Development of a Training Model Using Multimedia and Role-Playing to Enhance Proactive Selling Skills for Telecommunications Sales Professionals

Abstract

The objectives of this research are to: 1) To develop a training format using multimedia along with role playing on proactive selling skills. For product salespeople belonging to telecommunications organizations To have efficiency according to the criteria of 80/80 2) to study the training achievements of sales personnel 3) to study the behavior of sales skills of sales personnel and 4) to study the    satisfaction of sales employees by sample group, The experimental tools included a training plan featuring role-playing for telecommunications salespeople and multimedia materials on proactive selling skills. Data collection tools comprised a pre- and post-study training achievement test on proactive selling skills, an observation-based skill assessment form to evaluate sales skills before and after the training, and a form to gauge employee satisfaction with the training format. Data analysis utilized percentages, mean, standard deviation, and t-test.
 
The research findings indicate that:
 
1) Training format using multimedia together with role playing on proactive selling skills. For product sales staff under telecommunications organizations, efficiency (E₁/E₂) was equal to 94.58/87.50, which meets the criteria of 80/80.
 
2) Product sales staff who attended the training had significantly higher test scores after training than before training. Statistically significant at the .05 level.
 
3) Sales staff under the telecommunications organization have overall sales skills at a good level (M=3.95, SD=0.72).
 
4) Results of the satisfaction assessment of employees under the telecommunications organization. towards a multimedia training format combined with role-playing Overall, satisfaction was at the highest level (M=4.81, SD=0.40).