The readability of sales training manuals

The readability level of sales training material is critically important to the success of a company's sales training program. These programs consume a sizeable portion of marketing budgets and using training materials with appropriate readability levels will improve the effective use of these...

Full description

Saved in:
Bibliographic Details
Published in:Industrial marketing management 1987-08, Vol.16 (3), p.179-184
Main Authors: Kaminski, Peter F., Clark, Gary L.
Format: Article
Language:English
Subjects:
Effectiveness
Indexes
Industrial
Manuals
Programs
Readability
Readers
Reading
Sales
Salespeople
Training
Words
Citations: Items that this one cites
Items that cite this one
Online Access:Get full text
Tags: Add Tag
No Tags, Be the first to tag this record!
Description
Summary:The readability level of sales training material is critically important to the success of a company's sales training program. These programs consume a sizeable portion of marketing budgets and using training materials with appropriate readability levels will improve the effective use of these budgets. Training materials written at an inappropriate level may create dissatisfaction with the program, cause misdirected effort on the part of both instructors and trainees, and result in lost time in creating fully trained sales representatives. This article examines the sales training materials of a sample of companies and draws several conclusions concerning the readability levels of their materials. The Fog Index, a pragmatic tool for assessing readability levels of written material, is also presented, along with an example of how a manager might use the Fog Index to assess the sales training materials of his or her own company.
ISSN:0019-8501
1873-2062
DOI:10.1016/0019-8501(87)90024-1