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 Compiled
together for the first time are 11 top sales trainers, bringing
their expertise as trainers to Fortune 500 companies. Together
they have more than 125 years combined sales training experience;
have done work in manufacturing, packaging, consumer goods,
printing, distribution services, office products, and technology;
and have created sales training for direct sales forces as
well as brokers, distributors, resellers, and channels.
These authors have worked at or with
over 100 of the Fortune 500 companies. They will teach from
each of their own expert perspectives how Fortune 500 companies
are creating and implementing training.
Available
from Amazon.com. |
"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
"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
"Congratulations on an
excellent contribution to the literature of our field. "
Jon M. Hawes, Director
Fisher Institute for Professional Selling
University of Akron
"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.
"This book should be used
as a reference for anyone interested in sales training.
Each chapter reads like a consultation around sales
training, and is loaded with ideas, tips, tools and
sound thinking."
Howard Prager, Director
Lake Forest Corporate Education
Lake Forest Graduate School of Management
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Contributors
- What do Sales People
Want?
Becky
Stewart-Gross, Building Bridges, President
- Getting Leadership
Support of Sales Training
Jim
Graham, R.R. Donnelley, VP Training and Development
- Sales Managers
as Key Stakeholders
Don
Sterkel, formerly Time, Senior Director Learning
and Development
- Building a Business
Case for Sales Training
Bob
Rickert, Aarthun Performance Group, Regional Sales
Manager
- Creating a Stellar
Customer Centric Sales Force
Susanne
Conrad, Dechert-Hampe, Director, Organizational
Effectiveness and Development
- Building a Training
Program
Michael
Rockelmann, Driving Results, formerly United Airlines
- Making the Outsourcing
Decision
Michael
Rockelmann, Driving Results, formerly United Airlines
- Making Sales Training
Fun, Interactive, and Educational
Renie
McClay, Sales Training Utopia, formerly Kraft,
Sales Training Manager
- Creating Effective
Product Training
Diane
Boewe, Drake Resource Group, Director
- Tech Talk –
Teaching Technology to Sales People
LuAnn
Irwin, LAI Associates, formerly Kodak, Manager
of Training
- Developing Strategies
for Sales Training Technology Selection
Bill
Magagna, Dade Behring, Senior Instructional Designer
- Measuring Impact
of Sales Training
Gary
Summy, Trane Commercial Systems, Manager of Sales
Development formerly Motorola, Global Director, Performance
Development, Sales and Marketing
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