Importance of Sales Trainings to Sales Employees in Automobile Industry

 

Sales and product training is important to any industry. Significantly in the automobile industry sales and product training is incorporated with sales people achievements. However even though many companies in automobile industry waist millions of money on various marketing activities but there is zero gain. For example sales people may know how to talk with a customer, greetings and treating to a customer but in fact without proper personality, without proper product knowledge, without knowing how to apply product knowledge to practical manner sales people will not achieve their final objectives (Phillip H. Strutton, 2002). 

On the other hand in automobile industry 70% of sales are depends on the word of mouth of the customer not from the advertisements. Ones Philip Khotler said that “your best adverting done by your satisfied customer”. Therefore companies needs to implement on sales and product raining in order to improve more sales skills, knowledge of the product of the sales people. With the globalization customers have access to any information and they are more knowledgeable, more smart than past. Therefore in order to face strongly to the customer’s questions regarding vehicles like vehicle manufacture, specifications, feature, gear box, engine, after services, and even about competitor vehicles sales person need to clever enough to answer those questions in professional manner (Sergio RomaÂn, 2001).

Thus in order to ready sales people for those kind of situations human resource department has vital part to arrange sales and product training programs in monthly basis. Importantly any automobile companies in the world gain their billons of income from the sales of sales people therefore having strong sales team for the company is core asset to the company. But make the sales team up date with current market movement is important, if not companies’ profits may decrease gradually because competitors will take over the market by a second (Earl D. Honeycutt, 1993). Therefore in order to make sales people up to date sales training program have to be conduct. Unfortunately, most of the companies only focus on their targets but not for improving sales people personality, their knowledge, their abilities, and their sales skills. As a Human resource department they has vital part to improve the capabilities of sales people by conducting sales and product training.

 

References

Earl D. Honeycutt, J. V. H. T. N., 1993. Shortcomings of Sales Training Programs. Ingram Industrial Marketing Management , Volume 22, pp. 117-123.

Phillip H. Strutton, D. F. M. T. F. I., 2002. Investigating the perceptual aspect of sales training. Journal of Personal Selling & Sales Management; Spring, 22(2), pp. 77-86.

Sergio RomaÂn, S. R. a. J. L. M., 2001. The effects of sales training on sales force activity. European Journal of Marketing, 36(11/12 ), pp. 1344-1366.