2024-03-29T02:06:47Zhttps://repositori.uji.es/oai/requestoai:repositori.uji.es:10234/1474452019-11-18T13:38:50Zcom_10234_71345com_10234_158176col_10234_108758
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Villar Balaguer, Antonio Javier
author
2015-11-24
A defective, fragmented and unstructured training course may result in an
absence of expected results. This can be avoided by means of an ambitious training
program covering not only the technical characteristics of the product to be sold but also
useful advice that may help the company’s sales personnel to assess customers before,
during and after the sale. First of all, L’Antic Colonial, the company whose training
programme is discussed and enlarged in this project, is analysed to try to discover the
reasons why salespeople face certain difficulties during the whole selling process. Then,
a structured, unified and effective training programme that may overcome the existing
limitations in terms of time, teaching staff and budget is planned and described in detail.
Finally, the programme is provided with assessment tools in order to get feedback on its
implementation and thus evaluate the trainer’s competence and the trainees’
comprehension.
http://hdl.handle.net/10234/147445
Màster Universitari en Llengua Anglesa per al Comerç Internacional
Máster Universitario en Lengua Inglesa para el Comercio Internacional
Master's Degree in English Language for International Trade
Training course
Salespeople
Selling
Plan
Programme
A new perspective on training l'antic colonial salespeople