现代销售学：创造顾客价值(第11版)Manning_11e_02.pptVIP

* * * * * * * Four Sources of Sales Training Corporate-sponsored training Training provided by commercial vendors Certification programs College and university courses Copyright ? 2010 Pearson Education, Inc. Publishing as Prentice Hall 2-* Learning How to Sell “The principles of selling can be learned and applied by people whose personal characteristics are quite different.” Copyright ? 2010 Pearson Education, Inc. Publishing as Prentice Hall 2-* Corporate-sponsored Training Many firms have established programs Millions are spent in training each year Salespeople among the most intensively trained employees Training for consultative selling may be a few months to a year Some Web-based training used Copyright ? 2010 Pearson Education, Inc. Publishing as Prentice Hall 2-* Sales Training Offered by Commercial Vendors Sales Performance International Integrity Systems, Inc. Huthwaite, Inc. Miller Heiman, Inc. Achieve Global Wilson Learning Worldwide Dale Carnegie Institute, Inc. Copyright ? 2010 Pearson Education, Inc. Publishing as Prentice Hall 2-* Commercial Vendor:Huthwaite’s SPIN Selling See the Website Copyright ? 2010 Pearson Education, Inc. Publishing as Prentice Hall 2-* Commercial Vendor:Wilson Learning Worldwide See the Website Copyright ? 2010 Pearson Education, Inc. Publishing as Prentice Hall 2-* Certificate Programs: The Certified Medical Representative See the Website Copyright ? 2010 Pearson Education, Inc. Publishing as Prentice Hall 2-* University Sales Programs Copyright ? 2010 Pearson Education, Inc. Publishing as Prentice Hall 2-* Key ConceptDiscussion Questions  Explain how: Perso