Summary of Sales Training

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Sales Training book summary


8 Overall

10 Applicability

8 Innovation

6 Style


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. 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.

In this summary, you will learn

  • What a thorough, relevant sales training curriculum encompasses;
  • How to determine who should attend sales training;
  • What activities sales training and development classes should include; and
  • How to nurture thinking, networking and relationship-building skills.

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.



Back to Basics
Football great Vince Lombardi had a ritual each summer. When he first gathered his team together to begin training, he would hold up a football in their midst and declare in his stentorian voice, "This, gentlemen, is a football." On at least one occasion, a player spoke ...

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