Sales Training
International Capabilities
Content
Matter Experts
Years of dedicating resources
and conducting ongoing research in narrowly focused areas produces an
extraordinary data base of knowledge, skills and strategies.
Sales Training
International is the content matter expert in the professions of Sales,
Sales Management and Customer Service.
Future visions of what selling
will be like in the years to come are continuously trended and course
work developed well before our competitors recognize a change has occurred.
If there is a training or consulting need in these areas, we can provide
a course, module or research resource to address it.
Sales
Competency Model
Our unique and comprehensive
Sales Diagnostic Questionnaire, researched for more than 15 years, was
formally introduced in a presentation at the American Society for Training
and Development's International Conference in 1994. Since then, it has
been validated against independent competency model studies completed
by Fortune 500 and other successful companies.
The SDQ enables our clients
to start with a valid competency model without spending a significant
amount of money. Off-the-shelf courses have been redesigned to follow
the clear patterns of skill development needs discovered from our data
base of SDQ results.
Instructional
Strategies Development
To ensure clear learning
objectives are met and results are measurable, all STI programs and
modules are the product of the Instructional Strategies Development
(ISD) Model.
• Assessment -
clearly defined needs analysis
• Design - defining the business, performance and learning objectives
• Development - writing the course content and structuring the learning
activities
• Implementation - beta test, pilot and roll-out
• Evaluation - determine the extent to which the objectives are achieved
at four levels:
Level 1. Participant
reaction and productivity projection
Level 2. Ability to demonstrate knowledge and skills in class
Level 3. Transfer of knowledge and skill back on the job
Level 4. Business objectives achieved, R.O.I. determined
Accelerative
Learning
STI courses are available
in the Accelerated Learning format. Our research shows a 47% decrease
in errors during practice sessions with this model. All redeveloped
and new courses are being designed to follow this advanced learning
technology. Our accelerated learning design includes:
- Overview - Transition
to topic
- Introduction - Learner objectives
- Active presentation - Lecturette, overhead, etc.
- Primary activation - Work through example
- Secondary activation - Independent/group practice
- Passive presentation - Baroque music ... option
- Active concert - Voice surfing ... option
Trainer
Materials
Each train-the-trainer course
provides two basic manuals; Facilitator's Reference Manual and the Classroom Guide.
Facilitator's Reference Manual - divided into three sections:
- The introduction
section provides a quick snapshot of the course that includes: a course
summary; learning objectives; estimated time; materials list for facilitator
and participants and methods to evaluate the results.
- The content section of this manual provides an in-depth knowledge
base of the course to help the facilitator feel confident that he/she
knows the material.
- Finally, the facilitator's tips section contains information for the
new trainer or non-training professional on logistics, platform etiquette,
facilitation process, taking care of participants and handling troublesome
participants.
Classroom
guide - This three-ring bound manual offers two styles of classroom
guides. For our Customer Service Excellence courses, the facilitator
notes are on the left page and the participant manual page is on the
right. Our sales courses use the note boxes provided on each page for
the trainer instructions.
Other features include:
- Icons that signal
what is to happen next
- Overheads that can be pre-loaded for easy use
- Activities and generic case studies included for skill development
(flexibility allows customized case studies to be inserted)
Facilitation Options
We offer the following delivery
options:
- Web-based Training with sales managers/supervisors or STI staff / Affiliates providing in-person coaching (coaching guides are online).
- Facilitation by STI trainers at any suitable location selected by
the client
- We offer " Train-the-Trainer" to support faciliation by in-house trainers
- Blended approach using a combination of learning methods to sustain learning and in the field application
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For
additional information call us (800) 551-SELL (7355)
or send us your request using e-mail info@saleshelp.com

1-800-551-SELL (7355)
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