品牌：
基本信息
·出版社：Kaplan Business
·页码：304 页码
·出版日：2006年
·ISBN：9781419585449
·条码：9781419585449
·装帧：精装
内容简介
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 toSales 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 Solutionsis truly a one-stop source for new and innovative training initiatives. Many of the topics inSales Training Solutionshave 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 impactFull of advice from some of the top names in sales training, there is no other book that delivers the experts likeSales 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 thanSales Training Solutions.Contributors and topics include:*Jim Graham, VP of Training and Development, RR Donnelleyon getting leadership support*Gary Summy, Global Director of Performance Development, Sales, and Marketing, Motorolaon measuring the impact of sales training*Renie McClay, Sales Training Utopia and former Sales Training Manager of Kraft Foodson making sales training fun, interactive, and educational*Don Sterkel, former Senior Director of Learning and Development, Time Warneron sales managers as key stakeholders*Becky Stewart-Gross, President, Building Bridgeson what salespeople want*Susanne Conrad, Director of Organizational Effectiveness and Development, Dechert-Hampe & Companyon creating a stellar customer-centric sales force*William Magagna, Senior Instructional Designer, Dade Behringon developing strategies for sales training technology selection*Luann Irwin, LAI Associates, former Manager of Training of Kodakon tech talk—teaching technology to sales professionals*Michael Rockelmann, Driving Results, formerly of United Airlineson building a training program and making an outsourcing decision*Bob Rickert, Regional Sales Manager, Aarthun Performance Groupon building a business case for sales training*Diane M. Bowe, Director, Drake Resource Groupon creating effective product training
作者简介
Renie M. McClayspent 20 years at Kraft Foods in sales, account management, sales management and sales training capacities She managed sales training for three different Fortune 500 companies, including Kraft Foods, Gerber and Pactiv Corp. She is the past president of the Professional Society for Sales and Marketing Training (SMT) and directs the Sales Training Forum for the Chicago Chapter of the American Society for Training and Development (CCASTD).
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书评
Review
""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 Solutionsdescribes 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 Solutionsoffers 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 thatSales Training Solutionshad 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 Solutionsprovides a practical roadmap for firms that take seriously the challenge of developing human capital.”—Lisa Napolitano, President & CEO, Strategic Account Management Association
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