A handbook of sales training and development: proven techniques for improving staff's attitude, morale, motivation and skills
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
London
Kogan Page
1990
|
| Edition: | 1. publ. |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | 247 S. Ill., graph. Darst. |
| ISBN: | 0749400447 |
Staff View
MARC
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Record in the Search Index
| _version_ | 1804120304276996096 |
|---|---|
| adam_text | Contents
Preface 9
Acknowledgements 10
Introduction 11
1 Attitudes for Successful Training 13
Be the best at what you do 13
Don t try too hard to be popular 14
Look for better qualities in others 14
Show a little humility 15
Earn respect don t demand it 15
Be enthusiastic 16
Avoid bias and favouritism 17
Be assertive not aggressive 17
Avoid debate and conflict 19
Practise what you can t do 21
Be creative 21
Become a good communicator 23
2 Trainer Presentation Skills 27
Controlling nerves 28
Planning the first few words 30
Moving on 31
Controlling a discussion 33
Role plays on video 35
Twelve ways to better presentations 39
Making use of training tools 45
3 Body Language 50
Personal space 52
Trainer body language 52
Body contact 54
Hand to face gestures 54
Arm folding 56
Eye contact 57
Facial expressions 58
Body posture 58
4 The Training Programme 60
Allow plenty of preparation time 60
Pre course briefing by managers 61
Designing and implementing the training programme 62
Defining the objectives 62
Analysing the training needs information 68
Validation 69
Training plan 70
The course plan 72
Course evaluation 74
Who should attend sales related courses? 79
Who could be involved in giving training? 81
Using outside consultants 82
5 Developing Salespeople s Attitudes, Motivation and
Self confidence 85
Blocks to learning 85
How to change people s attitudes 86
What motivates a person to change his or her attitudes? 88
Understanding trainee motivation 91
Building and maintaining motivation 92
Procrastination 98
How to develop salespeople s personal confidence 99
Maximizing potential 102
The power of the mind 103
Helping salespeople develop their personality 106
6 Passing on the Skills 1 Getting Ready to Sell 112
Selling salespeople on product knowledge 113
Training salespeople in buyer psychology 116
Training salespeople to deal with competition 120
Territory and time management 123
Training salespeople in telephone techniques 132
7 Passing on the Skills 2 Getting the Business 139
The approach to the buyer 139
The sales presentation 143
The definition of a sale 147
Unique Selling Point 148
Closing the sale 149
Overcoming objections 152
Improving cash flow 157
Field coaching trips 162
Helping salespeople cope with failure 165
8 Puzzles, Games, Projects and Brainteasers 171
First session icebreakers 172
Observation skills 173
A project on survival 174
Exercise in human relations 175
Communications skills 176
Games and puzzles 180
Creative thinking 183
Pencil and paper 185
Techniques for improving memory 190
9 Selecting a Suitable Sales Training Film 194
After sales customer care 195
Closing the sale 196
Dealing with difficult customers 199
Exhibitions and presentations 200
General selling skills 202
Handling objections 206
Life assurance 208
Motivation, attitude and self development 209
Negotiating skills 213
Probing and communication 214
Prospecting 215
Retail selling 216
Selling benefits 218
Time and territory management 219
Using the telephone 221
Distributors addresses 223
10 Training Customer Contact Personnel 226
Caring for customers 229
Why customers stop buying 229
Welcoming people into your company 232
Twenty better ways to handle complaints and arguments 233
What is a customer? 237
Good customer care needs PRACTICE 238
Bibliography 240
Index 243
|
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| discipline | Wirtschaftswissenschaften |
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| illustrated | Illustrated |
| indexdate | 2024-07-09T16:39:57Z |
| institution | BVB |
| isbn | 0749400447 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-003839614 |
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| owner_facet | DE-703 |
| physical | 247 S. Ill., graph. Darst. |
| publishDate | 1990 |
| publishDateSearch | 1990 |
| publishDateSort | 1990 |
| publisher | Kogan Page |
| record_format | marc |
| spelling | Weymes, Pat Verfasser aut A handbook of sales training and development proven techniques for improving staff's attitude, morale, motivation and skills 1. publ. London Kogan Page 1990 247 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Sales personnel Training of Verkaufsschulung (DE-588)4127086-1 gnd rswk-swf Verkaufsschulung (DE-588)4127086-1 s DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=003839614&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Weymes, Pat A handbook of sales training and development proven techniques for improving staff's attitude, morale, motivation and skills Sales personnel Training of Verkaufsschulung (DE-588)4127086-1 gnd |
| subject_GND | (DE-588)4127086-1 |
| title | A handbook of sales training and development proven techniques for improving staff's attitude, morale, motivation and skills |
| title_auth | A handbook of sales training and development proven techniques for improving staff's attitude, morale, motivation and skills |
| title_exact_search | A handbook of sales training and development proven techniques for improving staff's attitude, morale, motivation and skills |
| title_full | A handbook of sales training and development proven techniques for improving staff's attitude, morale, motivation and skills |
| title_fullStr | A handbook of sales training and development proven techniques for improving staff's attitude, morale, motivation and skills |
| title_full_unstemmed | A handbook of sales training and development proven techniques for improving staff's attitude, morale, motivation and skills |
| title_short | A handbook of sales training and development |
| title_sort | a handbook of sales training and development proven techniques for improving staff s attitude morale motivation and skills |
| title_sub | proven techniques for improving staff's attitude, morale, motivation and skills |
| topic | Sales personnel Training of Verkaufsschulung (DE-588)4127086-1 gnd |
| topic_facet | Sales personnel Training of Verkaufsschulung |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=003839614&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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