From the Publisher
With matchless and comprehensive content surpassing that of many textbooks on the topic, Advanced Sales Skills Certificate Program Manual and CD authors Farb and Gordon bring in both the serious and humorous side of sales and business situations. The book and CD span 1260 pages; a visual learner may be frustrated that the two do not follow each other in content and by the fact that there is no provision to print selected CD pages.
As the authors state, the book on how to influence business decision-makers supplements the Certificate Program included in the CD provided. One of the most in-depth sections addresses the importance of using humor in communication. "Sales Humor Delivery Skills" and "Sales Humor Writing Skills" use fictional pharmaceutical salespeople and sales managers to demonstrate the wrong and the right way to deliver sales presentations, including any written correspondence. To understand the body language and the cues a prospect gives a salesperson, the CD with video and sound, animation, and elaborate illustrations, enhances the presentation.
Another useful section is "Internet Searches." Complete with a description of search engines, subject directories, and metasearch gateways are instructions on how to search, how to evaluate web resources, and how to troubleshoot a web search finding. The only thing missing in this section is a direct and specific connection to using this tool in the context of selling.
The book portion of "Internet Searches" is fourteen pages long. There are many in-depth opportunities in both the book and in the CD to tailor examples to selling and sales related searches. The authors state this section, "is geared toward sales and marketing in the health care professions," and go further to clarify that the techniques described will help anyone find anything. In fourteen pages, there are six general health care examples. The addition of a broader example would lend more specificity to an otherwise thorough section on these useful Internet skills.
In the unrivaled content of Advanced Sales Skills Certificate Program Manual and CD readers have the opportunity to use the CD as a script to follow. By doing so they should acquire useful sales skills. A test to certify their understanding, and the subsequent printing of a certificate, offers the proof.
About the Author
Dr. Farb is a member of the American Academy of Ophthalmology, the Union of American Physicians and Dentists, the AOJS, the American Association of Physicians and Surgeons, the ASTD, the E-Learning Forum, the Southern California Biomedical Council, the PDA (Parenteral Drug Association), and the Medical Marketing Association.