Q.What are the requisites of an effective training programme for salesmen?

A training programme achieves its purpose only if it is well designed; certain requisites make training effective.

For a training programme to achieve its purpose, it should have the following requisites:

1. Clear objectives — definite aims about the knowledge and skills the salesman should gain, so the programme can be planned and later evaluated.
2. Suitable content — covering product, company and customer knowledge and selling techniques, and kept relevant and up to date.
3. Right method and competent trainers — the method must suit the trainees and the product, and the trainers must themselves be knowledgeable and skilled.
4. Right timing and duration — neither too short to teach properly nor so long as to waste selling time, and given at a suitable career stage.
5. Practical orientation — theory should be linked to actual selling practice so that what is taught can be used on the job.
6. Continuity and follow-up (refresher training) — training should not end with the initial programme; refresher training keeps salesmen up to date with new products and methods. …

This asks for requisites (features of a good programme), not the methods of training or the need f …