Ebook Sales Training HandbookBy Jeff Magee

Ebook Sales Training HandbookBy Jeff Magee

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Sales Training HandbookBy Jeff Magee

Ebook Sales Training HandbookBy Jeff Magee

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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.

• Amazon Sales Rank: #2431731 in Books
• Published on: 2001-05-31
• Original language: English
• Number of items: 1
• Dimensions: 11.00" h x .90" w x 8.70" l, 2.21 pounds
• Binding: Hardcover
• 300 pages

From the Back Cover

Includes downloadable, customizable handouts

A Time-and-Money Saving Program Designed to Turn Every Sales Manager Into a Skilled Sales Trainer

Experience may be a wonderful teacher...but it is only through ongoing sales training and coaching that most sales professionals will reach their full potential. The Sales Training Handbook­­filled with interactive exercises, participant handouts, coaching scripts, and more­­provides the educational and motivational tools you need to conduct performance-based training sessions with your sales force.

Designed to help busy sales managers quickly­­and easily­­introduce proven methods to their sales teams, this time-and-money saving coursebook:

• Covers all major aspects of selling and dealing with customers
• Focuses on selling skills for basic, intermediate, and advanced level sales professionals
• Provides sales managers and trainers with an effective, turnkey sales training curriculum

Developing training programs is often a full time job in itself, while hiring outside consultants can be costly, inconvenient, and­­worst of all­­ineffective. From beginner techniques through advanced strategies, let The Sales Training Handbook furnish you with the proven training materials you need to train your sales team yourself­­saving time and money while creating a controlled, effective, self-contained sales training program.

"It is critical that sales professionals and customer service representatives at the front line have the tools of their craft continually sharpened. The Sales Training Handbook allows your sales professionals to compete head-to-head with sales professionals that have had the luxury of attending a structured sales course for weeks and attain greater results. The 52 mini-seminars will give you the format necessary to guide and lead your team to success."­­From the Preface

The Sales Training Handbook contains everything a sales manager or trainer needs to establish a successful, fundamentally sound sales team. Each mini-seminar is a focused, concise, hands-on tutorial on the finer points of sales and selling­­challenging enough to involve participants without leaving them frustrated or overwhelmed, yet straightforward enough to be completed in just 15-30 minutes.

Getting the commitment and the order ... Dealing with objections ... Cross-selling, up-selling, and even down-selling to better serve the client ... Effectively using technology to complement sales efforts ... The Sales Training Handbook provides 52 ready-to-use, results-based training sessions­­complete with customizable trainer scripts and participant handouts that can be easily downloaded from the Internet­­that provide in-depth information and innovative strategies for all major aspects of selling and dealing with customers. Whether you use them to provide a quick training component to a weekly training meeting, or combine selected seminars to create a customized training workshop focused on specific selling skills, the end result will be the same­­measurable, bottom-line, and immediate sales improvements.

By combining the best of today's innovative sales skills and technologies with strategies proven on the front lines, Jeff Magee has become one of today's most respected, in-demand sales trainers. Use each of the 52 no-nonsense, technique-filled mini-seminars in his results-based The Sales Training Handbook to noticeably improve your skills as a sales trainer­­and dramatically impact the confidence and success of your sales force.

About the Author

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© magazine.

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Free Ebook Managing InnovationBy John Ettlie

Free Ebook Managing InnovationBy John Ettlie

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Managing InnovationBy John Ettlie

Free Ebook Managing InnovationBy John Ettlie

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Managing Innovation: New Technology, New Products, and New Services in a Global Economy, 2nd Edition is devoted to providing a better understanding and better management of all of the causes and consequences of change that have technological implications in and around our global organizations. This text is a unique, original contribution and represents a significant alternative to the collection of chapters written by others.

The second edition has new cases with a few classics from the first edition that have been retained in response to reader feedback. The key subjects that are included have been significantly updated and treated in greater depth. The number of chapters has been reduced from 12 to 10 so it is easy to adapt to almost any course or training on the subject in any discipline or to any audience.

