TRAIN THE TRAINER

Seminar Goals:
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 sales people.

Specific Learning Objectives:
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:

1. Know a five step systematic group communication process and how it applies to the selling and merchandising skills training workshop.


2. The ability to use with skill the four key competencies of an effective sales meeting leader and trainer.


3. Understand and accommodate the needs and characteristics of sales groups.


4. Be able to demonstrate a high level of concern for both the content of the presentation and situation of the group.


5. Use two methods for establishing the relevance of sales meetings or selling and merchandising training content and thus achieve initial group attention and motivation relative to the topic.


6. Know the methods and techniques for sustaining group attention, interest and motivation throughout a sales meeting or training workshop.


7. Understand the importance and how to effectively relate vs. dominate presentations.


8. Be able to use the four principles of information organization to prepare and deliver a sales meeting or training program.


9. Utilize the guidelines for organizing and structuring group and individual activities that increase grasp of program selling points.


10. Determine the appropriate mix of communication techniques applicable to specific content segments and learning objectives.


11. Follow the criteria for effective selection and use of visual aids in sales meetings and training workshops.


12. Generate participation and manage group discussions through use of:
    • the four methods for directing questions to and among the group
    • the types of questions available to initiate and develop discussion


13. Know when and how to test/evaluate comprehension relative to meeting objectives.


14. Know how to position and structure effective sales presentation role-plays as well as manage constructive critiques of performance.

Structure
The "TRAIN-THE-TRAINER" 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 sales 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 positive 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 sales meeting or training workshop to be conducted on the final day.

A few sample pages from the "Train the Trainer" Participant Workbook (requires Adobe Acrobat Reader version 5.0 or better)

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Sales Systems Development, Inc.