Innovative Selling

CHAPTER 9

Training or the Lack of It

This chapter deals with the concept of sales and product training, in general, backed up with the overall research carried out in Australia and overseas. The decline of comprehensive training and a move toward e-training methods is disturbing. I put this down to taking the easy way out, namely, relying on students of this craft, learning from a screen. I have no objection to e-training being mixed in with the training curriculum; however, training coaches using this format as the primary learning method are short-sighted in their own craft of coaching. They themselves are in need of re-training.

Importance of Combining Product and Sales Training

Both product training and sales skill training are important ...