This exceptionally informative book provides a broad perspective on how technological change can be effectively managed in modern organizations. The text explains the conceptual frameworks supported by new and original case studies for start-up companies like Askmen.com, the complex challenges of managing international technology-based companies like NexPress (a joint venture of Kodak and Heidelberg) in the digital printing industry, and corporate sustainability using innovative new product technologies illustrated by the case of Evinrude’s launch of the E-tec® outboard motor.

John E. Ettlie's three decades in the field of innovation as an instructor and researcher bring an exceptional perspective to this subject. His text is unique in its discussion of how technology has transformed the service sector. Few books on technology make the distinction between new offerings in manufacturing and the service sector which is emphasized in this text.

• Sales Rank: #2692585 in Books
• Brand: Brand: Routledge
• Published on: 2011-07-27
• Original language: English
• Number of items: 1
• Dimensions: 10.50" h x 7.50" w x 1.25" l, 2.56 pounds
• Binding: Paperback
• 528 pages

Features

• Used Book in Good Condition

Review
“Ettlie’s most important contribution is his grasp of both product and process innovation and his simultaneous understanding of organizational change. He is the only scholar I know who can write about R&D in one sentence and then link this to operations management in the next.”
-Thomas Astebro, Associate Professor of Strategic Management, University of Toronto, Canada

From the Back Cover
[back cover copy]

Business/Management

Managing Innovation, Second Edition
New Technology, New Products and New Services in a Global Economy

John E. Ettlie

"Ettlie's most important contribution is his grasp of both product and process innovation and his simultaneous understand of organizational change. He is the only scholar I know who can write about R&D in one sentence and then link this to operations management in the next. Change agents will find this book an excellent source of useful tips and a broad take on how their job is positioned within society."
- Thomas Astebro, Associate Professor of Strategic Management, Rotman School of Management, University of Toronto

"This is an exceptionally informative book providing a broad perspective of how technological change can be effectively managed in modern organizations. The book provides useful conceptual frameworks and lucidly explains them through very interesting examples."
- Mohan Subramaniam, Associate Professor, Operations and Strategic Management Department, Carroll School of Management, Boston College

"Ettlie has been in the field of innovation for more than two decades, and his thoughts have been evolving. Hence his second edition is refreshing. What I found most instructive is his appreciation of the power of technology to transform the service sector. Few books on technology make the intellectual connections to the service sector. If you want to look at a book on technology that is suited for the advanced economies, this is it."
- V.K. Narayanan, Stubbs Professor of Strategy & Entrepreneurship, Associate Dean for Research, Le Bow College of Business, Drexel University

Managing Innovation, Second Edition is devoted to better understanding and better management of all of the causes and consequences of change that have technological implications in and around our global organizations. This new edition adds more materials and cases on service innovation and it is readily accessible and easy to read.

The second edition has all new original cases with a few classics from the first edition that have been kept based on student feedback. Among them are Microsoft, Honda, IBM and Denver International Airport. The key subjects that are included have been significantly updated and treated in greater depth. Managing Innovation, Second Edition also contains feedback from classroom testing and response from many instructors, and focuses intently on teaching the subject at the MBA/MS level.

John E. Ettlie is Professor and Director of The Technology Management Center, and Madelon and Richard Rosett Chair in the College of Business Decision Sciences, Rochester Institute of Technology, Rochester, NY.

About the Author
Ettlie is Associate Professor of Operations Management and Director, Manufacturing Management Research, University of Michigan.

Managing InnovationBy John Ettlie PDF
Managing InnovationBy John Ettlie EPub
Managing InnovationBy John Ettlie Doc
Managing InnovationBy John Ettlie iBooks
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Managing InnovationBy John Ettlie PDF

Managing InnovationBy John Ettlie PDF

Managing InnovationBy John Ettlie PDF

Managing InnovationBy John Ettlie PDF

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