УДОСКОНАЛЕННЯ ПРОЦЕСУ НАВЧАННЯ ТОРГОВОГО ПЕРСОНАЛУ В УКРАЇНСЬКИХ КОМПАНІЯХ
IMPROVING THE PROCESS OF TRAINING OF SALES PERSONNEL IN UKRAINIAN COMPANIES
Вісник Хмельницького національного університету. Економічні науки. 2023. №3 (318). C. 124-128
Herald of Khmelnytskyi National University. Economic sciences. 2023. Volume 318, №3. pp. 124-128
https://doi.org/10.31891/2307-5740-2023-318-3-18
Вікторія ЄВТУШЕНКО
Харківський національний університет імені В.Н. Каразіна
https://orcid.org/0000-0002-7764-2277
e-mail: v.a.evtushenko@karazin.ua
Тетяна ШУБА
Харківський національний університет імені В.Н. Каразіна
https://orcid.org/0000-0002-7163-2721
e-mail: shubatatiana11@gmail.com
Євген ЛІСЕНИЙ
Харківський національний університет імені В.Н. Каразіна
https://orcid.org/0000-0002-9031-9060
e-mail: liseniy.evgeniy@gmail.com
Ілля РОЖЕНКО
Харківський національний університет імені В.Н. Каразіна
Victoria YEVTUSHENKO, Tetiana SHUBA, Yevhen LISENYI, Ilya ROZHENKO
V.N. Karazin Kharkiv National University
Анотація мовою оригіналу
Стаття присвячена проблемі удосконалення процесу навчання торгового персоналу в українських компаніях. Розглянуто етапи реалізації навчання продажам в українських компаніях. Детально розглянуто процес розробки навчальних програм. Проаналізовано всі види групових та індивідуальних навчальних програм. Визначено переваги навчання торгового персоналу для українських компаній.
Ключові слова: торговий персонал, підвищення кваліфікації, навчальні програми, тренінг, компанія.
Розширена анотація англійською мовою
The article is devoted to the problem of improving the process of training sales personnel in Ukrainian companies. The stages of implementation of sales training in Ukrainian companies are considered. The process of developing educational programs is considered in detail. All types of group and individual training programs were analyzed. The advantages of training sales personnel for Ukrainian companies have been determined. The workforce plays a special role in the activity of any enterprise. At the same time, it should be noted that in companies that aim to enter foreign markets, human resources become extremely important. Personnel selection, motivation, training, adaptation and other elements of management become even more important.
Sales training is an organized program to improve the skills, abilities, attitudes and performance of sales personnel to achieve sales objectives through best practices. It is organized to support the sales performance of the sales force to make them adapt strategically to changes in sales practices to also support the profits of the enterprise. It is a process developed with sales personnel to bridge the gap that exists between what salespeople have and what the sales force requires in order to achieve the desired sales results in the sales environment.
This gap can be closed because sales training allows salespeople to learn job-related concepts and develop skills and attitudes that will undoubtedly increase their productivity. In fact, it helps salespeople adapt their behavior to win the sales race in the face of new challenges. The goal of a sales training program is to improve sales performance and achieve the best possible sales success. It helps the sales company/executive who wants to improve their sales skills. These are the most common goals, but they vary widely depending on the types of skills that salespeople lack, the types of training programs, and the environment.
Keywords: sales staff, professional development, educational programs, training, company.
