Sales Training
This book focuses on three key skills all sales professionals must have: thinking, communicating, and networking. It is intended to get new sales people up to speed quickly and to provide experienced sales professionals with an opportunity to sharpen their own skills. In addition, Sales Training inc...
| Autor Corporativo: | |
|---|---|
| Otros Autores: | |
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Alexandria, VA :
ASTD Press
[2004]
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| Edición: | [First edition] |
| Colección: | ASTD trainer's workshop series.
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| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009755120806719 |
Tabla de Contenidos:
- Cover
- Title
- Copyright
- Content
- Preface
- Chapter 1 Introduction: How to Use This Book Effectively
- Thinking, Communicating, and Networking
- How This Book Was Developed
- The Context and Content of Training
- How This Book Is Set Up
- Basic Tips on Presenting a Class
- How to Use This Book
- Icons
- What's on the Website?
- What to Do Next
- Chapter 2 Gap Analysis and Training Salespeople
- What Is Learning?
- Who Should Be Trained?
- Sales Gap Analysis
- Tips for Training Salespeople
- What to Do Next
- Chapter 3 The Building Blocks of Effective Sales Personnel
- Key Points to Effective Selling
- Website Resources
- Selling Today Module
- Effective Selling Module
- Sales Cycles Module
- Basic Knowledge Module
- What to Do Next
- Chapter 4 Thinking: Sales Mind Focus Module
- Training Objective
- Key Points in This Module
- Materials
- Website Resources
- Sample Agenda
- What to Do Next
- Chapter 5 Thinking: Managing Tasks and Relationships Module
- Training Objective
- Key Points in This Module
- Materials
- Website Resources
- Sample Agenda
- What to Do Next
- Chapter 6 Thinking: Conditions of Satisfaction Module
- Training Objective
- Key Points in This Module
- Materials
- Website Resources
- Sample Agenda
- What to Do Next
- Chapter 7 Planning and Organizing Module
- Training Objective
- Key Points in This Module
- Materials
- Website Resources
- Sample Agenda
- What to Do Next
- Chapter 8 Effective Listening Modules
- Artful Listening Module
- Inquiry Module
- What to Do Next
- Chapter 9 Communicating: A Basic Formula Module
- Training Objective
- Key Points in This Module
- Materials
- Website Resources
- Sample Agenda
- What to Do Next
- Chapter 10 Communicating: Presentations Module
- Training Objective
- Key Points in This Module
- Materials.
- Website Resources
- Sample Agenda
- What to Do Next
- Chapter 11 Communicating: Features, Benefits, and Proof Module
- Training Objective
- Key Points in This Module
- Materials
- Website Resources
- Sample Agenda
- What to Do Next
- Chapter 12 Communicating: Compelling Offers Module
- Training Objective
- Key Points in This Module
- Materials
- Website Resources
- Sample Agenda
- What to Do Next
- Chapter 13 Networking Module
- Training Objective
- Key Points in This Module
- Materials
- Website Resources
- Sample Agenda
- What to Do Next
- Appendix A Training Program Examples
- Appendix B Program Ealuation Form
- Appendix C Using the Website
- Contents of the Website
- Computer Requirements
- Printing From the Website
- Adapting the PowerPoint Slides
- Showing the PowerPoint Presentations
- For Further Reading
- About the Author.
