A new perspective on training l'antic colonial salespeople

Abstract

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.