Sales Training Handbook

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  • Edition: 1st
  • Format: Hardcover
  • Copyright: 2001-06-21
  • Publisher: McGraw-Hill Education
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Supplemental Materials

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  • The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.


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.

Table of Contents

Section I: Training Your Team in the Five Basics of Selling.

Mini-Seminar 1: Product IQ = Claims + Features + Benefits + Naildowns.

Mini-Seminar 2: Why Do "I" Care?: Defining Your Passion and Personal Buy-In Factor.

Mini-Seminar 3: Identifying the Five Steps to Selling.

Mini-Seminar 4: Building Your Sales Presentation Around the Five Steps.

Mini-Seminar 5: The Impact of Attitude on Sales Performance.

Mini-Seminar 6: Attention: How to Gain a Favorable Start.

Mini-Seminar 7: Interest: How to Capture It.

Mini-Seminar 8: Presentation: What's It All About?

Mini-Seminar 9: Desire: Building the Emotional Want in Your Offer.

Mini-Seminar 10: Close: Getting the Commitment and the Order.

Mini-Seminar 11: Building Relationships with the Stacking-N-Linking Conversational Model.

Section II: Increasing Your Team's Selling Effectiveness.

Mini-Seminar 12: Fine-Tuning Your Sales Presentation with the Five Enhanced Selling Steps.

Mini-Seminar 13: Overcoming the Sales Blahs and Negative Stereotypes.

Mini-Seminar 14: Using the Sales Funnel to Stay Sales Healthy.

Mini-Seminar 15: Qualifying Your Profile Customer and Understanding the 80/20 Rule.

Mini-Seminar 16: Designing a Qualified Suspect Profile for Increased Sales.

Mini-Seminar 17: Overcoming "No".

Mini-Seminar 18: Dealing with Objections for Constructive Outcomes.

Mini-Seminar 19: The Four Mental Decisions Associated with Every Purchase Transaction.

Mini-Seminar 20: Designing Core Dis-Qualifying Questions.

Mini-Seminar 21: Selling to the Five Different Age Segmentations.

Mini-Seminar 22: Selling to Gender-Specific Needs.

Mini-Seminar 23: Selling to Individuals in One-on-One Situations.

Mini-Seminar 24: Selling to Groups: Group Presentation Dynamics.

Mini-Seminar 25: Selling to Culturally Diverse Audiences.

Mini-Seminar 26: Differentiating Your Offer via Unique Selling Features/USF#1.

Mini-Seminar 27: Differentiating Your Offer via Unique Service Features/USF#2.

Mini-Seminar 28: Showing the Customer How Your Offer Excels.

Mini-Seminar 29: Seven Steps to Improved Listening Skills.

Mini-Seminar 30: Improving Your Communication Effectiveness: Sending the Correct Signal.

Section III: Professional-Level Selling Skills.

Mini-Seminar 31: Using Rule 1/12/50 to Continually Connect.

Mini-Seminar 32: Leveraging Existing Relationships for More Business.

Mini-Seminar 33: Getting Referrals from Every Client.

Mini-Seminar 34: Cultivating New Business: The BLENDS Model.

Mini-Seminar 35: Cross-Selling.

Mini-Seminar 36: Up-Selling.

Mini-Seminar 37: Down-Selling to Better Serve the Client.

Mini-Seminar 38: Identifying Your Target-Rich Environment (TRE).

Mini-Seminar 39: Cultivating Other TREs.

Mini-Seminar 40: Why Customers Love You or Leave You.

Mini-Seminar 41: Building Lasting Sales Relationships by Providing Reliable C.A.R.E.

Mini-Seminar 42: Three Keys to Follow-Up Success.

Mini-Seminar 43: Building Your Brand Recognition.

Mini-Seminar 44: Using Your Business Card As Your Number 1 Selling Instrument.

Mini-Seminar 45: Competitive Analysis: You Versus?

Mini-Seminar 46: Cultivating Advocates from Existing Clients.

Mini-Seminar 47: Mastering the Telephone.

Mini-Seminar 48: Using Other Forms of Technology to Complement Your Sales Effectiveness.

Mini-Seminar 49: Time Management Effectiveness with Quadrant Manager System.

Mini-Seminar 50: Using a Database Management System to Assist in Your Sales Efforts.

Mini-Seminar 51: Tracking Your Account Activity and Status.

Mini-Seminar 52: Becoming an Expert.

Appendix A: Professional Sales Skills Self-Assessment Inventory.

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