The Ultimate Sales Training Workshop

A Hands-On Guide For Managers

Gerhard Gschwandtner

292 pages, parution le 01/09/2006

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Indisponible

Résumé

One hour: that's all the reading time you'll need to master one of the 15 essential sales topics outlined in The Ultimate Sales Training Workshop.

Just pick your subject, then read the hands-on guide for that chapter and additional reading materials for salespeople. Next, follow the preparation steps contained in the Sales Manager's Meeting Guide-a one-page checklist of items taking you from preplanning your workshop through set-up, organizing meeting materials, getting participants involved, topics of discussion, role-playing, debriefing sessions, getting feedback, and more. Everything is spelled out: what to do, when to do it, what to say, how to wrap things up. You simply follow the script.

Each chapter also provides

All the essential sales principles you'll want to cover
Sidebars containing sales reps' frequently asked questions
Quick tips for preparing your training session or next sales meeting
Suggestions for visual materials
Time-tested sales tools

Being a master seller takes years of experience, but being a master trainer doesn't. With The Ultimate Sales Training Workshop in hand, you can set up and conduct effective training sessions in no time that will boost your team's performance to new heights.

Sommaire

Introduction
Prospecting
Sales Process
Strategic Accounts
Appointments
Rapport
Presentations
Proposals
Consultative Selling
Objections
Negotiation
Rejection
Closing
Attitude Motivation
Psychology
Emotional Intelligence
Credits
Index

Voir tout

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Mc Graw Hill
Auteur(s)	Gerhard Gschwandtner
Parution	01/09/2006
Nb. de pages	292
Format	19 x 24
Couverture	Relié
Poids	745g
Intérieur	Noir et Blanc
EAN13	9780071476034
ISBN13	978-0-07-147603-4