The Training Programs of Both Small and Large Marketing Firms

The training programs of both small and large marketing firms should incorporate three dimensions: knowledge of the product line, company marketing strategies, and territory information as well as:

A) knowledge of personal selling skills; and knowledge of self and others.
B) knowledge of company policies, procedures, and benefits; and stress management.
C) explanation of compensation methods; and application of personal selling principals and practices.
D) explanation of compensation methods; and in-field sales training with supervision.
E) attitudes toward the company, its products, and customers; and application of personal selling principles and practices.