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Record Nr. |
UNISA996339083603316 |
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Autore |
Siegfried Angela |
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Titolo |
Sales training basics / / Angela Siegfried |
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Pubbl/distr/stampa |
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Danvers, MA : , : American Society for Training & Development, , [2010] |
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©2010 |
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ISBN |
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1-60728-396-4 |
1-56286-676-1 |
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Edizione |
[1st edition] |
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Descrizione fisica |
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1 online resource (1 v.) : ill |
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Collana |
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ASTD training basics series |
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Disciplina |
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Soggetti |
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Sales personnel - Training of |
Employees - Training of |
Web site development |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Nota di bibliografia |
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Includes bibliographical references and index. |
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Nota di contenuto |
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Intro -- Title Page -- Copyright -- Content -- About the Training Basics Series -- Preface -- Acknowledgements -- Chapter 1: Preparing to Train the Salesforce -- Chapter 2: Partnering with the Sales Team -- Chapter 3: Accelerating Sales Training Impact -- Chapter 4: Phase 1: Exploring the Sales Environment -- Chapter 5: Phase 2: Examining Sales Team Goals and Needs -- Chapter 6: Phase 3: Enabling Sales Team Learning -- Chapter 7: Phase 4: Executing Your Value-Added Solution -- Chapter 8: Phase 5: Evaluating Your Impact -- Chapter 9: Making Your Sales Training Stick with Coaching -- Chapter 10: Leveraging Subject Matter Experts for Impact -- Chapter 11: Developing a Sales Training Brand -- Conclusion -- Resources -- About the Editor -- About the Contributors -- Index. |
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Sommario/riassunto |
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Sales people are often a breed apart; being their trainer is an ambitious, but rewarding challenge. Founded in the competencies of world-class selling, this new title approaches training sales people with the most excellent strategy—effective, results driven training that closes sales. Siegfried, with Nationwide Insurance, offers readers a useable, practical methodology for keeping sales people engaged and learning, ensuring that they don't feel like they're wasting their time and their managers can justify their time in the classroom. Sales |
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