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The Sales Training Handbook: 52 Mini-seminars for Sales Managers and Sales Trainers
Product Details
- Hardcover 300 pages (May 2001)
- Publisher: McGraw-Hill Publishing Co.
- Language: English
- ISBN: 0071375163
- Amazon.co.uk Sales Rank: 264,162
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Amazon: UK - USA - FR - DE
Editorial Reviews
Synopsis
Although sales managers recognize the need for ongoing sales training, developing that training is incredibly time consuming. Bringing in an outside trainer is expensive and more suited to a full-day event than weekly training. For sales managers who want to train their salespeople themselves, with a minimum of effort, "The Sales Training Handbook" provides everything a sales manager needs to conduct a weekly training session with a sales team, for one full year. The 52 sales training seminars each contain a complete script and participant handouts, so almost no preparation time is required from the sales manager or trainer. The handouts can be downloaded from the web and customized to meet the needs of an individual sales team. Designed to provide a quick training component to a weekly training meeting, each mini-seminar can be completed in just 15-30 minutes. Or, seminars can be combined to create customized training workshops that last a half-day. "The Sales Training Handbook" should help sharpen the skills of people who sell for a living, save sales managers time creating and customizing sales training, and position the sales manager as a training "expert". The 52 training seminars cover all major aspects of selling and dealing with customers including: attention - how to get your foot in the door; interest - how to capture it; presentation -what you have to offer; desire - building the emotional "want" in your offer; and close - getting the commitment and order.
From the Back Cover
Includes downloadable, customizable handouts
A Time-and-Money Saving Program Designed to Turn Every Sales Manager Into a Skilled Sales Trainer
Experience may be a wonderful teacher...but it is only through ongoing sales training and coaching that most sales professionals will reach their full potential. The Sales Training Handbookfilled with interactive exercises, participant handouts, coaching scripts, and moreprovides the educational and motivational tools you need to conduct performance-based training sessions with your sales force.
Designed to help busy sales managers quicklyand easilyintroduce proven methods to their sales teams, this time-and-money saving coursebook:
-Covers all major aspects of selling and dealing with customers
-Focuses on selling skills for basic, intermediate, and advanced level sales professionals
-Provides sales managers and trainers with an effective, turnkey sales training curriculum
Developing training programs is often a full time job in itself, while hiring outside consultants can be costly, inconvenient, andworst of allineffective. From beginner techniques through advanced strategies, let The Sales Training Handbook furnish you with the proven training materials you need to train your sales team yourselfsaving time and money while creating a controlled, effective, self-contained sales training program.
"It is critical that sales professionals and customer service representatives at the front line have the tools of their craft continually sharpened. The Sales Training Handbook allows your sales professionals to compete head-to-head with sales professionals that have had the luxury of attending a structured sales course for weeks and attain greater results. The 52 mini-seminars will give you the format necessary to guide and lead your team to success."
From the Preface
The Sales Training Handbook contains everything a sales manager or trainer needs to establish a successful, fundamentally sound sales team. Each mini-seminar is a focused, concise, hands-on tutorial on the finer points of sales and sellingchallenging enough to involve participants without leaving them frustrated or overwhelmed, yet straightforward enough to be completed in just 15-30 minutes.
Getting the commitment and the order ... Dealing with objections ... Cross-selling, up-selling, and even down-selling to better serve the client ... Effectively using technology to complement sales efforts ... The Sales Training Handbook provides 52 ready-to-use, results-based training sessionscomplete with customizable trainer scripts and participant handouts that can be easily downloaded from the Internetthat provide in-depth information and innovative strategies for all major aspects of selling and dealing with customers. Whether you use them to provide a quick training component to a weekly training meeting, or combine selected seminars to create a customized training workshop focused on specific selling skills, the end result will be the samemeasurable, bottom-line, and immediate sales improvements.
By combining the best of today's innovative sales skills and technologies with strategies proven on the front lines, Jeff Magee has become one of today's most respected, in-demand sales trainers. Use each of the 52 no-nonsense, technique-filled mini-seminars in his results-based The Sales Training Handbook to noticeably improve your skills as a sales trainerand dramatically impact the confidence and success of your sales force.
Related article:
How Sales Coaches Aviod the Training Feeding Frenzy, by Frank Salisbury (UK Training News)
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