After some basic product knowledge and company information have been imparted in a short initial training program, some firms send the representatives ouf to the field to sell. Then later these salespeople are brought back for additional training in selling techniques. This practice of "delayed initial training" is likely to be adopted when:

It is easier to train people who have had some field experience.

Weak salespeople usually are eliminated before being put through an expensive training program.

Delayed training better pinpoints what type of training is needed.

People who have had some sales experience are more eager to get answers to the problems they faced in the field.

It is particularly good when you are selling complex products calling for a polished sales presentation.