Full Explanation of the Selling Process
Sales process is described as 10 step process and each step is described in a separate article.
The index to the articles is available in:
Sales Training - Additional points
Companies need to train its sales force personnel and send them into the field. Industrial products need more training for the salesmen to understand the product and its operation and maintenance. Kotler reported that the median training period is 28 weeks in industrial-product companies, 12 in service companies and four weeks in consumer-products companies. After initial training also, every year further training inputs are given.
Detailed Notes on Sales Force Management