Sales training in the 1990s

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Authors: Neil Rackham and John Wilson
Date: Aug. 1990
From: Training & Development Journal(Vol. 44, Issue 8)
Publisher: Association for Talent Development (ATD)
Document Type: Article
Length: 3,258 words

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Abstract :

The major trends affecting sales training in the 1990s will be a decreasing emphasis on sales prospecting with an increasing focus on business strategy and the selling cycle, the coordination of product information training and sales training, the segmentation of skills, and the development of new training techniques. Salespeople must understand business strategy and buying cycles to be successful by making larger sales. Salespeople must be as knowledgeable about the products they sell as they are about selling because products will become increasingly complex. Salespeople will be organized into groups that relate to various market segments, and computer-based training will become more common because more salespeople will be using computers in their work.

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Gale Document Number: GALE|A8732792