Sales Training: A Microcomputer-Based Approach

Collins, Robert H.
May 1986
Journal of Personal Selling & Sales Management;May86, Vol. 6 Issue 1, p71
Academic Journal
Sales training has long been an important topic for both sales managers and educators. It is well recognized that effective salespeople are made, not born and sales training plays an important role in their development. While one typically thinks of sales training in connection with the entry-level salesperson, it is becoming increasingly important for the experienced individual as well. Perhaps the most appealing of these is cost effectiveness. Assuming that the computer equipment is already in place, publishers of these packages claim that training can be accomplished for ten percent of the cost of conventional sales training. An equally important benefit is gained from the unique format of the training. Use of a microcomputer to administer the training materials allows these materials to be tailored to the individual's needs. Flexible and portable training programs allow participants to move along at their own pace, skip over materials with which they are already familiar, aid return to the materials to refresh or review.


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