Q.Describe the various methods of training salesmen.

Firms train salesmen through several methods, chosen according to the product, the size of the sales force and the firm's resources; many firms combine methods. …

Firms use several methods to train salesmen, chosen to suit the product, the size of the sales force and the firm's resources.

1. On-the-job training — the recruit learns while actually working, under the guidance of an experienced senior who demonstrates selling and then lets the trainee try. It is practical, inexpensive and teaches real selling conditions.
2. Class-room / lecture method — salesmen are taught through lectures and discussions on product knowledge, company policy and selling technique; it suits teaching factual knowledge to a group at once.
3. Conference and group-discussion method — salesmen and trainers meet to discuss selling problems and share experiences, so each learns from the others.
4. Demonstration method — the trainer actually shows how the product works and how it should be demonstrated to a customer, which the trainee imitates; useful for technical products.
5. Role-playing method — the trainee acts out a sales situation (playing the salesman while another plays the customer) and gets feedback, practising real selling in a safe setting. …

Do not confuse methods of training with requisites of effective training. Give a one-line explanatio …