| Preface |
|
ix | |
| Acknowledgments |
|
x | |
| About the author |
|
xi | |
| Introduction |
|
xiii | |
| How the book is organised |
|
xiii | |
| Who could use this book? |
|
xiv | |
| How to use this book |
|
xiv | |
| Why use structured training activities with groups? |
|
xiv | |
| A word on timing and support materials |
|
xv | |
| A word on terms |
|
xv | |
| How not to use these activities |
|
xv | |
| Managing group dynamics during the activities |
|
xvi | |
| How the activities are structured |
|
xvi | |
| Developing your own structured activities---some guidelines |
|
xvii | |
| Managing the learning environment |
|
xviii | |
| Your role in general discussions |
|
xviii | |
| Accounting for differences in learning styles |
|
xix | |
| Let's go! |
|
xix | |
| A road map of this book |
|
xx | |
| SECTION I---SESSION STARTERS AND TOPIC LINKERS |
|
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|
|
2 | (3) |
|
How are we feeling today? |
|
|
5 | (1) |
|
|
|
6 | (3) |
|
|
|
9 | (3) |
|
They're playing our song! |
|
|
12 | (4) |
|
My future as a salesperson |
|
|
16 | (6) |
| SECTION 2---THE MICROSKILLS OF EFFECTIVE SALES & NEGOTIATION |
|
|
Dealing with sales call reluctance |
|
|
22 | (6) |
|
Understanding differences in customers |
|
|
28 | (3) |
|
Building client profiles---knowing your customer |
|
|
31 | (6) |
|
Profiling the key players in major accounts |
|
|
37 | (5) |
|
Matching your client's profile to what you sell |
|
|
42 | (6) |
|
Influencing different types of clients |
|
|
48 | (5) |
|
Getting your selling story right! |
|
|
53 | (5) |
|
Gaining commitments from clients---'Avoiding the jugular!' |
|
|
58 | (6) |
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Gaining alternative commitments---'You can't always get what you want' |
|
|
64 | (3) |
|
Selling to large organisations---understanding their culture |
|
|
67 | (4) |
|
What makes a good account manager? |
|
|
71 | (3) |
|
The Magic Pudding---negotiating a sale |
|
|
74 | (6) |
|
Good selling is good service |
|
|
80 | (5) |
|
Keeping in touch with your client |
|
|
85 | (5) |
| SECTION 3---SESSION CLOSING & COURSE FOLLOW-UP ACTIVITIES |
|
|
So what happens now? Training follow-up |
|
|
90 | (4) |
|
|
|
94 | (6) |
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Bringing it all back home---reinforcing and applying new sales skills |
|
|
100 | (4) |
|
`Most of all I wish you . . .' |
|
|
104 | (2) |
|
|
|
106 | |
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