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Description - Sales Training Handbook by Jeff Magee

Although sales managers recognize the need for ongoing sales training, developing that training is incredibly time consuming. Bringing in an outside trainer is expensive and more suited to a full-day event than weekly training. For sales managers who want to train their salespeople themselves, with a minimum of effort, "The Sales Training Handbook" provides everything a sales manager needs to conduct a weekly training session with a sales team, for one full year. The 52 sales training seminars each contain a complete script and participant handouts, so almost no preparation time is required from the sales manager or trainer. The handouts can be downloaded from the web and customized to meet the needs of an individual sales team. Designed to provide a quick training component to a weekly training meeting, each mini-seminar can be completed in just 15-30 minutes. Or, seminars can be combined to create customized training workshops that last a half-day. "The Sales Training Handbook" should help sharpen the skills of people who sell for a living, save sales managers time creating and customizing sales training, and position the sales manager as a training "expert". The 52 training seminars cover all major aspects of selling and dealing with customers including: attention - how to get your foot in the door; interest - how to capture it; presentation -what you have to offer; desire - building the emotional "want" in your offer; and close - getting the commitment and order.

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Book Details

ISBN: 9780071375160
ISBN-10: 0071375163
Format: Hardback
(288mm x 220mm x 26mm)
Pages: 300
Imprint: McGraw-Hill Professional
Publisher: McGraw-Hill Education - Europe
Publish Date: 31-May-2001
Country of Publication: United States

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Author Biography - Jeff Magee

Jeff Magee, Ph.D., is a popular presenter of keynote and sales training seminars, the author of eight popular sales books and over 200 magazine articles, and the producer of three success oriented audiotape series. A certified management consultant, certified speaking professional, and certified professional direct marketer, Dr. Magee founded the residential training and publishing organization Jeff Magee International and is the publisher of Performance(c) magazine.