If you want to effectively train outside salespeople, you need to put yourself in their shoes. Think, for example, of what retail clerks selling your product need to know to help a customer. You also need to provide ample support materials. These can range from inexpensive fact sheets to videos that provide refresher training. When a product is complicated, do on-site training with sales associates.
It’s also important to make sure you or a knowledgeable member of your staff is available to answer questions from sales associates—whether in person or via telephone or e-mail. Finally, be sure to get feedback from outside salespeople so you can improve training as you introduce new products.
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