Knowledge

3.Human Relations in Selling

4.Planning of Sales

5.Time Management

6.Prospecting New Clients

7.opening the Sales

8.customer Relations

9.Sales Presentation

10.Customer Servicing

11.Sales Negotiation

12-Persuasive Selling

13-Sales Communication

14-Psychology in Selling

15-sales Counselling

16-Probing Techniques

17-Consultative Selling

18-Handling of various Types of customers

19-Handling Objections

20-Building Goodwill

21-Organisation of your daily work

22-Listening Skills

23-Setting Goals

24-Telephone Techniques

25-Selling Benefits

26-Competitor's Knowledge

27-Pre call Planning



28-business development driven change

Business development potentially includes everything involved with the quality of the business or the organization. Business development planning first requires establishing the business development aims, and then formulating a business development strategy, which would comprise some or all of the following methods of development.

• sales development

• new product development

• new market development

• business organization, shape, structure and processes development (eg, outsourcing, e-business, etc)

• strategic partnerships and distribution routes development

29.RELATIONSHIP SELLING TECHNIQUES

30.CONSULTATIVE SELLING TECHNIQUES

31.HIGH IMPACT PRESENTATION

32.KEY ACCOUNTS PLANNING /DEVELOPMENT/MANAGEMENT.

=====================================
Thank you so...... much Mr. Leo Lengham and Mr. Jaideep Kohli for providing so specific and detailed information on the areas of sales training. regards, Ashima Goyal
Dear Ashima,
You need to have some slides of understanding needs, wants and aspiration or customer and then converting customer into buyer by enhancing value by various relationship activities.
There are specific exercises for this.
regards
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