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Sales Training / Observation & Analysis
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Management Theories research papers
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An 8 page paper in which the writer reviews the training techniques, procedures, and overall style of a sales manager observed while teaching a new class of sales reps the 'ins and outs' of cold canvassing. Issues concerning sales pitching, handling common objections & rebuttals from customers, territory selection, and more are covered. The writer is particularly concerned with the way the sales manager appeals to the psychology of his team while offering colorful anecdotes and metaphors to maintain their interest throughout the entire class. The writer also accompanies this group on their first day in 'the field' and outlines their progress and productivity in selling-- under the manager's guidance. No bibliography.
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Pages:
8
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Filename:D0_Trainin.doc |
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Paper Title:
Sales Training / Observation & Analysis
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