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Fundamentals of Sales Management: For the Newly Appointed Sales Manager by Matthew Schwartz

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The Development of Winners

Training sometimes appears to be more complicated than what it really is. In fact, training follows a very basic cycle. The objective is always to get to a specific goal of development.

The Training Cycle

Tell: The first part of the cycle is to tell the individual what should be done and what will be expected, based on a specific standard of performance.

Show: Demonstrate the procedure or process to them.

Try: After the demonstration, allow the trainee to try the procedure while being observed.

Evaluate: While observing performance to evaluate what was learned, focus on functionality and not personality. Evaluate based on the goals.

Correct: Get the trainee’s opinion of the performance. If the trainee did not perform properly ...

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