Training the sales team:
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Aldershot u.a.
Gower
1994
|
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | IX, 153 S. |
| ISBN: | 0566074958 |
Staff View
MARC
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Record in the Search Index
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|---|---|
| adam_text | CONTENTS
?
Preface ix
How to use this book xi
PARTI A FRAMEWORK FOR TRAINING 1
1 The importance of sales training 3
The benefits of sales training The pitfalls of training Creating a positive
attitude to training
2 Approaches to training 9
Classroom training Discussion groups/think tanks Role plays Team plays
One to one training On the job training The Buddy system The staff as
trainers Task and report External training consultants Summary
3 How to train 17
Self presentation Understanding adult learning Planning Material
Training aids Staff involvement Presenting your message Summary
4 Assessing your staff s training needs 23
Analysing your staff s activities Statistical assessment Observing your staff
Testing your staff Monitoring results
5 Boosting sales performance 29
Statistical analysis and goal setting Where can training produce spectacular
results? When training does not work Focusing training Using training to
close more sales Product and market knowledge
6 Establishing a training philosophy 37
Practical considerations Sales philosophies The course planning process
Induction courses Conclusion
V
VJ TRAINING THE SALES TEAM
PART II THE COURSE MATERIAL 49
Using the course material 51
What you will need How to present the courses How to prepare the
courses Interpreting the material Developing team plays and role plays
from the material A note on terminology
1 What is sales? 55
Overview Course contents Why sales? Definition of sales The qualities
needed for sales success
2 Needs and benefits 63
Overview Course contents Understanding needs and benefits Features,
benefits and drawbacks Primary needs Empathy Conclusion
3 Structured selling 73
Overview Course contents Introduction The anatomy of a sale
Qualifying the customer Discovering the customer s needs and situation
Gaining commitment Presenting your product Closing the sale
Reservations and objections Other selling structures Summary
4 Canvassing and cold calling 83
Overview Course contents Introduction How to canvass What to say
Cold calling Conclusion
5 Closing an introduction 89
Overview Course contents The importance of closing Reasons for not
closing What is closing? When to close The trial close Keeping the
momentum going Conclusion
6 Closing techniques 97
Overview Course contents Introduction Closing techniques Objections
and how to overcome them Handling the No And finally ...
7 Questioning to win 105
Overview Course contents Why do we ask questions? Types of questions
Listening to our customers Using questions Turning statements into
questions Summary
8 Ten questioning techniques 115
Overview Course contents Introduction Summary
9 Objections an introduction 123
Overview Course contents Introduction Understanding objections
How to respond to objections The golden rules of objection handling
Summary
10 Answering the objection 131
Overview Course contents Introduction Techniques Summary
CONTENTS VJJ
11 Price 141
Overview Course contents Introduction A question of attitude Practical
approaches Price negotiation Finding the budget Breaking the price
down Pre empting price objections Conclusion
12 Customer service 147
Overview Course contents The status of the customer Customer service
in practice Summary
Index 151
|
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| indexdate | 2024-07-09T18:38:02Z |
| institution | BVB |
| isbn | 0566074958 |
| language | English |
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| physical | IX, 153 S. |
| publishDate | 1994 |
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| spelling | Hillier, David 1962- Verfasser (DE-588)121781615 aut Training the sales team David Hillier Aldershot u.a. Gower 1994 IX, 153 S. txt rdacontent n rdamedia nc rdacarrier Sales personnel Training of Selling Study and teaching Sales-promotion (DE-588)4076968-9 gnd rswk-swf Teamwork (DE-588)4126974-3 gnd rswk-swf Training on the job (DE-588)4215766-3 gnd rswk-swf Sales-promotion (DE-588)4076968-9 s Teamwork (DE-588)4126974-3 s Training on the job (DE-588)4215766-3 s DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=008881794&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Hillier, David 1962- Training the sales team Sales personnel Training of Selling Study and teaching Sales-promotion (DE-588)4076968-9 gnd Teamwork (DE-588)4126974-3 gnd Training on the job (DE-588)4215766-3 gnd |
| subject_GND | (DE-588)4076968-9 (DE-588)4126974-3 (DE-588)4215766-3 |
| title | Training the sales team |
| title_auth | Training the sales team |
| title_exact_search | Training the sales team |
| title_full | Training the sales team David Hillier |
| title_fullStr | Training the sales team David Hillier |
| title_full_unstemmed | Training the sales team David Hillier |
| title_short | Training the sales team |
| title_sort | training the sales team |
| topic | Sales personnel Training of Selling Study and teaching Sales-promotion (DE-588)4076968-9 gnd Teamwork (DE-588)4126974-3 gnd Training on the job (DE-588)4215766-3 gnd |
| topic_facet | Sales personnel Training of Selling Study and teaching Sales-promotion Teamwork Training on the job |
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