How to fix your sales-training sessions

09/22/2011 |

Role-plays can be effective tools to train sales representatives, but you have got to make sure the right people are involved, writes Richard Ruff. Top performers such as front-line sales managers are better able to portray the customer in such role-plays than the representatives undergoing training, he writes. Using managers is especially crucial for training representatives to handle complex sales, he writes.

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