Chapter 7. Training, Coaching, and Counseling: When and How to Apply Each
The topics in this chapter are all paramount to the sales manager’s career. In fact, similar to communication skills and motivation, these skills are applicable to any position in management, so they will benefit you as you advance up the management ranks. It is also important to realize that while certain theories, skills, and techniques apply specifically to training, coaching, or counseling, there is also a great deal of crossover. You will find that right off the bat you are charged with some of each, depending on the person and the circumstances.
You will begin by looking at the area of training, which then directly ties in to coaching. Then we’ll cover the topic ...
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