The contents of the training plan for enterprise salespeople often vary according to the needs of work and the talents that salespeople already have, and generally include the following contents:

1. Enterprise profile (including: enterprise history, importance, status, marketing strategy, corporate culture, etc.). ).

2. Relevant knowledge of the products sold (including: product use, structure, quality, technology, packaging, price, maintenance methods, etc. ).

3. Basic knowledge of product sales.

4. Technical knowledge in sales.

5. Sales market knowledge.

6. Knowledge of administrative work.

7. Know the customer type.

(2) Training methods.

The sales manager should determine the specific training methods of sales staff according to the actual situation of the enterprise. Commonly used training methods mainly include the following:

1. On-the-job training: On-the-job training requires salespeople to receive training while working. This method does not affect the work, but also improves the quality of sales staff and enhances their business ability. This is the most commonly used method.

2. Personal meeting: a meeting in which trained sales personnel participate in the discussion alone.

3. Group meeting: A meeting in which many trained salespeople form a group to participate in the discussion.

4. Individual letters and telegrams: The enterprise training department sends letters and telegrams to each salesperson according to the specific situation.

5. Sales meeting: consciously let sales staff often attend sales meetings held within the enterprise to achieve the purpose of training.

6. Class training: The enterprise regularly provides training courses to systematically train the sales staff.

7. Communication training: use communication equipment to train sales staff.

(3) Determine the training time.

When determining the training practice, the sales manager should not only ensure the training effect, but also not excessively affect the normal business of the enterprise. According to the different professional stages of sales staff, the training time can be divided into:

1. The training of newly hired sales staff generally takes 1-2 weeks.

2. The training of old salespeople, that is, regular training, has the following situations: (1) training for half an hour every day. (2) Training for 2 hours per week. (3) On-the-job training is from 1 thoughtful 1 month every two years. (4) Intensive training every five years 1 month.

3. Further training. It is necessary to determine the length of time and the number of people for each training according to the specific situation of the enterprise.

When determining the training time of sales staff, the sales manager should also consider the factors that have an impact on the training time. Common factors that affect the training time of sales staff are:

1. Product factors. If the technical level of products is higher and the technical requirements are more complicated, the training time of sales personnel should be longer.

2. Market factors. The more competitors there are in the market and the fiercer the competition, the longer the training time should be.

3. Quality factors of sales staff. If the salespeople are comprehensive and savvy, the training time can be relatively short. On the contrary, if the quality of sales staff is mediocre, the training time should be longer.

4. Sales skill factors. If the goods to be sold are luxury goods with a wide range of choices, and salespeople are required to have advanced sales skills, then the training time will be longer.

5. Training method factors. Simple lectures may take more time. On the contrary, if audio-visual training is combined, the training time can be shortened by half.

(four) to determine the training personnel.

When making the training plan, the sales manager should also determine the trainers. Trainers include organizers and lecturers.

The work of organizing employees includes: preparation before training, service during training and aftermath after training.

The lecturer can be a senior sales manager and experienced person in the enterprise, or an external expert professor who often has expertise.

(5) Determine the trainees.

For the sales manager, all the sales staff under him should take part in training to improve their professional quality. However, in determining the trainees, the following points should be noted:

1. Students have a strong interest in sales and have the ability to complete sales tasks.

2. Trainees have a strong thirst for knowledge, that is, individuals hope to acquire the required knowledge and skills through professional training.

3. Trainees should have the spirit of applying what they have learned.

(six) to determine the implementation procedures.

The training should be carried out step by step, so that the new knowledge can be combined with the trainees' known parts, and it is not appropriate to repeat or disconnect, which will affect the trainees' interest or cause confusion of knowledge. The general implementation process is as follows:

1. Initial training.

The training of new employees in enterprises can enable trainees to acquire the basic knowledge and sales skills needed for sales work.

2. Supervise the training.

When the enterprise grows or the product line changes, the knowledge of the sales staff must be updated; Sales staff should also know the market situation when they are transferred from one region to another; When the production process or structure of the product changes, the sales staff should also carry out supervision and training.

3. Review the training.

When customer complaints increase or the sales performance of sales staff continues to decline, the sales manager should hold such training to give sales staff an opportunity to review sales skills or discussions. Guide sales staff to adapt to changes in the market environment and correct any unwanted behavior in time when serious problems arise.

