Sales Training Handbook
- ISBN13:
9780071375160
- ISBN10:
0071375163
- Edition: 1st
- Format: Hardcover
- Copyright: 2001-06-21
- Publisher: McGraw-Hill Education
- More Book Details
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Summary
Although sales managers recognize the need for ongoing sales training, developing the training is incredibly time consuming. Bringing in an outside trainer is expensive and more suited to a full-day even than weekly training. For sales managers who want to train their salespeople themselves, with a minimum of effort,The Sales Training Handbookprovides 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 and 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 will 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; Close: Getting the Commitment & Order.
Author Biography
Jeff Magee, Ph.D., is a popular presenter of keynote and sales training seminars, the author of eight popular sales books and over 200 magazine articles, and the producer of three success oriented audiotape series. A certified management consultant, certified speaking professional, and certified professional direct marketer, Dr. Magee founded the residential training and publishing organization Jeff Magee International and is the publisher of Performance© magazine.
