Article: Sales Training ? A Short Course, Part I
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Sales Training ? A Short Course, Part I
In many organizations, sales managers and experienced producers have training responsibilities for which they are ill-prepared and, in some cases, barely qualified. If that?s you, the following may just be a lifesaver.
"Training must not be controlled, but instead be completely free play...in a simulated environment in which [agents] can discover for themselves that [selling] is not a series of canned problems with a limited range of responses, but a human encounter where the unexpected always happens and flexibility is the key." ? Col. David H. Hackworth, U. S. Army (Ret.)
?KASH?
The objective of sales training is to help salespeople develop the Knowledge, Attitudes, Skills and Habits?KASH-- they need to meet their production goals.
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