Research and Markets: Understanding, Defining and Meeting Your Sales Methodology...

Research and Markets: Understanding, Defining and Meeting Your Sales Methodology and Training Requirements Now Available

DUBLIN, Ireland--(Business Wire)--
Research and Markets
(http://www.researchandmarkets.com/research/58e86c/understanding_def)
has announced the addition of the "Understanding, Defining and Meeting
Your Sales Methodology and Training Requirements" report to their
offering.

Forty-one percent of respondents to a survey said that their
companies did not use any sales methodology at all or, alternatively,
employed a "style" of selling rather than an institutionalized set of
processes (generic "consultative selling" or "solution selling" are
examples).

Fourteen percent of the respondents provided unique names of
methodologies their companies used that no other responded listed.
(This underlines the extremely fragmented nature of the sales training
industry.) Sales training alone has little impact on a company's sales
performance unless it directly supports the use of a sound
methodology.

It is extremely difficult for many companies (and impossible for
others) to select the right sales consulting/training partner. There
are a number of reasons. One that is prevalent in our minds is the
breadth and depth of capabilities claimed by some of the leading
providers.

Key Findings and Recommendations

Understanding, defining and meeting your sales methodology and
training requirements is a daunting challenge if it is done the right
way. Most companies take short cuts, resulting in few, if any,
long-term gains in sales effectiveness.

There are no alternatives if you are counting on more than just
your products and services to win business. Every sales training
company and consultant that provides sales performance development
will tell you the same thing:

- The business world has changed.

- Buyers are tougher.

- Competition is more fierce.

- Commoditization is rampant.

Key Topics Covered:

Executive Summary

1 The Big Questions

2 The Importance And Critical Components Of A Sales Methodology

3 Integrating Your Sales Methodology And Sales Training

4 Defining Sales Training Requirements

5 The Types of Sales Training: Different Learnings for Different
Selling Challenges

5 Sales Management Education

6 ESR Sample Requirements

7 Vendor Evaluation

8 Sales Training Program Evaluation

9 To the Point

For more information visit
http://www.researchandmarkets.com/research/58e86c/understanding_def.

Research and Markets Ltd.
Laura Wood
Senior Manager
press@researchandmarkets.com
Fax from USA: 646-607-1907
Fax from rest of the world: +353-1-481-1716

Copyright Business Wire 2008