Importance of Training

Sales Training

Long-term Objectives of Training

Short-term Objectives of Training

What trainings should be

Assess Need Before Training

Developing Training

Performance Need Analysis

Training Needs Analysis

Feasibility Analysis

Initial Sales Training Programs

Continuing Sales Training Programs

Coaching/Training Techniques

Group Training

Individual Training

Preparing Trainees

Pre-training briefings

Lack of Motivation

Motivation During Training

Post Training Reinforcement: Coaching

Training Evaluation Methods

Motivation

Dynamic Interpersonal Process

Content Theories

ERG Theory

Needs Theory

McClelland's Dual Factor Theory

Process Theories

Equity Theory

Expectancy Theory

Attribution Theory

Goal-setting Theory

Reinforcement Theory

What motivates top sales performers?

Recognition Programs

Why sales contests are losers?

Emerging perspectives to motivation

Empowerment & participative management