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)
Selling is a skill that should not be limited to sales staff.
Customer service, or other support staff, could all benefit from
developing an awareness of and an ability to sell to customers.
Also, the opportunity for developing those skills should not be
limited to sales training workshops. Here, at last, is a mix of
over 80 games, exercises and ideas that can be used to develop
sales, customer service and other staff. They range from simple
'skill boosters' for coaching sessions or team meetings, through
icebreakers, energizers and selling quizzes to full blown role
plays and case studies. The principle at the heart of all the
material is that games and exercises should be generic -
transferable across different organizations and sales situations -
and that they should use an 'open content' approach. This means
that participants must supply their own examples and experiences,
to make the material immediately and completely relevant. This
collection of games and exercises will enable sales managers or
trainers to: c develop their people with confidence, secure in the
knowledge that all of the material has been thoroughly road-tested
on courses and seminars; c ensure a flexible approach, varying
their pace or style in response to the subject matter and their
audience; c reinforce the learning, using different formats of
exercise to cover the same learning points; c train (rather than
talk), using the material to encourage people to start using what
they already know.
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