Sales Training (ASTD Trainer's Workshop)

By Jim Mikula

Focuses on three key skills that all sales professionals must have - thinking, communicating, and networking. This book helps to create fast-paced and productive sessions for new and experienced sales... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 156286369X
• ISBN13: 9781562863692
• Release Date: September 2004
• Publisher: ASTD
• Length: 264 Pages
• Weight: 1.70 lbs.
• Dimensions: 0.7" x 8.4" x 10.8"

Customer Reviews

Highly Recommended!

Well-trained sales professionals have a big edge over their fly-by-the-seat-of-the-pants competition, so if your job is training them, here's a tool you will appreciate. Author Jim Makula's manual for sales trainers demonstrates an accurate, complete understanding of the sales process and the sales professional's mindset. His training manual comes with sample class agendas, worksheets, training exercises and even an enclosed CD with Power Point slides. Although it is not especially strong on training people to overcome objections or close sales, the practical advice it offers particularly on attitude and networking is otherwise dead-on. We recommend this book to every sales trainer. It won't transform your staff into Brian Tracy and Zig Ziglar clones, but it will help you create a more professional, skilled sales force. And that should be worth a lot to your firm's bottom line.