The more sophisticated training programmes have these features
(1) A customer-oriented approach to the learning process rather than the old system of rules and rote that spawned the “canned” presentations.
(2) Division of trainees into small groups to encourage active participation and independent thinking.
(3) Simulation of selling encounters with coaching, role-playing, and sometimes video-taping, so that the trainees can observe and correct their faults.
(4) Frequent use of such teaching materials as programmed instruction, by use of which the trainee must master each step before going on to the next games, often with computer assistance to show quickly the result of decisions; and sales films and bulletins available from numerous consulting and service organizations.