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The Ultimate Sales Training Workshop

The Ultimate Sales Training Workshop: A Hands-On Guide for Managers

The Ultimate Sales Training Workshop A Hands-On Guide for Managers

Author: Gerhard Gschwandtner
Publisher: McGraw Hill
ISBN: 9780071476034
Published In: October 2006
Format: Hardback
Jurisdiction: International ? Disclaimer:
Countri(es) stated herein are used as reference only

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Description
Contents
Author

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Just pick your subject, then read the hands-on guide for that chapter and additional reading materials for salespeople. Next, follow the preparation steps contained in the Sales Manager's Meeting Guide-a one-page checklist of items taking you from preplanning your workshop through set-up, organizing meeting materials, getting participants involved, topics of discussion, role-playing, debriefing sessions, getting feedback, and more.

Everything is spelled out: what to do, when to do it, what to say, how to wrap things up. You simply follow the script.

Each chapter also provides

All the essential sales principles you'll want to cover
Sidebars containing sales reps' frequently asked questions
Quick tips for preparing your training session or next sales meeting
Suggestions for visual materials
Time-tested sales tools

Being a master seller takes years of experience, but being a master trainer doesn't. With The Ultimate Sales Training Workshop in hand, you can set up and conduct effective training sessions in no time that will boost your team's performance to new heights.

1. Prospecting

2. Process

3. Strategic Accounts

4. Appointments

5. Rapport

6. Presentations

7. Proposals

8. Consultative Selling

9. Objections

10. Negotiations

11. Rejection

12. Closing

13. Attitude Motivation

14. Psychology

15. Emotional Intelligence

16. Contributing Experts

Gerhard Gschwandtner has more than three decades of international sales and marketing experience. He is the founder and publisher of Selling Power, the world's leading sales magazine. For more books in the Selling Power Success library and information on the magazine, visit SellingPower.com.

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