Book Description
Well-known author and consultant Howard Shenson shows consultants, educators and trainers how to enter and flourish in the lucrative and fast-growing seminar business--an estimated 3-to-4 billion industry. Covers everything from choosing a topic and developing a program to targeting a market, pricing and promotion. Provides practical details on selecting facilities, writing brochures, advertising, using direct mail, add-on materials and much more. Features checklists, tables and sample forms that help make planning easy and efficient.
Customer Reviews:
Very dated.......2007-07-30
While this book gives a good starting point for a seminar newbie, it is quite hampered by its dated material. All statistics and pricing examples are from the late 1980's. There is no recognition anywhere in the book that the Internet exists, PowerPoint can be used in presentations, etc. For instance, you are warned against using carbon copy paper. Hello? Good in 1990, but needs a serious and thorough updating to reflect current trends and technologies.
Dated but very good.......2006-06-26
This is a good introductory book for those that need to develop and promote successful seminars and workshops. The book covers what one needs to know about developing a program, market testing, setting the right fees, marketing, promotion, advertising and publicity. The reader is provided with useful practical tips and advice that I have used to good effect.
The book is well written in simple English that is easy to follow and understand. Despite the book being a bit dated, the advice it provides is still relevant and very useful and practical. Even the veteran has something to learn from this excellent book.
Those who wish to capitalize on the growing business of seminars, workshops, conferences and training classes are recommended to read this book for guidance and directions.
Very good service........2005-09-17
Book was sent in a timely manner and I received it in good shape. Thanks.
Great information.......2004-06-23
This book is one of the important books on this topic. I have included this book in my personal library and have referred many people to this book.
Early in my business I provided "public" seminars and this book provided some great advice and tips.
Lenny Laskowski, professional speaker and author of the book, "10 Days to More Confident Public Speaking" (Warner Books)
Reference Only.......2002-03-27
This book has lots of really good information. This is a great reference tool.
Book Description
The most effective approach to landing pharmaceutical sales jobs. Updated annually, this step-by-step program has been used by thousands to help them land pharmaceutical sales jobs throughout the United States and Canada. Applicants learn how to shorten their job search, locate unadvertised job openings, get direct access to managers' home addresses and e-mail addresses, and how to effectively market themselves. For recent college graduates, anyone looking to transition into a pharmaceutical sales career, and current pharmaceutical reps wishing to change companies.
Customer Reviews:
Very useful book for the interview of phamaceutical company.......2007-08-24
This book about interview of phamaceutical company is very useful for me.
Thank you for your fast delivery.
Basic interview text.......2007-04-06
Didn't get the job, but the book did help me a little during the multiple interviews. The better option is to call a rep and have a sit-down to go over the ins and outs. If you can't find one, go to your local pharmacy, they'll have contact info for you. Good luck!
3 Days Review.......2007-01-16
Great book! Very different info than other pharmaceutical books. This book is very straight forward and easy to follow. I recommend it for anyone trying to break into the pharmaceutical business.
I guess OK.......2006-08-11
The book I would say is good if you are willing go insanely above and beyond the normal realms of getting a job...most of the info. is pretty easy to figure out on your own, but if structure is needed this can be a good guideline. Over all it did not do much for me, but it might work wonders for others.
Deficient in important information.......2006-06-14
On the positive side, the book is neat and is written with humor. Unfortunately the negatives outweigh the positives. When reading this book, I found that most of the information covers resume writing and how to make contact with pharmaceutical sales reps. I think some of her advice about making contact could prevent you from ever getting a job in pharmaceutical sales because it is so unprofessional. The "how to actually get the job part," the interview, was seriously deficient in information. There were few questions and few answers, and next to nothing about how to prepare for the interview. This one simply does not deliver on the description of the book given.
Average customer rating:
- Great book for any sales person
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Sales Training Handbook
Jeff Magee
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Similar Items:
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Sales Training (ASTD Trainer's Workshop)
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Sales: Games and Activities for Trainers
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The Big Book of Sales Games (Big Book of Business Games)
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Sales Training Solutions
ASIN: 0071375163 |
Book Description
Although sales managers recognize the need for ongoing sales training, developing the training is incredibly time consuming. Bringing in an outside trainer is expensive and more suited to a full-day even than weekly training. For sales managers who want to train their salespeople themselves, with a minimum of effort, The Sales Training Handbook provides everything a sales manager needs to conduct a weekly training session with a sales team, for one full year. The 52 sales training seminars each contain a complete script and participant and handouts, so almost no preparation time is required from the sales manager or trainer. The handouts can be downloaded from the web and customized to meet the needs of an individual sales team. Designed to provide a quick training component to a weekly training meeting, each mini-seminar can be completed in just 15-30 minutes. Or, seminars can be combined to create customized training workshops that last a half-day. The Sales Training Handbook will help sharpen the skills of people who sell for a living, save sales managers time creating and customizing sales training, and position the sales manager as a training "expert." The 52 training seminars cover all major aspects of selling and dealing with customers including: Attention: How to Get Your Foot in the Door; Interest: How to Capture It; Presentation: What You Have to Offer; Desire: Building the Emotional "Want" In Your Offer; Close: Getting the Commitment & Order.
