Article: Sales Training ? A Short Course, Part II
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Sales Training ? A Short Course, Part II
?I learn by going where I have to go.? ? Roethke
Sales managers and experienced producers often have training responsibilities that require them to manage this process, helping people do their best by:
? Assessing individual training needs.
? Setting training goals and making plans to meet them.
? Selecting and organizing training methods and resources.
? Prescribing field activities, coaching, critiquing, reinforcing and follow-up.
Training is not one-sided, however. A trainer?s or sales manager?s responsibility may be to make training available, but it is the sales person?s responsibility to make the most of it. The ultimate responsibility for learning is the learners, so the manager/trainer?s role will be more of a "c...
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