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书籍目录

Preface  iX1．What Do Salespeople Want？   BECKY STEWART-GROSS，President，Building Bridges2．Getting Leadership Support    JIM GRAHAM-VP of Training and Development，RR Donnelley3．Sales Managers as Key Stakeholders    DON STERKEL，former Senior Director of Learning and   Development，Time Warner4．Building a Business Case for Sales Training   BOB RICKERT，Regional Sales Manager，Aarthun Performance Group5．Creating a Stellar Customer-Centric Sales Force    SUSANNE CONRAD，Director of Organizational Effectiveness and   Development，Dechert—Hampe＆Company6．Building a Training Program   MICHAEL ROCKELMANN，Driving Results，formerly of United Airlines7．Making an Outsourcing Decision    MICHAEL ROCKELMANN，Driving Results，formerly of United Airlines8．Making Sales Training Fun，Interactive， and Educational   RENIE MCCLAY，Sales Training Utopia，former Sales Training Manager   of Kraft Foods9．Creating Effectiv4 Product Training    DIANE M．BOEWE，Director，Drake Resource Group10．Tech Talk--Teaching Technology to Sales Professionals      LUANN IRWIN，LAI Associates，former Manager of Training of Kodak11．Developing Strategies for Sales Training Technology Selection     WILLIAM MAGAGNA，Senior Instructional Designer，Dade Behring12．Measuring the Impact of Sales Training  GARY SUMMY，Global Director of Performance Development，Sales，  and Marketing，MotorolaNotes  Contributors Index Preface  iX

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What do Motorola, Kraft Foods, Kodak, Time, RR Donnelley have in common? They have winning sales forces that were trained or consulted by the contributors to  Sales Training Solutions .   Whether you’re a new sales trainer or have been around the block and need a refresher course, veteran sales trainer Renie M. McClay has gathered the expertise of the most dynamic and sought-after sales trainers to help you learn what works, what doesn’t, and what needs to be done to successfully integrate sales training initiatives. With a combined 125 years of training expertise with Fortune 500 companies and work in industries as varied as manufacturing, packaging, consumer goods, publishing, and technology,  Sales Training Solutions  is truly a one-stop source for new and innovative training initiatives. Many of the topics in  Sales Training Solutions  have not been written about anywhere else, including:  * What goes on behind closed doors—how training really works in an organization * How to get sales management involved in and supportive of training * Strategies to create a customer-centric sales force * Effective tactics to train nontechnical salespeople on technical topics * How to measure sales training effectiveness and impact Full of advice from some of the top names in sales training, there is no other book that delivers the experts like  Sales Training Solutions.  Whether you’re looking for expertise from training leaders and training practitioners or insights from corporate professionals and solution providers, look no further than  Sales Training Solutions.       Contributors and topics include:    *  Jim Graham, VP of Training and Development, RR Donnelley  on getting leadership support      *  Gary Summy, Global Director of Performance Development, Sales, and Marketing, Motorola  on measuring the impact of sales training  *  Renie McClay, Sales Training Utopia and former Sales Training Manager of Kraft Foods  on making sales training fun, interactive, and educational    *  Don Sterkel, former Senior Director of Learning and Development, Time Warner  on sales managers as key stakeholders  *  Becky Stewart-Gross, President, Building Bridges  on what salespeople want      *  Susanne Conrad, Director of Organizational Effectiveness and Development, Dechert-Hampe & Company  on creating a stellar customer-centric sales force      *  William Magagna, Senior Instructional Designer, Dade Behring  on developing strategies for sales training technology selection  *  Luann Irwin, LAI Associates, former Manager of Training of Kodak  on tech talk—teaching technology to sales professionals    *  Michael Rockelmann, Driving Results, formerly of United Airlines  on building a training program and making an outsourcing decision    *  Bob Rickert, Regional Sales Manager, Aarthun Performance Group  on building a business case for sales training    *  Diane M. Bowe, Director, Drake Resource Group  on creating effective product training

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