Strengthening the sales force through training

Date of Publication

2017

Document Type

Master's Thesis

Degree Name

Master of Business Administration

College

Ramon V. Del Rosario College of Business

Department/Unit

Decision Sciences and Innovation

Thesis Adviser

Raymund B. Habaradas

Defense Panel Chair

Rachel A. Quero

Defense Panel Member

Reynaldo A. Bautista, Jr.
Azenith H. Castillo
Maria Victoria P. Tibon
Brian C. Gozun

Abstract/Summary

Specialized Training and Premium Training programs are programs that we have initiated for our top 10 salesmen for premium products so that they can deliver value-selling skills to the customers. This action research is focused on equipping these salesmen selling strategies by understanding competition, identifying customer needs and ensuring customer satisfaction. As a Merchandising Officer in the company, I led the conduct of two cycles of this action research that centered on training interventions. My colleagues and I designed a training program for the salesmen the result of the training intervention decreased the number of customer complaints in their respective stores.

Abstract Format

html

Language

English

Format

Electronic

Accession Number

CDTG007792

Shelf Location

Archives, The Learning Commons, 12F Henry Sy Sr. Hall

Physical Description

1 computer disc ; 4 3/4 in.

Keywords

Sales management; Sales personnel--Training of

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