The broad-scale goals of the four-day seminar program are to develop and strengthen the formal teaching and group communication knowledge and skills of participants in preparing and conducting sales meetings and training sessions. The specific focus of the program will be directed toward enabling a client to develop an internal capability to perform formal product knowledge, selling and merchandising training sessions for their salespeople.
As a result of participating in the seminar, sales managers should be able to demonstrate knowledge, understanding and, in certain specific skill oriented areas, an initial level of competency as follows:
The “Group Training & Communication Skills” seminar is a four-day workshop. The first three days are devoted to having the group learn — through lecture, self discovery and segment practice application activities — the meeting and training workshop preparation and delivery process, concepts, principles and techniques. The four-day format incorporates extensive use of video throughout to enhance the quality of feedback for participants. The final day is directed toward having the participants “put it all together” by having each person, in appropriate size groups, conduct a one hour sales meeting or training session. The one-hour workshop conducted by each participant is to be video taped and structured critique sheets are completed by each group member to provide maximum candid feedback. There are also in-depth evening assignments and practice exercises on each of the first three nights. Evening assignments are all directed toward preparation and practice of specific training segments that relate to the one-hour meeting or training workshop to be conducted on the final day.
Participants are able to compare the day-one video tapes of their pre-assignment presentations to their performance on day-four to see the dramatic skill development achieved during the training program.
A few sample pages from the “Group Training & Communication Skills” Participant Workbook (requires Adobe Acrobat Reader version 6.0 or better)