Question

One expert contends that sales training is not at all complicated. He predicts that regardless of advances in communication, resources, technology, and training tools, the basic selling skills that trainers teach salespeople will change very little from those that have been successful during the past 50 years. What will change, according to the expert, is how salespeople are trained to use these skills effectively. Do you agree with this prediction?

Answer 1

The principles of Management are universal in application. I believe that most of the theories have taken into consideration all possible scenarios that may exist in the Corporate world, rather, the old Management Gurus have unanimously agreed to the fact that Management is all pervasive. Similarly, even the principles revolving around selling are based on certain strong concepts and can be applied universally in today’s scenario as well. While the technology, communication tools and products may have evolved till date and shall further grow and transform in future, the basic objective shall remain unchanged: Realizing the revenue growth or boosting the top-line in the business by satisfying customers and giving constant attention to the changing tastes, preferences and needs of the audiences.

As long as this objective remains the same, I agree with the prediction that even in the days ahead, the basic selling skills shall not undergo much change.