MARC Record from marc_columbia

LEADER: 05384cam a2200793Ma 4500
001 14771257
005 20220611232533.0
006 m o d
007 cr cn|||||||||
008 170728r20172000enka ob 000 0 eng d
035 $a(OCoLC)ocn993636787
035 $a(NNC)14771257
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020 $a9781315243832$q(e-book)
020 $a1315243830
020 $a1351902237
020 $a9781351902236$q(electronic bk.)
020 $a1351902245
020 $a9781351902243
020 $a9781351902229$q(e-book ;$qMobi)
020 $a1351902229
020 $z9780566082061
020 $z0566082063
020 $z1138252433
020 $z1351902229
020 $z9781138252431$q(paperback)
024 7 $a10.4324/9781315243832$2doi
035 $a(OCoLC)993636787$z(OCoLC)994302859$z(OCoLC)1001980053$z(OCoLC)1003995870$z(OCoLC)1017721209$z(OCoLC)1020001451$z(OCoLC)1022761889$z(OCoLC)1027168054$z(OCoLC)1029448170$z(OCoLC)1031315231$z(OCoLC)1034649266$z(OCoLC)1037797945$z(OCoLC)1069709488$z(OCoLC)1082201060$z(OCoLC)1119955699$z(OCoLC)1260360666$z(OCoLC)1274709297
037 $a1019764$bMIL
050 4 $aHF5439.8$b.R63 2017
072 7 $aBUS$x082000$2bisacsh
072 7 $aBUS$x041000$2bisacsh
072 7 $aBUS$x042000$2bisacsh
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082 14 $a658.31245$bR646
049 $aZCUA
100 1 $aRoberts-Phelps, Graham.
245 10 $aSales training games :$bfor sales managers and trainers /$cGraham Roberts-Phelps.
260 $aAbingdon, Oxon :$bRoutledge,$c2017.
300 $a1 online resource (xvi, 251 pages) :$billustrations
336 $atext$btxt$2rdacontent
337 $acomputer$bc$2rdamedia
338 $aonline resource$bcr$2rdacarrier
500 $aOriginally published 2000 by Gower.
504 $aIncludes bibliographical references (page 251).
520 $a"Selling is a skill that should not be limited to sales staff. Customer service, or other support staff, could all benefit from developing an awareness of and an ability to sell to customers. Also, the opportunity for developing those skills should not be limited to sales training workshops. Here, at last, is a mix of over 80 games, exercises and ideas that can be used to develop sales, customer service and other staff. They range from simple 'skill boosters' for coaching sessions or team meetings, through icebreakers, energizers and selling quizzes to full blown role plays and case studies. The principle at the heart of all the material is that games and exercises should be generic - transferable across different organizations and sales situations - and that they should use an 'open content' approach. This means that participants must supply their own examples and experiences, to make the material immediately and completely relevant. This collection of games and exercises will enable sales managers or trainers to: develop their people with confidence, secure in the knowledge that all of the material has been thoroughly road-tested on courses and seminars; ensure a flexible approach, varying their pace or style in response to the subject matter and their audience; reinforce the learning, using different formats of exercise to cover the same learning points; train (rather than talk), using the material to encourage people to start using what they already know."--Provided by publisher.
505 0 $aChapter 1 Introduction -- chapter 2 Ice-breakers and energizers -- chapter 3 Subject breakers -- chapter 4 Models and methods -- chapter 5 Quizzes and questionnaires -- chapter 6 Group energizers -- chapter 7 Problem-solving and planning -- chapter 8 Role plays, practice sessions and case studies -- chapter 9 Skill boosters -- chapter 10 Answers.
506 1 $aLegal Deposit;$cOnly available on premises controlled by the deposit library and to one user at any one time;$eThe Legal Deposit Libraries (Non-Print Works) Regulations (UK).$5WlAbNL
540 $aRestricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.$5WlAbNL
650 0 $aSales personnel$xTraining of.
650 0 $aSelling$vProblems, exercises, etc.
650 6 $aVendeurs$xFormation.
650 6 $aVente$vProblèmes et exercices.
650 7 $aBUSINESS & ECONOMICS$xIndustrial Management.$2bisacsh
650 7 $aBUSINESS & ECONOMICS$xManagement.$2bisacsh
650 7 $aBUSINESS & ECONOMICS$xManagement Science.$2bisacsh
650 7 $aBUSINESS & ECONOMICS$xOrganizational Behavior.$2bisacsh
650 7 $aSales personnel$xTraining of.$2fast$0(OCoLC)fst01103864
650 7 $aSelling.$2fast$0(OCoLC)fst01111969
655 0 $aElectronic books.
655 4 $aElectronic books.
655 7 $aProblems and exercises.$2fast$0(OCoLC)fst01423783
776 08 $z9780566082061$z9781138252431
856 40 $uhttp://www.columbia.edu/cgi-bin/cul/resolve?clio14771257$zTaylor & Francis eBooks
852 8 $blweb$hEBOOKS