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Cover Art for High-Powered Sales Training Activities: 25 Fast Moving Training Ideas for Sales Trainers and Managers
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High-Powered Sales Training Activities: 25 Fast Moving Training Ideas for Sales Trainers and Managers


Author(s): Lennon, Garry
ISBN10:  1875680845
ISBN13:  9781875680849
Format:  Paperback
Pub. Date:  4/1/2001
Publisher(s): Independent Pub Group

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SummaryTable of Contents
A collection of training exercises for trainers and managers in high-power sales environments. Includes individual and group activities, and the exercises take on a variety of forms, from checklists and multiple choice, to essay-type answers. Trainees can learn how to develop a personal plan of action for sales. Softcover. DLC: Sales personnel--Training of.
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
My life as a salesperson
2(3)
How are we feeling today?
5(1)
Training course blues
6(3)
How am I doing?
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)
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)
On-the-job coaching
94(6)
Bringing it all back home---reinforcing and applying new sales skills
100(4)
`Most of all I wish you . . .'
104(2)
`Acting' on the problem
106

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