February 16, 2023


Sofema Aviation Services (SAS) considers the best practice behaviour related to Sales Management including Training & Development.

Introduction: What is Sales Training?

Sales training is a process by which:

  • We develop selling skills so as to increase the ability, knowledge, and experience of the salesmen.
  • To promote specific skills for performing the sales task better and helping to correct deficiencies in their sales performance.
  • Employer engagement sales job-related culture, skills, knowledge, and attitudes that should result in improved performance in the selling environments.

What is the Purpose of Sales Training?

It is not the case that a single skill in isolation will close a sale, rather Sales Reps should build up a multi-tasking skill set which builds strength. The Sales team requires training to further develop skills as well as to address any weak areas.

  • To increase customer satisfaction by engaging in the correct way,
  • Provide Orientation for new salespeople,
  • To Improve knowledge of the product, company, competitors, or selling skills,
  • To positively influence job satisfaction,
  • Lower the cost of Selling,
  • Opportunity for shared understanding & feedback,
  • Increase sales of a specific product.

How to Assess Training Needs?

Sales managers should assess the training needs of both newly hired sales trainees as well as existing salespeople.

By taking into consideration the sales manager’s observations together with, sales force surveys and audits, customer surveys, and performance testing

  • Understand the specific goals of training for individual salespeople

o Improve product knowledge
o Selling techniques
o Relationship building
o Negotiating skills

Sales Training Desired Outcomes include:

  • Increase sales productivity
  • Increase sales derived profits
  • Improve customer Relations
  • Introduce new products, markets, & promotional program
  • Improve teamwork and co-operative efforts

Typical Content of the Sales Training Program

  • Company knowledge
  • Competitor knowledge
  • Product knowledge
  • Selling skills or sales techniques
  • Negotiating skill
  • Sales presentation skills
  • Team-selling skills

Sales Training Techniques Include:

  • Use E-Learning for Sales Teams
  • Implement Blended Learning
  • Consistent Role Playing
  • Micro-Learning
  • Constructive Feedback
  • Inspiring Success Stories
  • Regular Sales Coaching

The use of Case Studies to Promote Sales

Enables the presentation of real-life business opportunities together with substantial background information from which they are either expected to analyze and determine the potential outcomes of a series of events or provide a solution to specific problems.

  • Identify Issues
  • Gather Supporting Data
  • Consider Options to Move Forward and choose the best one

Note Sales Trainers hold the view that a deep understanding of the initial problem situation is more essential to learning than the rapid production of solutions.

Next Steps

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Note – Sofema Online introduces a new series of courses focused on the development of Soft Skills Aviation Leadership and Management Skills Development:

For additional questions or to register please email team@sassofia.com


aviation, Aviation Training, sales, sales management, sales training, SAS blogs, Sofema Aviation Services