Question
विक्रय मार्गदर्शन एवं प्रशिक्षण (Sales Coaching
Answer :
Word Count : 662
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विक्रय मार्गदर्शन एवं प्रशिक्षण किसी भी संगठन की विक्रय सफलता का अत्यंत महत्वपूर्ण आधार है। केवल योग्य विक्रय प्रतिनिधियों की नियुक्ति करना पर्याप्त नहीं होता, बल्कि उन्हें निरंतर मार्गदर्शन, ज्ञान, कौशल तथा प्रेरणा प्रदान करना भी आवश्यक होता है। विक्रय प्रशिक्षण (Sales Training) वह संगठित प्रक्रिया है जिसके माध्यम से विक्रय कर्मचारियों को उत्पाद, बाजार, ग्राहकों की आवश्यकताओं, विक्रय तकनीकों तथा संगठन की नीतियों का व्यावहारिक एवं सैद्धांतिक ज्ञान दिया जाता है। दूसरी ओर, विक्रय मार्गदर्शन (Sales Coaching) एक सतत प्रक्रिया है जिसमें विक्रय प्रबंधक अपने अधीनस्थ विक्रय कर्मचारियों को उनके वास्तविक कार्य के दौरान व्यक्तिगत सलाह, प्रेरणा, सुधारात्मक सुझाव तथा प्रदर्शन बढ़ाने हेतु सहायता प्रदान करता है। विक्रय प्रशिक्षण का मुख्य उद्देश्य विक्रय कर्मचारियों की दक्षता, आत्मविश्वास तथा कार्यकुशलता में वृद्धि करना है। प्रशिक्षण के माध्यम से कर्मचारियों को उत्पाद की विशेषताओं, उसके लाभों, प्रतिस्पर्धी उत्पादों से तुलना, मूल्य निर्धारण, ग्राहक व्यवहार, संचार कौशल, प्रस्तुतीकरण तकनीक, आपत्तियों का समाधान तथा विक्रय समापन की विधियों का ज्ञान कराया जाता
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