Chapter II: Sales Staff Training Plan

I. Training objectives

1. Increase knowledge: Sales personnel are responsible for communicating product information with customers and collecting market information, so they must have a certain level of knowledge, which is the main goal of training.

2. Improve skills: skills are the skills of salespeople to use knowledge for practical operation. For salespeople, the improvement of skills lies not only in having certain sales ability, such as improving the skills of product introduction, demonstration, negotiation and transaction, but also in the ability of market research and analysis, the ability to provide sales assistance to dealers and the ability to communicate information with customers.

3. Strengthen attitude: Attitude is a long-term business philosophy, values and cultural environment. Through training, the cultural concept of the enterprise is infiltrated into the ideology of the salesman, so that the salesman loves the enterprise and the sales work, and always maintains a high enthusiasm for work.

Second, training leaders and trainers train lecturers and experienced high-performance salespeople internally.

Three, the training object is engaged in sales work, have a certain understanding of sales work or familiar with sales work at the grass-roots level. Fourth, the content of training.

1. Training of sales skills and promotion skills: generally including promotion ability (listening skills, speaking skills, time management, etc. ) and negotiation skills, such as identification of key customers, identification of potential customers, preparation before visiting, methods of approaching customers, methods of displaying and introducing products, customer service, handling customer objections such as objections, closing and follow-up work, market sales forecast, etc.

2. Product knowledge: it is one of the most important contents in sales staff training. Products are the link between enterprises and customers, and salespeople must be very familiar with product knowledge, especially the products they sell. For high-tech products or industries, training product knowledge is an essential part of the training plan. The specific contents include: all product lines, brands, product attributes, uses, variability, materials used, packaging, damage reasons, simple maintenance methods, etc. , and the knowledge of competitive products in terms of price, structure, function and compatibility.

3. Market and industry knowledge: understand the relationship between the industry to which the enterprise belongs and the macro-economy, such as the influence of economic fluctuations on customers' buying behavior, the different buying patterns and characteristics of customers during the economic boom and recession, and how to adjust sales skills in time with the changes in the macro-economic environment. At the same time, understand the purchase policies, purchase patterns, habits and preferences and service requirements of different types of customers.

4. Competitive knowledge: By comparing with peers and competitors, find out the advantages and disadvantages of enterprises and improve their competitiveness. Specifically, it includes: understanding the products, customer policies and services of competitors, and comparing the advantages and disadvantages of this enterprise with competitors in the competition.

5. Enterprise knowledge: through a full understanding of the enterprise, enhance the loyalty of the sales staff to the enterprise, so that the sales staff can integrate into the corporate culture, thus effectively serving customers and cultivating customers' loyalty to the enterprise. Specifically, it includes the history, scale and performance of the enterprise; Enterprise policies, such as enterprise's salary system, which are allowed behaviors and which are prohibited behaviors; Enterprise-specific

Advertising, product transportation costs, product payment terms, breach of contract terms, etc.

6. Knowledge of time and sales area management: how sales staff can effectively make plans, reduce time waste and improve work efficiency; The correct use of sales maps, the development and consolidation of sales areas, etc.

Time limit of verb (verb abbreviation) training

* * * Six days, which can be adjusted appropriately according to the situation.

Training ground for intransitive verbs

Professional training base and formal training room, equipped with sound system, whiteboard and whiteboard pen.

Training method 1, teaching method: the most widely used. It is very suitable for conveying oral information. Multiple employees can be trained at the same time, and the training cost is low. The disadvantage is that students lack opportunities for practice and feedback. 2. Case study method: provide examples or hypothetical cases for students to study, explore problems from cases, analyze reasons and propose solutions to problems. 3. Audio-visual technology method: use projection, slide show and video for training. Usually combined with lectures or other methods. 4. Role-playing: Give the students a story exercise. Let them have the opportunity to see things from each other's perspective, experience different feelings, and correct their attitudes and behaviors. 5, outdoor activities training method: use outdoor activities to play the skills of group cooperation and enhance the effective cooperation of groups. However, attention should be paid to the safety of some courses, and the training cost is also high.

I feel that such a question is meaningless.

It is recommended to read books and look up information.