How to Design and Deliver Effective Sales Training
Published on 24. February 1994
Book
Paperback/Softback
176 pages
978-0-7494-1132-9 (ISBN)
Description
Offers a step-by-step guide to the design and delivery of effective sales training programmes which increase the skills, confidence and performance of salespeople. Topics discussed include cold and face-to-face selling, sales presentations, and the effective handling of objections.
More details
Series
Language
English
Place of publication
London
United Kingdom
Target group
Professional and scholarly
Dimensions
Height: 216 mm
Width: 170 mm
ISBN-13
978-0-7494-1132-9 (9780749411329)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Content
PART 1: INTRODUCTION; PART 2: BEFORE THE CALL: Chapter 1: How to ensure your sales force has a clear understanding of their market; Chapter 2: How to prepare for the sale; Chapter 3: Making appointments on the telephone; PART 3: FACE TO FACE SKILLS: Chapter 4: Opening the call with impact; Chapter 5: Qualifying customer needs with questioning skills; Chapter 6: Presenting your proposition with impact; Chapter 7: How to use selling aids effectively; Chapter 8: Dealing with customer attitudes and objections; Chapter 9: Summarizing, proposing and closing the sale; Chapter 10: Writing, using and giving feedback on role plays; Chapter 11: One, two, and three day agendas.