Explain the methods of salesman training.

Ans.

Methods of Salesman Training

Salesman is of different in nature and their working area is also different. They differ from industry to industry. Different types of salesman are appointed for different types of jobs in a sales organization. There are different methods to train salesman. These are as defined:

(1) Individual Training Method: Individual training method includes different categories e.g. internship training, job training, correspondence training, training through study courses, training through coaching, through observations etc.

On job training is the method of training in which trainee gets actual working experience, working with some senior supervisors. This method is most popular now a days. This method is also known as ‘training with industry’ method. Trainee get a chance to work with seniors.

Correspondence method of training provided correspondence training to the salesman. In this method trainees know about special study course. They receive this course by a post. These courses are run by recognized institution. Trainees are required to answer in this course and their answers will be examined by the institution on regular basis when the trainees are passed, they get award.

Internship training refers to a joint training programme. Technical institutions and business houses co-operate in this programme. This programme provides practical and theoretical training to the trainees.

Another method of salesman training is training through study courses. In this method study courses are provided to salesman. These courses are prepared by the experts important example and question is done through pictures. This course is for those trainees who is required to have a detailed study. This method’s main objective is to up-to-date trainees with latest technologies and methods of salesmanship.

(2) Group Training Method: In this method training is provided to some trainees in grouping form. Training is provided to several trainees. Training is provided through the lecture method. This method is the easiest, cheapest and simplest method under group training. In this method lecture is given by the senior supervisors and leading experts. Group consist of 10 to 15 trainees who are sitting in front of leading experts. Groups are divided on the basis of number of trainees. When there are large number of trainees, there are many groups but when the number of trainees are small, there are a few groups. It is the traditional method of training. After completion of lectures, written and oral exams are also be conducted.

Another method is conference and seminar method. Seminars and conferences are conducted under this method, by the experts and all the trainees can participate in this. Trainees get latest and updated information. This method gives a chance to each trainee and create greater interest.

Job rotation method is also useful for trainees. In this method trainees do different types of jobs. By this method trainees get experience.

Committee method is used for trainees. Committees are formed under the leadership of a senior supervisors. Trainees are the members of the committees. This method teach trainees about organizational relationship.

Round table method required the trainees to sit around a table under the leadership of experts. Trainees give their ideas and discuss on a particular topic. It is the best method of exchanging ideas.

After discussing above methods there are some other methods e.g. multiple table method, visual training method, task force method etc.