Cognitive selling scripts and sales training

Article Abstract:

Sales training commonly capitalizes on such methods as direct observation, role-playing, and videotaping of sales presentations. These vicarious learning approaches are recognized to be more efficient than self-learning through direct selling experiences. Recent evidence suggests that vicarious learning may be the most effective way to learn as well. Complex skills, especially social skills such as selling, are more completely and accurately learned when cognitive prework and feedback are provided. This paper discusses the potential of the cognitive selling script in enhancing the effectiveness and efficiency of sales training programs. Scripts are described as cognitive structures concerning how to sell. Incorporation of the selling scripts of experienced, successful sales personnel into sales training promises to further enhance the effectiveness and efficiency of such programs. (Reprinted by permission of the publisher.)

Analysis, Usage, Human resource management, Employee training, Role playing, Observation (Educational method), Educational observation

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Behavioral self-management as a supplement to sales force controls

Article Abstract:

Salesforce control systems tend to focus on outcomes rather than behaviors. The use and effectiveness of behavior-based control systems is limited, particularly with industrial sales-people, who generally operate in the field much of the time where their behavior cannot be closely observed or supervised by management. The authors propose Behavioral Self-Management (BSM) as a means of controlling the methods salespeople use to achieve results. Specific BSM techniques applicable to selling and strategies for encouraging salespeople to engage in self-management are reviewed. (Reprinted by permission of the publisher.)

Self-management (Psychology), Self management (Psychology)

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