Tesco
Sales Training
Book

Sales Training

Jim Mikula
ASTD Publications, 2004

Read offline

Editorial Rating

8

Qualities

  • Innovative
  • Applicable

Recommendation

Well-trained sales professionals have a big edge over their fly-by-the-seat-of-the-pants competition, so if your job is training them, here’s a tool you will appreciate. Author Jim Makula’s manual for sales trainers demonstrates an accurate, complete understanding of the sales process and the sales professional’s mindset. His training manual comes with sample class agendas, worksheets, training exercises and even an enclosed CD with Power Point slides. Although it is not especially strong on training people to overcome objections or close sales, the practical advice it offers particularly on attitude and networking is otherwise dead-on. getAbstract.com recommends this book to every sales trainer. It won’t transform your staff into Brian Tracy and Zig Ziglar clones, but it will help you create a more professional, skilled sales force. And that should be worth a lot to your firm’s bottom line.

Take-Aways

  • The three essential elements of sales are thinking, communicating and networking.
  • Sales people spend most of their time thinking, but rarely reflect on how disciplined thinking may improve their performance.
  • The trainer’s first step is to conduct a gap analysis to reveal any shortcomings in the knowledge and skills of the sales staff members.

About the Author

Jim Mikula worked in sales and marketing for many years with major hotel chains in the United States and Asia. Since 1999 he has been with Customer Contact Corporation (C3). Known for his community service, in 1987 he managed the protocols for Pope John Paul II’s visit to Miami.

Comment on this summary or Diskussion beginnen