CONQUER NEW SALES
- Research Brings Proof Of Value, Future Direction To Sales Training. Johnson, Bruce A.; Pierce, John // Training & Development Journal;Nov74, Vol. 28 Issue 11, p25
Discusses whether salespersons really practice the techniques covered in training programs. Need for management to know how salespersons are performing with prospects who are not customers; Research conducted by McGraw Hill Information Systems Co. to determine the effectiveness of its sales...
- Three Reasons Why Sales Training Fails. // Training & Development Journal;Apr82, Vol. 36 Issue 4, p9
Focuses on reasons on the failure of sales training. Errors in structuring and presenting training seminars; Preparation of attendees to training seminars.
- Scrimping on training is a sign of bad management. Chase, Landy // New Orleans CityBusiness (1994 to 2008);7/14/2003, Vol. 24 Issue 2, p16
Provides techniques to properly train sales personnels. Distinction between technical training and skills training; Practice of partnering the sales personnel with technical support or service people; Participation in seminars; Creation of a library of audio and video programs on selling skills.
- Developing a Sales Training Workshop Session. Rebedeau, F.C. // Training & Development Journal;Nov75, Vol. 29 Issue 11, p12
Describes how to develop a sales training workshop session. Topic development and arrangement; Objective establishment; Evaluation of techniques.
- THE CONFRONTATION METHOD IN SALES TRAINING. Holzman, I.L.; Carpenter, W.A. // Training & Development Journal;Jul72, Vol. 26 Issue 7, p6
Focuses on the confrontation method in sales training. Advantages in creating a corporate learning climate; Program criteria; Confrontation appointments; Evalation of techniques in sales training.
- Born Or Made? How To Train A Great Salesperson. Gitomer, Jeffrey // Grand Rapids Business Journal;02/26/2001, Vol. 19 Issue 9, p26
Enumerates key elements of successful training programs for sales personnel. Selection of salespersons to train; Influence of trainers' sales background on training effectiveness; Use of role playing in training.
- DUAL-PURPOSE TRAINING. Bonheim, Frank W. // Training & Development Journal;May78, Vol. 32 Issue 5, p40
Describes a sales training program that teaches salespeople to sell merchandise by qualifying the customer. Behavior modeling; Requirement for salespeople to explain what the product will do for the customer; Benefits of having sales managers implement and teach the training program.
- A SUCCESSFUL SALES-TRAINING PROGRAM. Miller, Dennis A. // Training & Development Journal;Nov80, Vol. 34 Issue 11, p46
Discusses a sales-training program. Needs of the sales force; Results of a survey of sales executives.
- 'SALES TRAINING CAN'T BE PURCHASED' Falvey, Jack // Training & Development Journal;Nov80, Vol. 34 Issue 11, p50
Focuses on the importance of sales training. Sales-training function; Developing ongoing information resources; Development of a sellable product.