Simulations give sales training a dose of reality

Citation

Gielda, S. (2012), "Simulations give sales training a dose of reality", Human Resource Management International Digest, Vol. 20 No. 4. https://doi.org/10.1108/hrmid.2012.04420daa.011

Simulations give sales training a dose of reality

Article Type: Abstracts From: Human Resource Management International Digest, Volume 20, Issue 4

Gielda S.T+D (USA), November 2011, Vol. 65 No. 11, Start page: 53, No. of pages: 3

Underlines the value of using simulations in sales training programmes, arguing that they create a realistic environment in which to explore what may happen when making a sale, make the training directly applicable to the job, and shorten learning cycles, ensuring that training has more impact on business results. Presents a case study to show the effective use of simulations, discussing why the simulations met the training needs of both high- and low-performing employees and helped them to assimilate the learning. Summarizes why simulations are successful in sales training but underlines the need to tailor these to the training needs of the group and not to use generic simulation packages.ISSN: 1535-7740Reference: 41AC684

Keywords: Training methods, Sales training, Simulation