销售培训方案：打造一流的销售员SALES TRAINING SOLUTIONS
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作者： Renie McClay著
出 版 社： Oversea Publishing House
出版时间： 2006-11-1字数：版次：页数： 322印刷时间： 2006/11/01开本： 16开印次：纸张： 胶版纸I S B N ： 9781419585449包装： 精装内容简介
“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
目录
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
