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is increasingly becoming a critical part of the sales manager’s job. According to Anderson, Hair, and Bush, “Customers are more knowledgeable than ever before, competition is ever more fierce, and customers are demanding more quality and service from sales i ....

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.... day. The best trainer has excellent presentation and communication skills, but also the sales background and practical knowledge that only real-world experience can provide. When deciding how to educate your sales force, you don’t have to pick just one type of training, or just one trainer. Many different methods have evolved over the past years. One way is to set up a mentoring program, also known as the “buddy system” (Anderson, Hair, and Bush, pg7-4). This procedure involves assigning the best reps in the organization to mentor new salespeople. However, it is imperative to choose mentors who haven’t just produced a high volume of sales, bu ....