Facilitator Guide:
• Administrative guidelines
• Theoretical background
• Selling Environment Matrix Model
• The Collaborative Selling Process Model
• Experiential learning/training methodology
• Selling Situation Scales and Rationales
• Normative data
• Workshop design
• Preparation checklist
• Training design option
• Training outline template
• Optional activities
• Sample copy of Participant Guide
• CD-ROM containing Microsoft® PowerPoint® presentation and reproducible masters, including a Certificate of Achievement, Training Evaluation, participant handouts, and overhead transparency masters
• Convenient binder format
Attribute name | Attribute value |
---|
FORMAT | Binder with CD and Participant Workbook |
OBJECTIVE | To improve selling skills |
AUDIENCE | Anyone involved in face-to-face sales |
TIME REQUIRED | 1 to 3 hours |
AUTHOR | Kenneth R. Phillips |