Overview

Full Product Details

Author:   Graham Roberts-Phelps
Publisher:   Taylor & Francis Ltd
Imprint:   Gower Publishing Ltd
Edition:   New edition
Dimensions:   Width: 17.40cm , Height: 2.50cm , Length: 24.60cm
Weight:   0.670kg
ISBN:  

9780566082061

ISBN 10:   0566082063
Pages:   274
Publication Date:   06 January 2000
Audience:   Professional and scholarly ,  Professional & Vocational
Format:   Hardback
Publisher's Status:   Active
Availability:   In Print  
This item will be ordered in for you from one of our suppliers. Upon receipt, we will promptly dispatch it out to you. For in store availability, please contact us.

Table of Contents

Contents: Introduction; Summary of games; Ice-breakers and Energizers: Gift of the gab; Personal introductions with a twist; Three-letter words; Acronym quiz; Human bingo; Jargon quiz; Three things in common; Cricket Practice; Ten questions about you; Sales graffiti; Euroland quiz; Subject Breakers: Helping buyers to buy; Sales presentation - do’s and don'ts; Customer-focused selling; Cold calling blues!; The sales factory; Who or what won the sale?; Nothing happens until someone sells something; Models and Methods: Setting your own goals; Key questioning skills; Selling benefits; Most common objections; Closing questions; Pipeline planning; Customer fact-find; Selling by telephone; Rent payers and sleeping giants; The John Todd formula; Quizzes and Questionnaires: Product knowledge; Company knowledge; Presentation skills; Questioning skills; Rapport-building; Objection handling; Sales time management; Prospecting; Group Energizers: Discussion group; What do you like about selling?; The easiest job in the world!; Personal sales history; Pirate raid; My greatest sale; My worst sales appointment; Top five sales qualities; Selling paper clips; Wordsearches and crossword; Problem-solving and Planning: Boss for a day; Who killed the sale?; Cost-effective PR; SWOT analysis; Sales improvement brainstorm; Referral planning; The sales doctor; Persuasive writing skills 1; Persuasive writing skills 2; Preparing for a sales call; Role Plays, Practice Sessions and Case Studies: Appointment making; Thirty-second presentations; Chance encounter; Negotiation skills; Needs analysis ; Think positive!; The big presentation; Telling is not selling; Presenting with power; Closing and trial closing; Skill Boosters: Buying signals; Closing questions; Sales success formula: E=MC2; Increasing order size; Follow up; Sales pipeline; Referrals; Time wasters; How to double your sales; Success definition; Goal setting; Lost sales opportunity; Best customers; Thirty-second presentation; Prepara

Reviews

'If you are seeking an extensive selection of sales activities for sales, customer services or marketing programmes, this collection will supply most of what you need.' TrainingZONE, January 2000 'This is a useful manual of various types of exercise which could be used in most sales training sessions ... I would recommend this book as a valuable addition to the sales trainer's library.' Winning Business, May 2000

Over 80 games, exercises and ideas to develop sales, customer service and other staff throughout the organization that need an ability to sell to customers. The games are transferable across different organizations and sales situations and use an 'open content' approach, meaning that participants supply their own examples and experiences to make the material relevant to them. Different formats of exercises cover the same learning points and the material can be used to encourage people to start applying what they already know. (Kirkus UK)

Author Information

Graham Roberts-Phelps has been designing and delivering high quality health and safety courses, and sales, management and personal development programmes for many years. As a training consultant and Director of 80/20 Training Limited, he has worked with companies of all sizes and across all industries. Graham is a prolific author whose books and manuals include 90 Brain Teasers for Trainers, Flip Chart Games for Trainers, Training Event Planning Guide and a series of ten Health and Safety Workbooks, all published by Gower, as well as his own series of self-published looseleaf training manuals on health and safety.

Tab Content 6

Author Website:  

Customer Reviews

Recent Reviews

No review item found!

Add your own review!

Countries Available

All regions