When a sales person stands in front of a potential customer, being prepared with product knowledge, competitive product knowledge and knowledge of customer can make all the difference in the world. For this, sales training is an important aspect in the world sales. A sales training should concentrate on how a prospective sellers and customers interact.
Below are some of the key things to be considered in your sales training program.
Product Knowledge: Thorough product knowledge makes sales representatives efficient and successful in their jobs and strengthens their self-confidence. Without thorough product knowledge, the sales people cannot ensure the sales of the product that they are intended to sell. To successfully address the needs, questions and challenges of the customer handling, sales people must know the uses and varied applications of the product they sell. This helps in increasing confidence levels and assists in overcoming the objections posed by the customer.
Competitive Products knowledge: In order to be successful in today’s competitive world, sales people should have knowledge about their competitive products. Knowledge of competition must be accurate, in-depth and constantly updated. Be sure you encourage your sales workforce to share knowledge about your competitor’s products and services to help them apply that knowledge strategically, to win more sales.
Customer Knowledge: Sales reps are held accountable for the profitability of the company. They should gain a deep understanding of their how customers buy today. As each customer has different priorities and preferences, sales reps must be able to identify these and respond to them accordingly.
Legal Constraints on Selling: As there is a rapid increase in number of claims in the area of product liability, the cost related for settling these claims are also rising. It is important that sales people have a thorough understanding of the business policies that underlie the operations of their company and the legal constraints relating to the product In order to reduce organizations exposure to product liability, false promotions and unfair competition litigations.
Selling Skills: Selling skills are critical for organizations that rely on ongoing business from customers. To effectively communicate with and persuade the potential customers the sales representatives must develop selling skills.
Selling in today’s hectic and complex business world requires tremendous effort and energy. It is highly competitive and stressful. However, you can improve your sales targets and achieve a much higher ROI by considering the above elements, in your online sales training program.
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In my previous blogs, I have discussed about the importance of instructional design strategy and visual design strategy, the two main elements of e-learning in terms of design approach. In this blog, I will discuss about the significance of audio and audio strategy.
Every organization has to follow a set of laws which govern their sector in the country they operate. So, it needs to ensure that the employees are effectively trained on these rules to avoid compliance issues. Traditionally, this was done through face-to-face training in an engaging manner. But, with organizations expanding globally and the need for constant training, companies started using e-learning to quickly reach their global employees.
E-Learning is gradually replacing the classroom training format, worldwide. 41.7 % of fortune 500 companies are using e-learning tools for online training (E-learning Magazine 2013).
Online courses need to be engaging and interactive because they are self-paced i.e. an instructor is not present to deliver the courses.
Content comprehension is an important step in the e-learning development process. It broadly includes identification of relevant content and its separation from irrelevant content and arranging it in a proper manner. It enables instructional designers (IDs) to ensure that topics ‘flow’ in a logical sequence. It also helps IDs to find gaps in the content. If performed effectively, it will help you understand the subject-matter of the course better, and you will be able to present the content in an easily understandable manner.
IPad – a device that has revolutionized the corporate world. According to the Mac Observer, 94% of Fortune 500 companies are either testing or using this device from Apple. The widespread usage of iPads has resulted in the opening of new vistas in online training. No longer were learners required to carry “heavy” laptops or remain confined to their desks. People could conveniently go through online courses on these devices. Indeed, these devices have truly made learning anytime, anywhere.
When it comes to training, most organizations have a need for product training. Be it manufacturing, pharmaceutical, electronics or finance, product training needs to be imparted by companies in all industries. So, how does one cater to a single form of training for such different segments? In this post, we will look at a few effective e-learning design strategies that are best suited for product training across various industries.
Curriculum-based courses are very much in demand today. Organizations prefer curriculum-based courses to stand-alone courses. Curriculum courses cater to a long running training program that usually runs for a period of two to three months. It is a course that has several modules which instruct on a particular subject in-depth. From the learner’s perspective, these modules would be easy to grasp and understand. They can be bite-sized modules that are easily accessible by the learners, anywhere, anytime, as per their convenience. Since all the modules of a curriculum are inter-related to each other, it is a tough task to develop such modules effectively.
Ask Compliance managers what they expect from a good online compliance course, and all of them will say, “It should make our employees adhere to rules and policies.”
Most of the companies provide compliance training through e-learning, and often, these courses have high dropout rates. Poor instructional strategies are one of the main reasons for this problem.
Before we begin, let us look at the big question — What does “Just-in-Time (JIT) Learning” mean?
Just-in-time (JIT) learning systems deliver training to employees when and where they need it.
Mobile devices are excellent tools to provide just-in-time information or learning. Learners can access relevant information whenever they need it and can use this information as a reference when in doubt and for making the right decisions.
Being an instructional designer, I can understand how it feels when your project does not meet the client expectations at the final stage. This leads to complete rework of your project, which in turn causes substantial wastage of your time and effort. All this rework and failure to meet stipulated project schedules are the results of the lack of proper communication with your client.