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Sales Training Workshop Leader Guide for Selling 101: Consultative Selling Skills

Michael McGaulley

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  • EAN: 9780692204771

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This Sales Training Workshop- Leader Guide is the instructor's guide for the text, ***Selling 101: Consultative Selling Skills. ***

Both Selling 101 and this Sales Training Workshop - Leader Guide are part of the Small Business Sales How-to Series, by the same author.

WHO THIS SALES TRAINING WORKSHOP--LEADER GUIDE IS INTENDED FOR

--Sales managers looking for materials for sales team meetings.

--Instructors in new entrepreneur training workshops.

--Instructors in community colleges or similar job-training programs

WHAT THIS SALES TRAINING WORKSHOP - LEADER GUIDE PROVIDES 
Written by the author of Selling 101: Consultative Selling Skills, this Workshop Leader Guide is designed for the sales manager or instructor of a new business skills workshop.

The 14 Modules in the Workshop Leader Guide track the coverage in Selling 101, linking to specific pages for ease in linking across. 

A chart at the start of each Module provides a succinct overview of what that module is about, suggested time to allow, as well as materials and set-up. 

The content within the modules guide the instructor or leader through clearly-marked sections, such as, 

--Overview and set context,

--Lead discussion,

--Explain,

--Pair trainees for one-on-one role plays,

--Conduct whole-group debriefing, and,

--Wrap-up and overview the next module.

PRE-CLASS ASSIGNMENTS for each module are provided, which the workshop leader can copy and pass out in advance. These guide the trainee on the reading assignment (chapters or sections from the course text, Selling 101), as well as other preparation, such as discussions and role-play exercises to prepare for.

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