Field sales training

Field training of salespersons is probably the most important function of the field sales manager. Field managers commonly set particular field training objectives in the areas of:

• increasing marketing knowledge to sharpen awareness at the point of sale
• imparting product knowledge to increase expertise, enthusiasm and confidence
• improving personal selling and negotiating skills
• improving understanding of buyers’motivations, their organizations, role and objectives
• gathering market intelligence about customers and competitors
• increasing salespersons’ adaptability to different buying and selling environment sin changing markets
• developing administration and organizational skills (whether paperwork-based system or computer is in use)
• developing skills in interpersonal relationships
• developing expertise in customer needs identification and creation.