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• McClay, Renie - Fortify your sales force: leading and training exceptional teams.

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Contenido

This is a practical, immediately usable guide to sales training. It is a compilation of the experiences of more than a dozen experienced sales training professionals. They have worked in nearly all industries, including manufacturing, packaging, consumer goods, printing, distribution services, office products, and technology -- most of them for Fortune 500 companies -- and have created sales training for direct sales forces as well as brokers, distributors, resellers, and channel managers and reps. These authors have worked more than 100 of the Fortune 500 companies.. Readers will get to see what goes on behind the curtain from companies like Motorola, Proctor see how others have gotten internal support and funding of training initiatives; see the role leadership should play to be successful and how to make that happen; see examples of how to assess the competencies and needs of the sales force; learn how to make certain the customer is at the center of what your sales force is doing; see how to make sales training interactive and effective; save some money; determine when to buy training from the outside and when to design it yourself; learn how to gain and leverage the support of sales managers; read lessons learned in training technology to sales people and how to use emerging technology to your benefit; and how to survive in a down economy.

Detalles del artículo

• Páginas : 352
• Editorial : John Wiley & Sons
• Idioma : Inglés
• Fecha de Publicación : 24/02/2010
• ISBN: 9780470488669
• Encuadernación : Cartoné
• Nº Volúmenes : 1
• País de Publicación : Reino Unido (INGLATERRA)
• Lugar de Publicación : West Sussex