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"Sales Training focuses on three key skills that all sales professionals must havethinking, communicating, and networking. Use this book to deliver fast-paced, productive sessions and build skills that translate into results."

"Sales professionals often complain that learning events do not pay off and take time away from the primary job of selling. If it can be sent in a memo, why go to training?Sales Training Basics recognizes the bottom line focus of sales professionals and offers proven techniques and approaches that create engaging and impactful training. The book provides learning professionals with specific guidance on designing programs that provide the right tools and techniques that deliver on an audience focused on value. In addition, trainers and facilitators are offered guidance on accessing their most charismatic and engaging self to draw in and hold the attention of sales professionals. While the book is focused on participant expectations, it does not neglect todays organizational mandate to build training programs aligned to company strategic needs and vision. Finally, the author provides direction on alternate pathways to sales training through the use of technology and the power of blending both classroom and technology-bases approaches that give these sales professionals what they really want more time in the field selling."

"Contents :- Achieving sales training success; uaderstand the sales environment - Analyze needs - Design the sales process - Implement effective training - Use the right metrics for evaluation - Plan the way forward - References & resources - Job aid: sales training diagnostic tool "

"ABSTRAKKarya tulis akhir ini ditujukan untuk menyempurnakan tenaga penjual dari sebuah perusahaan. Karya ini didasari oleh bisnis furniture yang umum ditemukan di pasaran. Adapun sistematika konten penulisan dari karya akhir ini di bentuk berdasarkan konsep sales proses yang dikenal dalam ilmu marketing. Konten penulisan juga mencakup marketing collateral dan sales checklist. Teori ADAPT dan SPIN yang dibahas dalam penelitian kali ini turut menunjukan bahwa kedua konsep tersebut menjadi efektif apabila digunakan secara bersamaan. Serangkaian respon dan cara penanganan yang dicakup dalam bagian Common Objections and Responses turut menunjukan hasil yang positif apabila diterapkan dalam sebuah perusahaan. 

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ABSTRACTThis final paper is intended to maximize the potential of a salesperson in a company. This pape is made based on furniture businesses that are commonly found in market. The systematic writing content of this final work is based on the sales process concept known in marketing. Content of this paper also includes marketing collateral and sales checklist. The theory of ADAPT and SPIN discussed in this study also shows that both concepts are effective when used simultaneously. The series of responses and ways of handling included in the section "Common Objections and Responses" also show positive results when applied in a company."

"Laporan magang ini membahas tentang evaluasi level 2 pada program pelatihan Sales dan RM&CA Enhancement yang diselenggarakan Bank XXX. Laporan ini bertujuan untuk mengetahui bagaimana pemahaman peserta terhadap materi pelatihan, terutama bagi peningkatan kompetensi karyawan. Laporan ini membandingkan hasil dari pretest dan posttest peserta dari kedua program pelatihan tersebut.Berdasarkan penelitian terbatas ini, program pelatihan RM&CA di tahun 2013 belum memenuhi standar kompetensi yang diharapkan, dapat terlihat dengan jelas dari hasil rendahnya learning gain yang diperoleh, dan terlebih pada persentase peserta kompeten yang hanya mencapai 39% secara rata-rata. Kondisi ini berbeda dengan program pelatihan Sales yang mampu mencapai 48% bagi rata-rata learning gain dan persentase peserta kompeten yang mencapai hingga 69%.Dapat disimpulkan bahwa, evaluasi pelatihan begitu penting untuk menilai keberhasilan program pelatihan di masa depan, dengan hal tersebut akan lebih baik bila manajemen Bank XXX mengambil pertimbangan dari hasil evaluasi pelatihan.

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This internship report discusses about level 2 evaluation in Training Program of Sales and RM&CA Enhancement held by XXX Bank. This report aims to know how the participants understand the training materials, especially for employees competency improvement. This report compares the result of pretest and posttest participants of both programs.

According to this study, the Training Program of RM&CA in the year of 2013 has not fulfilled the competency standard, it can be seen clearly from the low results of learning gain, moreover the competency of the participants is also quite low at 39% of average. This condition differs from the Sales Training Program which achieves 48% of learning gain and the percentage of participant competent reaches up to 69%.

In conclusion, the training evaluation is important to evaluate the success of a training program an in the future, it would be better that Management of Bank XXX takes consideration of the training evaluation result."

"Penelitian ini bertujuan untuk menjelaskan tentang "Evaluasi Pelatihan Selling Skill Karyawan Bagian Sales Promotion Girl PT Guna Layan Kuasa Jakarta Pusat". Pelatihan selling skill khususnya diberikan kepada karyawan khususnya bagian Sales Promotion Girl (SPG). Pada penelitian ini, yang menjadi tujuan penelitian adalah untuk menganalisis persepsi karyawan bagian Sales Promotion Girl atas evaluasi pelaksanaan pelatihan selling skill pada PT Guna Layan Kuasa Jakarta dan unit analisisnya adalah karyawan Sales Promotion Girl PT Guna Layan Kuasa pada subsektor perusahaan distribusi gula untuk daerah Jakarta Pusat. Dalam penelitian ini menggunakan pendekatan kuantitatif dengan metode survei yang menggunakan teknik total sampling terhadap karyawan sales promotion girl di PT Guna Layan Kuasa Jakarta yang berjumlah 30 responden. Dari analisis skala interval yang telah dilakukan bahwa rata-rata skor yang didapat yaitu 115 yang dikategorikan dalam rentang skala "Sangat Baik". Dapat disimpulkan bahwa persepsi karyawan terhadap evaluasi hasil pelatihan selling skill karyawan bagian Sales Promotion Girl (SPG) PT Guna Layan Kuasa Jakarta.

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Research is intended to explain about the perception "Evaluation Training Of Selling Skill About Employees Sales Promotion Girl Employees PT Guna Layan Kuasa Jakarta Pusat". Training selling skills in particular were given to employees of particular parts of the Sales Promotion Girl (SPG). In this research, the purpose of the research was to analyze the perceptions of employees Sales Promotion Girl on the evaluation of the implementation of training selling skills in PT Guna Layan Kuasa Jakarta and its analysis unit is Employee Sales Promotion Girl PT Guna Layan Power distribution company at sugar subsector for the area of Central Jakarta. In this research using a quantitative approach to the method of Survey Sampling technique that uses the employee's total sales promotion girl PT Guna Layan Kuasa Jakarta that amounted to 30 respondents. From an analysis of the scale of an interval that has been done that the average score obtained namely 115 who categorized in the span of a scale was "Very Good". It can be concluded that the perception of employees to evaluate the results of training selling skills employees section Sales Promotion Girl (SPG) PT Guna Layan Kuasa Jakarta."