ASTD's ultimate sales training handbook: accelerating sales results through learning

The Ultimate Sales Training book enables sales managers, sales trainers, sales coaches, and sales consultants to understand the convergence of selling and learning in the current and future business workplace. The book is a comprehensive tactical, usable, and practical shelf-reference for creating a great sales training program. The book can help those responsible for team performance architect the delicate short-term and long-term balance necessary to create truly world-class sales organizations through training. By focusing on quality, sound instructional design principles, and a standardized sales process, it is sure to be the go-to resource for challenging solving sales training dilemmas INDICE: Preface Chapter 1 How to Use This Sales Training Resource for Optimal Results Part One: Preparing the Sales Pro to Sell Chapter 2. What Makes a World Class Sales ProsSelling the Value Chapter 3. The Many, Many Values of a Selling System Chapter 4. Competitive Intelligence and Prospect Research Chapter 5. Potent Communication Skills Chapter 6. Buyers' Behavior and Decision-Making Strategy Chapter 7. Potent Proposals Chapter 8. Pre-Work for the Sales Call Part Two: Training the Sales Pro to Sell Chapter 9. Establishing Rapport Chapter 10. Prospecting Chapter 11. Opening the First Meeting Chapter 12. Qualifying and Disqualifying Prospects Chapter 13. Bypassing Gatekeepers Chapter 14. Using Questions Chapter 15. Practicing Listening Skills Chapter 16. The Ultimate Objection-Handling Tool Chapter 17. Solution- Versus Consequence-Centered Selling Chapter 18. Practicing Presentation Skills Chapter 19. Closing Chapter 20. Debriefing the Call Chapter 21. Following Up After the Sale Chapter 22. Up-Selling and Cross-Selling Part Three: Training the Sales Pro to Improve Performance Chapter 23. Daily Performance Tips Chapter 24. Know Your Numbers Chapter 25. Finding and Utilizing Mentors Chapter 26. Ten Keys to Working a Trade Show Chapter 27. Negotiating Chapter 28. Mental Health for Sales Pros Chapter 29. Ethics for Sales Pros Part Four: Re-Creating Your Training ExperienceKey Concerns Chapter 30. How to Redesign Your Existing Sales Training Chapter 31. BuyIt, Don't Build It Chapter 32. Sales Contests Connected to Training Chapter 33. Reps You Should Not Be Training Chapter 34. What's Missing from This Book Chapter 35. A Critical Trend You Can't Ignore Part Five: Appendices Appendix 1.The Ultimate Sales Training Website/Blog Appendix 2. Websites of Books, Companies, and Associations in This Book Appendix 3. The Most Interesting Man in the (Sales) World About the Author

• ISBN: 978-0-470-90000-0
• Editorial: John Wiley & Sons
• Encuadernacion: Rústica
• Páginas: 540
• Fecha Publicación: 29/02/2012
• Nº Volúmenes: 1
• Idioma: Inglés