Sales Training: A Guide to Developing Effective Salespeople

Front Cover
Gower Publishing, Ltd., 1998 - Business & Economics - 234 pages
Frank Salisbury advocates that selling should be seen as a physical skill, which can be learned by everyone. This pragmatic approach underpins Sales Training, making it an essential guide for any organization which wants to take the development of professional sales people seriously.
 

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Contents

The training department
11
List of tables
15
Carrying out a training needs analysis
35
The sales trainer
75
Defining sales training
87
Putting the training event together
101
Structured selling
113
The manager as coach
145
Motivation to learn and to change
177
Does it work?
191
Summary and further issues
203
Appendices
211
References
221
Index
229
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