Books

JRC Training Solutions

310.398.1341

Books by Jerry Rosen to help you achieve high-impact improvement strategies with maximum instructional and cost effectiveness:

	Using Sales Training Best Practices To Increase Sales
	Developing Performance-Based Sales Training To Increase Sales
	Performance-Based Sales Training

Using Sales Training Best Practices To Increase Sales

If you’re responsible for funding, promoting, developing, or managing sales training, Jerry Rosen’s book Using Sales Training Best Practices To Increase Sales: What Stakeholders Should Expect and Developers Should Understand is a resource you’ll refer to again and again.

This book identifies 40 best practices that savvy, forward-thinking companies adopt to maximize the success of their sales training programs. It also provides highly practical (hands-on) ideas about how to put best practices into action. For example, ideas about how to align sales training programs and events with key organizational/sales goals.

When implemented, the book’s best practice ideas can help transform salespeoples’ behavior and empower them to sell more, sell smarter, and sell with increased efficiency. For example, one chapter tracks the life cycle of a sales training program. Concrete suggestions are given about what might be done during each life cycle phase to enhance the probability of experiencing results which contribute directly to the bottom line.

The final chapter presents seven detailed activity checklists to get you started down the road to sales training success. For example, a checklist to help you create a sales training organization map.

The contents of Using Sales Training Best Practices To Increase Sales:

Defining Our Terms
Gaining the Initial Commitment for Sales Training
Developing Sales Training
Implementing Sales Training
Supporting Sales Training
Sales Training Program Life Cycle
Sales Training Jump Start

Most chapters conclude with a series of best practice self-assessment questions. Use them to informally audit an organization’s sales training.

150 pages; electronic version (Word for Windows *.doc file); $40; published by JRC Training Solutions.

To purchase Using Sales Training Best Practices To Increase Sales, email JRC.

Developing Performance-Based Sales Training To Increase Sales

At JRC, we don’t think organizations get the kind of sales training they deserve. Jerry Rosen’s book Developing Performance-Based Sales Training To Increase Sales: Strategies And Tools For Building Highly Effective Sales Training grew out of years of work developing sales improvement programs for clients like Toyota and Xerox.

Developing Performance-Based Sales Training To Increase Sales offers a soup-to-nuts guide that takes you through the whole process of sales training development, from creating courses to installing them in the field. It helps you design a competency-based sales training system that gives your company's salespeople a true competitive edge.

The contents of Developing Performance-Based Sales Training To Increase Sales:

Some Basic Sales Training Information
Sales Training Curriculum Overview
Sales Training Courses
Guide To Sales Training Development
Accelerating Sales Training Development
Sales Training Self-Assessment
Sales Training Terminology

The book contains 46 highly practical sales training performance tools you can use to help you develop more effective sales training for your organization. Some examples of tools are:

Sales Training Curriculum Tailoring: Salespeople In Simple Sales Situations
Sales Training Curriculum Tailoring: Salespeople In Complex Selling Environments
Typical Agenda For Sales Training Development Step 1: Define The Needs
Determine If Sales Training Is The Appropriate Response

Who will benefit from this book? Anyone involved in creating sales training, delivering sales training, or supporting the readiness of their organization’s sales force.

145 pages; electronic version (Word for Windows *.doc file); $40; published by JRC Training Solutions.

To purchase Developing Performance-Based Sales Training To Increase Sales, email JRC.

Performance-Based Sales Training

200 pages; $95; published by HRD Press.

To purchase Performance-Based Sales Training, contact HRD Press.

Partial List of Companies Which Have Purchased/Used Books By Jerry Rosen

Advanced Micro Devices
American Express
Automotive Associates
Aveda
Banco Popular De Puerto Rico
Blue Cross/Blue Shield
Bose
Bristol-Myers Squibb
CallSource
Canon
ConAgra
Coors Brewing Company
Crevier BMW
Dun & Bradstreet
Eastman Chemical Company
Estee Lauder
Fireman’s Fund Insurance Company
Full Spectrum Lending (Countrywide Home Loans)
Genesys Conferencing
Gilead Sciences
Hewlett-Packard
Kraft Foods
Liberty Mutual
Mack Trucks
McKesson Pharmaceutical
Motorola
Nielsen Media Research
Nissan
Novell
PRTM Management Consulting
Thinq Learning Solutions
Time Warner Cable
Toyota
Tracker Marine Group
UnumProvident
US Postal Service
US Sprint
Volvo
Wausau Insurance Company