Selling is not only an art but also a science. Let’s examine if selling can be effectively taught in a class room. Well, traditionally selling was taught on the job. A new sales executive followed a senior sales person on a few calls and then went on to be on his own. In his book “Life Insurance Company Sales Training Programs” H P Gravengaard says that scientific selling methods were perhaps first started by subscription book companies and that they are the pioneers in terms of organizing training for their sales staff. Subsequently, modern organizations started giving importance to the training of sales personnel reinforcing specific skills that are important for their domain.
Selling is best learnt through experiential learning which involves ‘learning by doing’. In learning on the job, a senior sales person is assigned to juniors to provide guidance or feedback. Training is effective in a classroom environment, when sales situations are simulated and learners get to enact the role of a sales person and that of a buyer while the instructor provides the feedback about the best method to be adopted in a given situation. Training is not likely to be effective if the participants are given a lecture through PowerPoint slides for 2-3 days. Role plays, situation analysis and case studies have to be part of the program. However, it is not always possible to incorporate all of the above in an ILT program.
This is where online training and resources prove to be handy. Animations, video enactments or simulations are components of an online training program that can be effectively used in sales training. Consider the following situation. A sales person is about to make a sales pitch. He has forgotten his reference material which gives key data about his product and his competitor’s product. Would it not be handy if he had access to a resource where he could simply download the same to his iPad or smartphone? In another situation, imagine a sales person who is disillusioned with himself and needs a mentor to pep him up and instill confidence or provide guidance. Would it not be ideal to have an online mentor available, say through the company intranet, who provides guidelines?. Imagine how much more it would add value to the sales person, if he is provided with bite-sized modules giving sales tips or selling ideas to sales personnel.
I think technology can play an important role in providing training to sales personnel. It can be innovatively and creatively used for the benefit of sales staff who are typically action-oriented and detest being confined to a typical classroom type setting.
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Setting off the fire with eLearning – Ideas for Fire-safety training at your workplace
Welcome to today’s blog post. Since the enactment of OSH Act of 1970, workplace safety has moved up the agenda of every company. As a part of this initiative, employees are being made aware of the recognized hazards at their workplaces and the safety measures to be followed during an emergency situation. One such training program that is very important for employees is the fire safety training. To be honest, I do not have a clue about where the emergency exit is or where we can find the fire extinguishing equipment in our office. In this post, I will try to discuss a few ideas to implement fire-safety training through eLearning at your workplace.
E-learning courses are used extensively by companies to equip their staff members with the needed knowledge and skills. According to Ambient Insight, global self-paced eLearning market reached the $49.9 billion mark in 2015, registering a compound annual growth rate of approximately 9.2% over a five year period.
Audio is an essential component that makes your eLearning course complete. Effective use of audio in eLearning makes courses engaging and helps the learner retain information for a long time. When we develop an eLearning course, we spend a lot of time deciding on the visual elements and tend to ignore the audio.
In this blog, I’ll discuss a few tips for effective audio narration in an eLearning course.
There comes a time when even the greatest instructional designer has a creative block. Although we have our various learning design principles to help us come up with good ideas, there are times when you are required to go beyond the conventional clicks and interactivities and come up with out-of-the-box ideas that will blow your learner’s mind.
Forget training and eLearning. Did you ever think what you really mean by a good design? Try to think about the term ‘good design’ comprehensively. For this, imagine and think about something that has been well-designed and approved by everyone. Else, hold this elegant design and consider the following things to define a ‘good design’.
Every Instructional designer needs to have good knowledge of standard instructional design models like ADDIE or Gagne’s nine events. These models facilitate the development of learner centric eLearning courses. But, it is not easy to remember all these concepts and apply them at the right instant of time to develop a successful eLearning course.
First impressions are usually the last impressions. This saying holds good for the description you give for your eLearning course. Typically, a course description is shown on the launch page of your eLearning course. The main aim of your course description is to provide your learners with an overview of the course; what it is all about, and what to expect from the eLearning course?
Welcome to today’s blog post. Every day, learning professionals try to find new ways to engage learners and make trainings more interesting to them. In this process, the current generation of learners stands as the most challenging target audiences. I’ve tried to understand the needs and tastes of these learners and had come out with an idea that can take our training programs a step closer to them. I had enquired quite a number of people about their likes and dislikes on current learning trends. Many of them expressed a common point that these courses lack personalization. I didn’t immediately understand what they meant. But, after going through some more details, here I am writing this post about how to add a personalization element to your course and make them believe that the course has been tailored specifically to suit their taste.
The multiple choice question (MCQ) is the most commonly used question type in eLearning. An instructional designer prefers MCQs over other question types as they can be scored rapidly and feedback can be given easily. It is an effective way to test a large number of learners, quickly and effectively.
Do you know on an average 3000 people get killed due to Fire accidents in the US every year? The NFPA estimates that 65,880 firefighter injuries have occurred in the line of duty in 2013, out of which 12,535 accidents took place at non-fire emergency incidents.