1. Training purpose

Let the sales staff of the new company know the basic contents and methods of their work, help employees know their responsibilities, procedures and standards, let employees know the company's expected attitudes, norms, values and behavior patterns, help them adapt to the enterprise environment and new jobs smoothly, and improve their work performance.

2. Training phase

The enterprise adopts three-stage training method to train new employees. The following table gives the main contents of its training in each stage.

Training content at different stages

Main contents of training stage

Company training gives new salespeople a preliminary understanding of the company, mainly including company development, corporate culture, personnel rules and regulations, etc.

Branch or business department training 1. Understand the functions of the department and the job responsibilities of employees.

2. Training of relevant professional knowledge and work skills.

On-site training and on-site guidance to help new employees improve their work skills and performance.

3. Arrangement of training time and training content

For the training of new employees, the human resources department should make a timetable in advance and make corresponding plans. The training plan for new employees of this enterprise is shown in the table below.

The first stage training plan

Training content implementation time training

Location training

Lecturer training

Main contents of model training

Lecturer Group of Enterprise Training Center of Group College

middle

prize

Lesson 65438. Basic information of the enterprise: the group's entrepreneurship, growth and development trend, the group's ideas, traditions, habits, norms and standards, the main industries and organizations of the group, and the senior management of the group.

2. Product knowledge: brand, performance, price ratio, service product name, product advantages, etc.

3. Product target market and sales channel management

4. Competitiveness of enterprises in the same industry

5. Introduction of competitors: products and market strategies produced by competitors.

Enterprise Management System _ _ _ _ _ _ _ Lecturers of Enterprise Training Center of Group College or employees of Human Resources Department of the company are concentrated.

Teaching and training system, salary and welfare system, reward and punishment system, employee daily behavior norms, employee attendance system, labor relations system, related financial system, etc.

Corporate Culture _ _ _ _ _ Group College Concentration

Teach 1. Enterprise values

2. Corporate strategy

3. Corporate ethics

Career Planning _ _ _ _ _ Concentration of Group Colleges

Teach 1. Establish career goals

2. Implementation of target strategy

3. Analysis of internal and external environment

4. Self-assessment

Interpersonal Skills _ _ ~ _ _ Group University Concentration

Significance, obstacles, skills and principles of teaching communication.

Professional Etiquette _ _ ~ _ _ Group College Concentration

Teach 1. Etiquette norms of salespeople

2. Social etiquette

Introduction and Exchange _ _ _ _ _ _ _ _ The Human Resources Department of Group College organizes business leaders, outstanding employees and students to have an open interactive exchange in the form of seminars and exchange meetings.

Enterprises visit _ _ ~ _ _ enterprises.

On-site personnel of internal human resources department

Visit the work site and production workshop of the enterprise.

Company's second and third training plans

The main contents of the training time of trainers in the training stage

branch

Or the department training department.

1. Introduction of the company's responsible person to the department after training.

(1) Introduce the department structure and responsibilities.

(2) The main responsibilities, business processes and expectations of the company for the new salesperson position.

(3) The organizational structure of the department where the new salesperson works and the coordination between departments.

2. Introduction of relevant departments

(1) Introduction of personnel from relevant departments

(2) Main responsibilities of relevant departments

(3) Contact matters between this department and relevant departments

(4) Requirements for future cooperation between departments, etc.

Post reality

After the first two stages of training and probation, the person in charge of training will guide the new employees in sales skills and professional knowledge in practical work.

Second, on-the-job personnel training.

1. Selection of training opportunities

(1) When a large number of salespeople join the enterprise,

(2) When the sales performance declines,

(3) When a new product comes on the market

(4) When the market competition is fierce

(5) When personnel are promoted

2. Determine the training content

(1) product knowledge

Including the main products and sales volume, product production technology, product production technology, product functions and uses, sales points and sales instructions specially formulated by enterprises for each product.

(2) Target customers

Including the types of target customers, buying motives, buying habits and behaviors.

(3) competitor analysis

Including competitors' products, marketing strategies and sales policies.

(4) sales knowledge and skills

Including the basic knowledge of marketing, sales activity analysis, public relations knowledge, advertising and promotion, product pricing, procedures and responsibilities of on-site sales, negotiation strategies and skills, communication skills with customers, etc.

(5) Handling of customer objections

(6) Basic sales theory: the implementation of marketing strategies, promotion strategies and tools, etc.

(7) Sales process: customer identification, sales preparation (sales plan formulation, customer contact preparation,), sales visit (pre-visit preparation, sales etiquette,), sales demonstration, customer objection handling (objection reasons, objection handling attitude, objection handling methods and skills,), contract signing (contract classification, contract format terms,), and payment recovery ().

(8) Professional sales skills: customer approach skills, product introduction skills, telemarketing skills, objection handling skills and effective communication skills.

(9) Relevant legal knowledge: contract law, product quality law, etc.

(10) Cultivate the mentality of successful sales: honesty, pressure management and self-transcendence management.

(1 1) Necessary professional knowledge of sales staff: product knowledge, sales skills, negotiation skills and team building.

Third, training management.

1. Training materials

Company training is mainly based on self-made teaching materials, supplemented by appropriate purchase of teaching materials. In order to improve the quality of training, if the training involves relevant departments and training materials need to be provided, each class will compile the teaching materials and provide them to the Human Resources Department, which can be compiled into written materials or slides. The company's induction training materials are compiled by the Human Resources Department.

2. Determine the training teachers

The lecturer of the orientation training for new employees had better be an insider, because the insider is the person who is most familiar with the enterprise. Senior leaders of enterprises, managers of human resources departments, managers of sales departments and sales backbones can be invited to conduct induction training for new employees with different contents.

3. Preparation of related equipment and facilities

When training new employees, projectors, slide projectors, microphones and other equipment will be used. Before the implementation of training, the preparation of these equipment should be put in place to ensure the normal training.

4. Training discipline

(1) Respect lecturers and staff, unite classmates, communicate with each other and improve together.

(2) Fill in and hand in various questionnaires carefully.

(3) Abide by classroom discipline, listen carefully in class, take notes, and don't talk loudly or whisper.

(4) Evaluate after the training. Those who pass the exam will get a certificate of completion; Those who fail will receive retraining.

Fourth, training methods.

Teaching methods mainly include explanation, video recording, slide show, typical cases, live demonstration and so on.

Evaluation of verb (abbreviation of verb) training effect

After each training, the training department should evaluate the training effect as a reference for future training.

1. Evaluation of training teachers

The evaluation of training lecturers is mainly conducted in the form of questionnaires, as follows.

Training instructor evaluation questionnaire

Name of trainee, evaluation date of the department to which the position belongs.

Course Name Training Instructor

The training goal is very clear, relatively clear and not very clear.

The combination of training content and objectives is very consistent, relatively consistent, and has little contact.

The lecturer's style □ likes it very much □ likes it □ generally □ doesn't like it very much.

The class schedule is reasonable, reasonable, average and unreasonable.

It is helpful, very useful, relatively useful, of little use to future work.

The overall evaluation of this class is □ very satisfied □ satisfied □ average □ dissatisfied.

Other suggestions

2. Evaluation of trainees