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Sales Meeting Companion

by Dave Skrobot and Mike Rolland

157 pages; quality trade paperback (softcover); catalogue #04-0683; ISBN 1-4120-2855-8; US$23.00, C$26.95, EUR19.00, £13.50

Educates managers of sales teams by giving them the tools and techniques for facilitating more productive sales meetings in order to better motivate and inform their employees.

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About the Book      About the Author      Excerpts      Catalogue Info

About the Book A unique and revolutionary "How- to" book targeted towards any Manager who endeavors to produce more effective, knowledge- based meetings. Sales Meeting Companion provides the reader with three different tools, packaged in a 188-page, user-friendly paperback. First Section: Storybook A series of stories relating to how and what can go wrong in sales meetings and why many employees walk out scratching their heads, thinking, "What a waste of time". This section provides solutions that make "go- nowhere" meetings a thing of the past. Second Section: Chapters Lessonbook This part invites the reader to browse 26 different chapters that will accelerate sales, improve customer service, and increase client retention. Third Section: Toolbook The last section summarizes and gives the manager an area to compile notes for his/her future meetings. Each toolbook comprises a thesis paragraph encapsulating the root of the chapter, along with thought- provoking questions and answers which are easily used by the manager to challenge and test the sales staff. Each of these chapters makes it easy for the Manager to give new and insightfu information for powerful weekly or bi-weekly meetings.

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About the Authors Dave Skrobot has an extensive background in sales, training and automotive journalism. He regularly facilitates training courses across North America. He is the featured fixed operationsc olumnist with Ward's Dealer Business magazine and Canadian Auto World magazine. He has written over 50 articles which have appeared in other leading publications like: Calgary Herald Victoria's Times Colonist Ward's Dealer Business Canadian Auto World SEMA newsletter Toyota's In Gear Time Media Publications Service Station Garage Management (SSGM) Aftermarket Canada Mike Rolland has, for the past 25 years, worked in the automotive industry in a range of positions from retail sales and service to regional management and as national service manager. His experiences with three of the top five auto manufacturers has seen him working in five countries spread over three continents.

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Excerpts

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Catalogue Information

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