Another market qualification - “Designing and conducting sales competence development training” - was included in the IQS by the Minister of Development, Labour and Technology.
Designing and conducting sales competence development training
The holder of the qualification "Designing and conducting sales competence development training" can independently plan, conduct and evaluate sales training. He/she uses his/her knowledge of sales and distinctive character of sales competence development as well as off-the-job and on-the-job training. Based on his/her knowledge, he/she identifies and analyses customer needs related to the development of sales competencies in the organization, defines the purpose of sales training, and analyses the needs of participants with regard to their preparation for sales processes. Designs sales competence development for the participants of the training program. Matches the form of training to the diagnosed needs of the organization and the participants, and their level of sales competence. Develops an off-the-job and on-the-job sales training program, defines specific objectives and learning outcomes, selects methods and adapts materials and sales tasks. Conducts off-the-job forms of sales competence development (training programs, workshops, group coaching, sales simulations). Provides on-the-job sales competence training by correcting the salespersons' behaviours in their work environment. Designs and conducts evaluations of off-the-job and on-the-job sales training, including preparation of tools to measure participant satisfaction, evaluation of the course of the training, trainer competence and organizational conditions. Discusses the results and draws conclusions from the evaluation of off-the-job and on-the-job training.