Customer Reviews:
Great book for any sales person.......2006-01-15
This is a great book for any salesperson. The price is high but there is some good stuff in here to learn
Book Description
This is the first book ever written on selling strategies used by top producing sales professionals. It includes the old systems that really work: tested, tried and improved by the best in the business.
Customer Reviews:
Waaaaay Old School..........2006-11-24
I've been in the business for over 14 years. I've been operating 2 personal training studios for the last several years. I'm now moving back to the club management side of the business again and was looking for a refresher on sales, prospecting etc. The book was well done, but very old school. Lots of cheeesy closing lines, scripts, etc. Lots of the techniques are outdated in the new era of club sales. Pretty "used-carsalesman" like. However, good stuff on forms, tracking, setting up personal planners etc. Don't get me wrong, this is a good book if you're a young buck just getting into club sales... just skip over the closing sections and you'll be ok. If you want a VERY current, highly informative book on working in a club... get "Making Money in the Fitness Business" by Thomas Plummer. That one is 5-stars!
Personal Trainer.......2005-12-29
I just read fitness, memberships, and money and it is an income producing system that was created to help sales people in the health club industry improve their ability to recruit and enroll new clients. This book was written in a basic form and I learned a lot from it!
I am not a sales person I am a personal trainer and I was looking for a book that could help me implement a fitness program or train a client. Many books may cover the latest and newest when it comes to exercise. These books are great for impressing my clients but when it comes time to make a living, I am looking for a book that gives it to you straight. One that teaches real techniques used by the best closers and producers in the "personal training industry." I was than told about a new book that had all the things this book was missing! "Selling Personal Training" by Ron Thatcher is the book for any serious small club operator or career personal trainer the techniques will lead you down the path of success. I bought the new book at Trafford.com and it covered things that were missing like how to do P.T. Re-signs , How to Work the Floor, The Wall of Fame, The Closeout, Selling Supplementation, Interacting With the Staff ,Giving a Free Gift with Purchase, Confirming Appointments and Cancellations my small personal training studio is booming because of "Selling Personal Training!"
owner.......2005-03-25
I owne a small ladys only club in las vegas. I was looking for a way to improve my selling ability. this book was my first step to a thriving sales department. I use it on a daily basis to keep my new members coming in! first I used fitness memberships and money then with all my success I bought selling personal training what a great way to make your business grow!!!
erin brown
Simple and Effective!!!.......2004-08-22
I learned more about fitness sales while working with Ron for 6 months than my other 10 years in the business combined!!! Ron's system is simple to apply and it works!!! If you want to immediatly increase your sales, buy this book!!!
Chad McCleary - Riviera Country Club and Sport Center
club manager.......2004-07-13
YOU CAN NOT WORK IN A HEALTH CLUB ONE MORE DAY WITHOUT THIS BOOK!
This is a book that will change the way you train your intire staff. It is the only book that I have ever been able to find that focuses on the specific area of selling a membership and teaching your staff how to sell. This book is not for owners or people who want to learn how to own a new health club. I have used this book with every new trainer and every new membership rep. it teaches things like drilling, the question game, how to interact with other sales staff, how to set up a close out, how to use a daily planner, 29 pages just on closing, 25 pages on prospecting, it even has scripts on how to sell P.T. This book maps it out for you word for word. I recomend it for every club operator that wants to improve there struggling seles department.
Customer Reviews:
Great.......2005-08-03
I just started in the Real Estate business as a second career and found this book to be very beneficial. Through the reading I was inspired to start the process of becoming a licensed realtor. As a long term goal I would aspire to become one of the leading brokers in the field of Real Estate in the East Bay.
Book Description
Wall Street Journal and
Business Week best-selling author and leader of one of America's top sales training companies, Todd Duncan reveals the 10 most common mistakes salespeople make, and offers insight on how to avoid them.
Some salespeople are very successful, but a greater percentage end up victims of the sales industry-and their own mistakes. Some mistakes are normal bumps in the road toward success. Others are more damaging. But many are fatal to a career.
Duncan addresses these catastrophic mistakes with clarity and directness. Whether you're a seasoned sales professional or someone considering sales as a career, Duncan's wisdom can help you avoid errors in perception, practice, and performance that could not only cost you a sale, but also your career.
Book Description
The United Stated Department of the Air Force originally issued this all-encompassing survival-training manual. Written by U.S. Air Force survival experts, this complete and informative guide is a must have for all types of outdoor adventures—from weekend campers to extreme -sports enthusiasts. This edition of the US Air Force search and rescue guide contains more than six hundred pages, with clear, concise instructions and nearly eight hundred black-and-white illustrations and color photographs and includes survival techniques for all climates and terrains.
Customer Reviews:
great reference.......2007-01-11
As a general rule I believe there is usually "something" that can be taken from most books and videos on this subject. It may only be a better demonstration or a twist on an old technique. This text covers many subjects however it sacrifices some depth in doing so (ie. Fire by bow and drill is dilutted down to a few paragraphs). It appears that most other books have been copied from this book. Although not as detailed as I would like, I have not found a better reference.
