Management Research Project
Chapter 1.Introduction 1.1 Research background
One of the most critical issues facing today 's employer is cost-effective sales training. Many firms are substantially increasing investment in sales training; however, little research has studied the usage and effectiveness of various sales training methods. There are numerous methods and materials available to help prepare and equip employees to better do their jobs. Indeed, with so many choices out there, it can be daunting to determine which methods to use. And using several methods for each training session may actually be the most effective way to help employees learn and retain information. This report introduces and compares different sales training method that which is effective to increase sales performance.
1.2 Research problem
This topic has been selected for two reasons. Firstly, the author is very interested in the area of the method of training which is effective to develop skills of salesman. Secondly, effective selling is still a skill that must be developed. Sales training can help aspiring salespeople develop and practice the skills they need to succeed and increase their confidence level. From a customer perspective, there is a need for skilled and knowledgeable staff, whether it is going to a garage and seeking advice on a car, going to a shop and needing some product knowledge, or asking for financial advice. Training is an important part of any job and sales training is just as important.
1.3 Research question
Which training method is effective to develop skills of salesperson?
1.4 Research objective
To examine and analyse the different methods of training employees;
Determine advantages and disadvantages of different training methods;
To suggest an effective training method to develop skills of salesperson.
1.5 Structure of research report
The structure of this research report will be: Chpter1 Introduction, Chpter2 literature review, Chpter3
One of the most critical issues facing today 's employer is cost-effective sales training. Many firms are substantially increasing investment in sales training; however, little research has studied the usage and effectiveness of various sales training methods. There are numerous methods and materials available to help prepare and equip employees to better do their jobs. Indeed, with so many choices out there, it can be daunting to determine which methods to use. And using several methods for each training session may actually be the most effective way to help employees learn and retain information. This report introduces and compares different sales training method that which is effective to increase sales performance.
1.2 Research problem
This topic has been selected for two reasons. Firstly, the author is very interested in the area of the method of training which is effective to develop skills of salesman. Secondly, effective selling is still a skill that must be developed. Sales training can help aspiring salespeople develop and practice the skills they need to succeed and increase their confidence level. From a customer perspective, there is a need for skilled and knowledgeable staff, whether it is going to a garage and seeking advice on a car, going to a shop and needing some product knowledge, or asking for financial advice. Training is an important part of any job and sales training is just as important.
1.3 Research question
Which training method is effective to develop skills of salesperson?
1.4 Research objective
To examine and analyse the different methods of training employees;
Determine advantages and disadvantages of different training methods;
To suggest an effective training method to develop skills of salesperson.
1.5 Structure of research report
The structure of this research report will be: Chpter1 Introduction, Chpter2 literature review, Chpter3
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