Sales: Games and Activities for Trainers [Paperback]

Gary Connor (Author), John Woods (Author)

Book Description

Publication Date: May 1, 1997

Games and other classroom activities can make training more fun, memorable, and effective. Sales Games and Activities for Trainers is the most useful—and complete—collection of games, role-plays, activities, and other skill-building exercises ever collected for increasing the effectiveness of sales training. There are games and activities covering all aspects of selling, from making presentations to handling objections.

Editorial Reviews

From the Back Cover

When you're training your salespeople to win at the game of selling, it pays to have some fun. Improving the skills of your salespeople can have a dramatic impact on your bottom line. But many salespeople are bored by conventional training approaches, and the result is not much improvement in their skills or behaviors. Sales Games and Activities for Trainers solves this problem by giving you 90 games and activities that make sales training more fun--and effective--for trainers and their trainees. Exciting, interactive exercises covering all aspects of selling--from time management and organizational skills, to relationship building, questioning techniques, sales presentations, handling objections, and fending off the competition--include learning objectives, instructions, and points to discuss afterward. The success of McGraw-Hill's best-selling Games Trainers Play series proves that trainers find training games effective. Now, for the first time, trainers get the most powerful games and activities designed specifically for training salespeople, customer service representatives, telemarketers, and others involved in the selling process. ''If just one of these games, used in one of your training sessions, helps just one salesperson increase productivity by just 10 percent, your investment in Sales Games and Activities for Trainers will be paid back a hundred times over of more.''--Robert W. Bly, author Selling Your Services. ABOUT THE AUTHORS: Gary B. Connor is the head of The Connor Group. He has developed and sells the sales training program ``Buyer's Side Selling.'' He also delivers seminars and does speaking on sales, sales management, and time management. He is a member of the Board of Directors of the Professional Society for Sales and Marketing Training and of Sales and Marketing Executives. John A. Woods is president of CWL Publishing Enterprises, a firm that specializes in the development of business publications. He is co-editor of McGraw-Hill's The Quality Yearbook (now in is fourth edition) and The ASTD Training and Performance Guidebook.

About the Author

Gary B. Connor is the head of The Connor Group. He has developed and sells the sales training program "Buyer’s Side Selling." He also delivers seminars and does speaking on sales, sales management, and time management. He is a member of the Boards of Directors of the Professional Society for Sales and Marketing Training and of Sales and Marketing Executives. John A. Woods is president of CWL Publishing Enterprises, a firm that specializes in the development of business publications. He is co-editor of McGraw-Hill’s The Quality Yearbook (now in its fourth edition) and The ASTD Training and Performance Yearbook.

Product Details

• Paperback: 256 pages
• Publisher: McGraw-Hill; 1 edition (May 1, 1997)
• Language: English
• ISBN-10: 0070718474
• ISBN-13: 978-0070718470
• Product Dimensions: 11.1 x 8.6 x 0.6 inches
• Shipping Weight: 1.5 pounds (View shipping rates and policies)
• Average Customer Review: 3.0 out of 5 stars  See all reviews (7 customer reviews)
• Amazon Best Sellers Rank: #787,621 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

3 of 3 people found the following review helpful:

5.0 out of 5 stars Great Resource for Use in Training, October 8, 2001

By 

Sherrie S. Funk (Nashville, TN United States) - See all my reviews

This review is from: Sales: Games and Activities for Trainers (Paperback)

I do training for an association in which we are members. Although the exercises in this book are for sales people, I have adapted more than a dozen of them to use in various training sessions, from surviving or thriving in our changed economy to direct marketing by snail mail and email. Would recommend this book to anyone who needs visuals to motivate others.

2 of 2 people found the following review helpful:

5.0 out of 5 stars A Super Resource, September 8, 2003

By 

"platelet150" (Wilmington, DE) - See all my reviews

This review is from: Sales: Games and Activities for Trainers (Paperback)

I hate to disagree with my esteemed colleague from Mexico City but for any of us who deal with the REAL world of selling, this book is a gem. It is a quick and easy to use way to spice up sales meetings.

1.0 out of 5 stars Disappointed, February 7, 2007

By 

Eileen L. Mcclure - See all my reviews
(REAL NAME)   

This review is from: Sales: Games and Activities for Trainers (Paperback)

I just felt that there was nothing in the workbook that was useful. Most of the material was something I would be embarassed to try on a group, and I have to say, this will end up in the next garage sale!