United States Air Force Search and Rescue Survival Training.......2003-11-07
This is a grate book for outdoors people! It has all the Need To Know information you need.
A Great Survival Reference.......2003-02-24
I was impressed with the variety of survival subjects covered in this regulation. Written from the perspective of both the downed aircrewman and the USAF search and rescue team member, it goes beyond the Army Survival Manual and it takes a different view than that of the SAS Survival Guide. This book has gained a place in my survival library and I highly recommend it.
Book Description
This fun-to-read, Tongue-In-Cheek handbook of trade show selling skills, written by Matthew Hill, President of The Hill Group, covers the following topics (and many more):
*Besides Free Food, Why Go to Pre-Show Meetings?
*SMART Objectives, DUMB Ideas
*Personal Stretch Time: Being Pleasant
*Non-Violent Ways of Getting Attention
*Offending International Visitors
*Qualified or Time-Waster? - You're the Judge and Jury
*Disposing of Human Debris
*Your Demos Probably Suck
*Get Good at Visitor Manipulation
*Establish Your Own Escort Service
*A New Concept: Be Productive
*How to be a Trade Show Idiot
This book should be required reading for: Salespeople, Marketing People, Sales & Marketing Managers, Product Managers, MarCom People, and anyone else foolish enough to work a trade show.
Customer Reviews:
Get More Leads at Trade Shows.......2001-12-19
This book is full of very useful information on how to get viable leads at Trade Shows. But what is really unique about this book is how funny it is. This book is wacky and a hoot to read! I had many occurrences of "lol" (laughing out loud). It's easy to read, has lots of cartoons and some fun exercises.
As funny as it is, it's done deliberately to keep your attention so you can learn the process of working trade shows as effectively as possible. The author teaches an 8-step plan for getting leads and closing sales at shows. For example, I thought my main responsibility at a show was to give each visitor my undivided attention for as long as he or she had questions. Not so according to Matt Hill. I was ignoring other people, and possibly better leads, by not qualifying visitors in a more systematic way.
With budgets so tight for conventions these days, this book teaches you how to get the most out of trade shows. I find myself picking it up before I travel to each convention to make sure I'm in the right frame of mind to get the most out of each show. I bought copies for my employees as well. A gentle, fun reminder that their boss does expect them to bring back some viable sales leads.
Productive trade shows.......2000-11-16
This book presents ideas that help make a trade show more productive for any company. We ended up with many more qualified leads and our people spent time with customers who were ready to buy. I should mention that we also contracted The Hill Group (Matt Hill's company) to do some on-site training with our staff. The training was educational and fun.
If you are going to spend money exhibiting at a show, take a look at this book and make sure you are getting the most out of your investment. You should also consider his on-site training.
Book Description
One hour: that's all the reading time you'll need to master one of the 15 essential sales topics outlined in The Ultimate Sales Training Workshop.
Just pick your subject, then read the hands-on guide for that chapter and additional reading materials for salespeople. Next, follow the preparation steps contained in the Sales Manager's Meeting Guide-a one-page checklist of items taking you from preplanning your workshop through set-up, organizing meeting materials, getting participants involved, topics of discussion, role-playing, debriefing sessions, getting feedback, and more. Everything is spelled out: what to do, when to do it, what to say, how to wrap things up. You simply follow the script.
Each chapter also provides
- All the essential sales principles you'll want to cover
- Sidebars containing sales reps' frequently asked questions
- Quick tips for preparing your training session or next sales meeting
- Suggestions for visual materials
- Time-tested sales tools
Being a master seller takes years of experience, but being a master trainer doesn't. With The Ultimate Sales Training Workshop in hand, you can set up and conduct effective training sessions in no time that will boost your team's performance to new heights.
Customer Reviews:
Good tips.......2007-01-12
A very good general book for someone that is entering the selling game.
Book Description
At last: a comprehensive sales manager's reference tool for building management and leadership skills. From hiring new talent to forming a broad, cohesive strategy for the team's future, The Essential Sales Management Handbook has it all, featuring:
- Best practices for building strong team relationships,motivating sales professionals to sell at their highest level, and running effective meetings
- Discussions of complex topics, such as managing difficult personalities, turning amateurs into all-star performers, incentive plans that work, CRM technology, and successful change-management strategies
- Practical tips managers can use to foster growth, build enthusiasm, and boost knowledge and group skills
- Powerful ideas, suggestions, real-life stories, and practices from successful companies
Books:
- Human Dynamics : A New Framework for Understanding People and Realizing the Potential in Our Organizations
- Human Side of Organizations, The (9th Edition)
- Job Analysis: Methods, Research, and Applications for Human Resource Management in the New Millennium
- Leadership By Encouragement (St Lucie)
- Leaf Man (Ala Notable Children's Books. Younger Readers (Awards))
- Learning by Doing: A Comprehensive Guide to Simulations, Computer Games, and Pedagogy in e-Learning and Other Educational Experiences
- Legal Aspects of Health Care Administration
- Living a Life that Matters
- Log Cabin Classics
- Making Diversity Work: Seven Steps for Defeating Bias in the Workplace
Books Index
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