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Chapter 4: Training and Development and Why It's Imperative

This chapter explains why training and development is imperative for the professional development of sales people. It also explains why training is not a core business objective for many organizations: lack of perceived need, budgetary constraints, lack of appreciation for its value, limited or no internal expertise and/or resistance to taking resources out of the field/providing time for development.

The chapter identifies the six core training disciplines that serve as a comprehensive training and development support system for sales professionals:

  1. product training
  2. tactical sales skills training
  3. strategic sales skills training
  4. people management/interpersonal skills training
  5. business acumen training
  6. project management training

It further explains that not all six disciplines are necessary for all sales professionals however, to fully develop as consummate sales professionals exposure to all disciplines is strongly advised.

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