销售培训方案：打造一流的销售员SALES TRAINING SOLUTIONS 下载 极速 rtf epub 在线 word txt pdf

“This is a wonderful resource guide for any sales person interested in Sales Training。

Even veteran trainers could benefit from using this book！” —Maria Edelson，

Director， Sales Capability Development， North America， Procter ＆Gamble。

“The content is comprehensive and provides many real life examples from experienced sources， not just one person’s view。”—Matt Gross， President， Sales， RR Donnelley

“An excellent and comprehensive guide to sales training。

Both sales executives and trainers will find this book provides the information necessary to design and improve their company’s sales training program。"—Kevin P。 Hart， Executive Vice President， Sales and Marketing， WNA， Inc。

“Most sales executives believe that developing training should be easy; find a trendy sales program， secure some budget， roll it out and watch the revenues increase。

Unfortunately， efforts like these underwhelm the sales force and are forgotten in a week。

Sales Training Solutions describes how successful companies define training needs， gain sponsorship and measure results of dynamic programs that are remembered for years。”—James A。 Rocha， Manager， WW Sales Force Development， Cisco Systems

“Sales Training Solutions offers a compendium of tips and techniques for sales training practitioners and consultants alike。

There’s something for everyone involved in designing， developing and implementing sales training solutions in today’s fast-paced world。

I’ve never seen this array of information available on these topics in one place before!

I highly recommend it to anyone in the sales training profession。”—Stephen J。 Bistritz， Ed.D， President， Professional Society for Sales and Marketing Training。

“I found that Sales Training Solutions had all the essential components to enable a corporation to provide appropriate sales training to their target populations in a timely manner。 If the guidelines prescribed are followed you will be able to provide the right （sales） training to the right （sales） people at the right time。”—William G。 Skea， Manager， Learning Strategy & Solutions for sales skills development， Xerox Corporation

“Retaining key customer-facing employees and equipping them with the tools to succeed in today’s complex， global business environment is paramount to being both competitive and profitable。 Through a diverse collection of mini-cases， Sales Training Solutions provides a practical roadmap for firms that take seriously the challenge of developing human capital。”—Lisa Napolitano， President & CEO， Strategic Account Management Association

Preface iX

1．What Do Salespeople Want？

BECKY STEWART-GROSS，President，Building Bridges

2．Getting Leadership Support

JIM GRAHAM-VP of Training and Development，RR Donnelley

3．Sales Managers as Key Stakeholders

DON STERKEL，former Senior Director of Learning and

Development，Time Warner

4．Building a Business Case for Sales Training

BOB RICKERT，Regional Sales Manager，Aarthun Performance Group

5．Creating a Stellar Customer-Centric Sales Force

SUSANNE CONRAD，Director of Organizational Effectiveness and

Development，Dechert—Hampe＆Company

6．Building a Training Program

MICHAEL ROCKELMANN，Driving Results，formerly of United Airlines

7．Making an Outsourcing Decision

MICHAEL ROCKELMANN，Driving Results，formerly of United Airlines

8．Making Sales Training Fun，Interactive， and Educational

RENIE MCCLAY，Sales Training Utopia，former Sales Training Manager

of Kraft Foods

9．Creating Effectiv4 Product Training

DIANE M．BOEWE，Director，Drake Resource Group

10．Tech Talk--Teaching Technology to Sales Professionals

LUANN IRWIN，LAI Associates，former Manager of Training of Kodak

11．Developing Strategies for Sales Training Technology Selection

WILLIAM MAGAGNA，Senior Instructional Designer，Dade Behring

12．Measuring the Impact of Sales Training

GARY SUMMY，Global Director of Performance Development，Sales，

and Marketing，Motorola

Notes

Contributors

Index Preface iX

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书籍介绍

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What do Motorola, Kraft Foods, Kodak, Time, RR Donnelley have in common? They have winning sales forces that were trained or consulted by the contributors to Sales Training Solutions . Whether you’re a new sales trainer or have been around the block and need a refresher course, veteran sales trainer Renie M. McClay has gathered the expertise of the most dynamic and sought-after sales trainers to help you learn what works, what doesn’t, and what needs to be done to successfully integrate sales training initiatives. With a combined 125 years of training expertise with Fortune 500 companies and work in industries as varied as manufacturing, packaging, consumer goods, publishing, and technology, Sales Training Solutions is truly a one-stop source for new and innovative training initiatives. Many of the topics in Sales Training Solutions have not been written about anywhere else, including: * What goes on behind closed doors—how training really works in an organization * How to get sales management involved in and supportive of training * Strategies to create a customer-centric sales force * Effective tactics to train nontechnical salespeople on technical topics * How to measure sales training effectiveness and impact Full of advice from some of the top names in sales training, there is no other book that delivers the experts like Sales Training Solutions. Whether you’re looking for expertise from training leaders and training practitioners or insights from corporate professionals and solution providers, look no further than Sales Training Solutions. Contributors and topics include: * Jim Graham, VP of Training and Development, RR Donnelley on getting leadership support * Gary Summy, Global Director of Performance Development, Sales, and Marketing, Motorola on measuring the impact of sales training * Renie McClay, Sales Training Utopia and former Sales Training Manager of Kraft Foods on making sales training fun, interactive, and educational * Don Sterkel, former Senior Director of Learning and Development, Time Warner on sales managers as key stakeholders * Becky Stewart-Gross, President, Building Bridges on what salespeople want * Susanne Conrad, Director of Organizational Effectiveness and Development, Dechert-Hampe & Company on creating a stellar customer-centric sales force * William Magagna, Senior Instructional Designer, Dade Behring on developing strategies for sales training technology selection * Luann Irwin, LAI Associates, former Manager of Training of Kodak on tech talk—teaching technology to sales professionals * Michael Rockelmann, Driving Results, formerly of United Airlines on building a training program and making an outsourcing decision * Bob Rickert, Regional Sales Manager, Aarthun Performance Group on building a business case for sales training * Diane M. Bowe, Director, Drake Resource Group on creating effective product training