Sales management ( Discussion D)

Discussion D: Sales Training: Objectives, Techniques and Evaluation

Welcome to the fourth discussion. In this course you will be introduced to a topic in the discussion. The first week of the module you will write about your initial thoughts after reviewing the resources. The initial post should be at least 300 words.

During the following week you will reply to at least two of your classmates. The replies should be at least 100 words. See the discussion rubric for more details on grading.

Discussions should always be completed prior to “class.” If you are in an online class or an on ground course this is prior to the lesson portion of the week. Are you ready to begin?

1. Review the following:

Read Chapter 10: Sales force Recruitment and Selection

2. Initial Post (300 words)
  • One expert contends that sales training is not at all as complicated as some would claim. He predicts that regardless of the advances in communication, resources, technology, and training tools, the basic selling skills that trainers teach salespeople will change very little from those that have been successful during the past 50 years. What will change, according to the expert, is how salespeople are trained to use these skills effectively. Do you agree with this prediction?

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