A01=Graham Roberts-Phelps
AIDA
AIDA Model
Author_Graham Roberts-Phelps
call
Call Ratio
Call Reluctance
Category=KJMV2
Category=KJS
chart
Clip
Closing Questions
communication skill development
customer engagement strategies
eq_bestseller
eq_business-finance-law
eq_isMigrated=1
eq_isMigrated=2
eq_nobargain
eq_non-fiction
experiential learning
flip
Flip Chart
Flip Chart Pages
Flip Chart Paper
group facilitation techniques
Ice Breaker Exercise
interactive training methods
Job Functions
List Ideas
Materials Flip Chart
Objection Handling
Persuasive Writing Skills
sales competency assessment exercises
Sales Doctor
sales pedagogy
Sales Training Games
Short Group Discussion
Successful Salespeople
Summary Participants
Swot Analysis
Swot Chart
Trial Closing
trigger
Trigger Questions
Vice Versa
Product details
- ISBN 9781138252431
- Weight: 453g
- Dimensions: 174 x 246mm
- Publication Date: 16 May 2017
- Publisher: Taylor & Francis Ltd
- Publication City/Country: GB
- Product Form: Paperback
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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: ¢ develop their people with confidence, secure in the knowledge that all of the material has been thoroughly road-tested on courses and seminars; ¢ ensure a flexible approach, varying their pace or style in response to the subject matter and their audience; ¢ reinforce the learning, using different formats of exercise to cover the same learning points; ¢ train (rather than talk), using the material to encourage people to start using what they already know.
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.
