Sales training guideline for small and medium-sized companies

Abstract

This bachelor’s thesis was written in a purpose of creating a convenient sales training guideline for any small or medium-sized company to implement in their business. The author studied sales books and academic literature, and blogs from different sources and used his own experience in sales to gather information for a proper core for the training. The research was conducted with literature and personal narrative.

The thesis introduces author’s experience and explains the current situation when it comes to companies’ ability to offer sales training to their staff. The author’s view is that sales knowledge is insufficient and online sources were able to strengthen that. After introduction there are chapters that involve knowledge on different parts of a sales process. These consist of different technical and mental skills that a sales person should have in their tool set. The thesis also highlights the role of sales management in implementing the training.

The author also points out importance of attitude management when it comes to sales team. The thesis introduces some factors that need to be considered when handling individuals or teams. Not only is it important to have all this knowledge, so the author suggests a way to implement this training into company’s operations at the end of the thesis.

The author was able to create a sufficient convenient sales training guideline that provides a good base for any company to improve their performance in sales. There was a concern that using personal narrative in research might be biased, but the author was able to remain objective by finding sales literature to back up his claims.