Final answer:
A good suggestive selling training program should offer informative and engaging content, have clear objectives and assessments, lead to observable behavioral changes in job activities, and result in tangible business benefits like increased productivity. Interview questions for related positions should focus on relevant experience with suggestive selling, and training scripts must cater to the audience's prior knowledge and cultural context.
Step-by-step explanation:
A good suggestive selling training program should meet certain criteria to ensure its effectiveness. According to a 2003 study by Arthur, Bennett, Edens, and Bell, effective training can be measured by four types of criteria: the immediate response of the employee to the training, learning outcomes, behavioral changes in job activities, and overall results such as increased productivity and profits. Below are those criteria in detail:
- Immediate Response: Trainees should rate the program as highly informative and engaging, similar to the positive feedback received for the anti-harassment tutorial mentioned.
- Learning Outcomes: The program should have clear objectives and assessments to ensure participants meet the learning outcomes by the end of the training.
- Behavioral Measurements: Supervisors should notice an improvement in job-related activities associated with suggestive selling.
- Business Results: The training should lead to tangible results, such as increased sales or customer satisfaction, indicating successful application of the skills learned.
In creating training interview questions, it’s essential to focus on specific skills required for the position. For example, one good interview question might be, “Can you provide an example of a time when you successfully used suggestive selling to enhance a customer’s purchase?” The criteria for rating this response would include relevance, specificity, and the impact of the suggestive selling on the result.
Lastly, when designing a training script, it should respond to the audience's existing knowledge, support new knowledge, and take culture into consideration to ensure appropriateness and effectiveness.