WGU Sales Management D099 Western Governors University Module 8 ( 47 questions and answers already graded A+ )

sales effectiveness

The ability of a sales force to close deals on the best terms for the company

improved productivity

more work is done in less time, stimulate communication inside and outside organization,

improved morale

employees who are properly trained are motivated and happy

reduced turnover

providing a stimulating workplace with training, fosters happy, motivated, and empowered individuals.

Improved Customer Relations

providing sales and product-related training to enable and enhance skills of a sales force is critical for successful selling.

four key benefits of sales training

Improved productivity

improved morale

reduced turnover

improved Customer Relations

organizational assessment

an assessment that determines the skills, knowledge, and abilities a company needs to meet its strategic objectives.

occupational (task) assessment

an assessment that looks at the specific tasks, skills, knowledge, and abilities required to do jobs within the organization.

individual assessment

an assessment that looks at the performance of an individual employee and determines what training should be accomplished for that individual.

aspects to consider when developing a training program

Delivery mode

Delivery style

audience

budget

content development

timelines

communication

formative evaluations

looks at whether the training program served its purpose and finds ways to improve it

summative evaluations

evaluation helps determine what participants need further training and whether or not the training needs further improvement.

Kirkpatrick model of training evaluation

reaction, learning, behavior, results

reaction

how did the participant react to the training program?

Learning

To what extent did participants improve knowledge and skills?

Behavior

Did behavior change as a result of the training?

Results

What benefits of the organization resulted from the training?

Return on investment (ROI) methodology

Level 1-Reaction and planned action

Level 2-Learning

Level 3-Application and implementation

Level 4-Business impact

LEvel 5-Return on investment

Level 1-Reaction and planned action

participants reaction to the training program

Level 2-Learning

degree to which participants acquired new knowledge of their skills and development to be successful.

Level 3- Application and implementation

reflects the participants ability to apply this new knowledge after the training program.

Level 4-Business impact

data are analyzed to determine the degree to which the application of newly acquired knowledge and skills of the participants positively affected specific measures and were expected to improve after the training program.

Level 5-Return on investment

the monetary benefits of the impact measures are compared to the total cost of the training program

organizational socialization model

1-new employee characteristics

2-new employee tactics

3-organizational efforts

4-adjustments

5-Outcomes

New employee characteristics

characteristics of a new employee are central to the strategies used as the employee moves through the orientation process.

new employee tactics

The goal for the employee is to acquire knowledge and build relationships. Relationships are central to understanding company culture.

Organizational efforts

organization should similarly seek to emphasize relationship building and the communication of knowledge, particularly organizational knowledge that will be useful for the employee when navigating the company.

adjustment

employees should move through the adjustment phase as they acclimate to the new professional environment.

outcomes

The goal of effectively orienting the employee for success is twofold: minimize turnover while maximizing satisfaction.

personal selling

The two-way flow of communication between a buyer and a seller that is designed to influence the buyer's purchase decision.

product training

This training focuses on educating the sales force on the features and benefits of the product being offered

Industry training

This is sales force training related to a specific industry

Technical or technology training

A type of training meant to teach the new employee the technological aspects of the job

team training

training that provides employees with the skills and perspectives they need to collaborate with others

selling skills training

A type of training focused on the proficiencies needed to actually perform the sales job

Power (soft) skills training

A training type that develops personality traits, social etiquette, communication, and personal behaviors that are used to form relationships with other people

professional training

A type of training that keeps an employee up to date in one's professional field.

legal training

A type of training required to be up to date with legal requirements

on-the-job coaching training delivery

A training delivery that utilizes an approved person training an employee on the skills necessary to complete tasks

mentoring and coaching training delivery

A training delivery that utilizes an approved person training an employee on the skills necessary to complete tasks

web-based training delivery

A training delivery which involves the use of technology to facilitate training

Synchronous learning

Type of e-learning in which participants interact together in real time.

Asynchronous Learning

Type of e-learning in which participants access information at different times and in different places.

brown bag lunch training delivery

A training delivery meant to create an informal atmosphere in which the training occurs during lunchtime, employees bring their food, and someone presents training information to them

Job Shadowing Training Delivery

A training delivery method that places an employee who already has the skills with another employee who wants to develop those skills.

in-class training delivery

A method for training performed in conference rooms, lecture rooms, and classrooms

just-in-time learning approach

Learning or training approach where learning is available on-demand and can be accessed when the learner needs it