Under what conditions can we consider use of class-room only, and when should we consider use of online delivery?

Brinkerhoff's book High Impact Learning has excellent information regarding the impact and cost of a continuum of delivery modes (there are many - not only classroom and online).

Neither. You need to evaluate what is your goal - product information or selling skills? Some things are better in online others are better ILT/classroom. As a sales trainer, I have found a combination to be ideal. Provide background information such are product information, sales philosophy in online as pre-work. Use the face-to-face time to put that information in context with role plays.

Sales people need to be able to apply what they learn in a context that is familiar. Good luck!

Karen

Hi
We can't get away from the fact that sales skills need to be practised with balanced, detailed feedback given that will help the trainee learn. Classroom training is good for this. Even better is side-by-side observation and feedback on live customer interactions at the work place.

If it helps, we've done both distance (virtual) and in classroom sales training. Most of our customers strongly agree that in person class solutions blended with fundamental 'know the business' training works very well. We've also noticed that role playing and interpersonal communication exercises are very valuable.

We don't do the sales training, but we do provide the 'know the business' solution (business simulations) that is blended in:

http://www.simdevgroup.com

We pretty much hear 100% of the time that classroom sales training works the best.

Hope this helps.