House-Training (Simple Solutions Series)

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Required Cookies These cookies allow you to explore OverDrive services and use our core features. Performance and reliability cookies These cookies allow us to monitor OverDrive's performance and reliability. Following on from the training there was a sustained increase in sales performance with significant improvements in closing ratios. In particular, one major account was landed within 1 month of the training which could be traced back directly to a new technique that sales people were implementing from the training.

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Confidence in the sales team was at an all time high and the whole company has been enjoying working with MTD as they continute to innovate and drive the environmental agenda with their customers. The programme have given me a great reminder of things I know, and some new ideas. Maersk Line is the core liner shipping activity of the A. Moller — Maersk Group, and the leading container shipping company in the world. Maersk Line employ over 16, and 7, Seafarers in offices located in more than countries.

Kim Campbell Thornton

With such a large scale operation, spanning every conceivable manufacturing sector, the Maersk Line Sales Organisation work with large complex Accounts, often on a global basis. With a highly capable internal training team, Maersk were looking for a provider with proven methodologies, a client focussed approach and the flexibility to create a truly bespoke programme that reflects the culture and style of their Sales People.

Having evaluated multiple potential suppliers, MTD were awarded the project with the clear remit to create something special from scratch. Spending time with the Mearsk Leadership and Senior Management Team, we created a truly bespoke solution. The validity of our approach was proven while we ran pilots with groups from Northern and Eastern Europe and African Regions.

To protect margins and drive profitability, we implemented a Negotiation methodology that gave consistency and rigour in the planning and execution of large scale commercial negotiations. Bank of Scotland Merchant Services enables businesses to accept plastic cards as a means of payment throughout the UK. Working across a broad range of retail and commercial customers, they offer the most comprehensive and effective card-processing solution to its customers. As part of its competitive repositioning, Bank of Scotland Merchant Services needed to reinforce and develop its existing sales function through the re-establishment of several new roles, including the key Sales Management function.

Critically, the need for professional training to focus on the creation, motivation and leadership of high-performing sales teams was identified as a top priority. MTD designed and delivered a 2-day Sales Management Workshop that focused on applying the core skills of Team Leadership, Performance Management and Individual Coaching to the task of managing a diverse group of itinerant salespeople.

All delegates found the content, style and delivery of the workshop were of a very high standard. This enabled them to readily understand how they can meet challenging objectives through their sales teams. Some of their comments are:. Sales management theory was delivered in an engaging and innovative way, setting the scene for the ultimate goal — providing the team with the practical tools to put the theory into practice. Business To Consumer. Taylor Wimpey are one of the largest house builders in the UK, operating from 24 regional offices across England, Scotland and Wales.

Taylor Wimpey aim to be the residential developer of choice for customers, employees, communities and shareholders. Although already successful Taylor Wimpey identified that the quality of their sales management would be a vital factor in continuing as one of the best performing house-builders in the UK. Sales Managers within the business have many responsibilities including the selection and recruitment of Sales Executives, their induction, coaching and day to day management along with the responsibility for delivering sales results for the business.

We also created the Taylor Wimpey 7 Stages Sales Process which sales executives were to follow to achieve consistence results. The feedback has been fantastic and we are starting to see the benefits manifest themselves out in the Business Units. The work they carried out was second to none, and I would have no hesitation in recommending them. Since their foundation in , The Holiday Place Plc has built a reputation for offering a quality, personalised service and superb value for money for their customers. The Holiday Place wanted their telephone staff to be able to close more deals and up and cross sell a wide range of products and services.

With a view to being the No 1 Tour Operator within the UK they called MTD in to design and deliver an on-going sales training programme for their staff. Module 2 — Proposing specific solutions to the Customer, and securing their commitment Closing Skills. We also ran a series of sales coaching workshops for their Team Leaders so that they could get the best from every member of their team after we had conducted the training.

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Our telephone sales force underwent a training programme in sales closing and cross selling techniques. The three key modules were, relationship building, sales closing skills and effective negotiation. The conversion rate from lead to sales has more than doubled, and with certain products even quadrupled. The benefits were not only evident in the sales to our customers but also the relationships between the staff and B2B relationships with our suppliers were improved considerably. As part of its goals EBI considers program development and improvement as a critical activity to its success.

This meant providing a 2-day robust sales manager training course which would be attended by individuals from a variety of banking and financial roles, with sales management responsibility. MTD designed and delivered a 2-day sales management workshop that focused on applying the skills and behaviours of sales management and sales leadership, setting sales targets and goals, with performance management technique to generate improved individual and sales team results.

As a result of a successful pilot, a second workshop was quickly organised and successfully delivered, with high commitment from delegates and individual action plans developed, acting as a self coaching checklist on their return to work.

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Our trainer was brilliant and it was our great pleasure to have such proactive trainer who extended significant constructive input to the participants during the training sessions. We really appreciated the time and dedication shown by MTD, especially from your Training Manager who put in a great deal of effort to coordinate the training and ensure that the programme ran smoothly and was successful.

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We hope this training programme will pave the way for future cooperation between our two companies. Started in , Just Go are a business offering the best value coaching holidays in the U. The imminent delivery of brochures to customers prompted them to get in touch with MTD. Firstly we contacted the business as mystery telephone shoppers to identify how the leads were handled currently.

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  • From our findings we developed a one day programme to enhance the skills of the team both in handling up enquiries and identifying needs along with ensuring clients were fully aware of all options before they went on holiday. The sessions focused on questioning skills and generating interest in the add on areas. Retail Sales Training. To meet the demands of growth whilst offering a consistent and recognisable approach to advising customers and maximising sales results the need to promote and maintain high standards of Professional Showroom Sales Skills was evident across each of the operating companies.

    Industry leading standards of performance were required from all sales personnel, including showroom managers and staff. These standards would have to be supported with high degrees of sales skills and knowledge so that consistency and effectiveness would be achieved through strongly motivated and professional sales people. Amongst others, MTD were invited to explore potential training solutions to satisfy these needs. Drawing on their extensive experience in retail sales; considerable time and energy was invested in researching the customer experience, the knowledge and skill base of the people, and their current sales approaches.

    Informed by this research a pilot Showroom Sales Skills Workshop was devised which was attended by representatives from all levels of the business. The outcomes were very positive as the workshop focused on the crucial knowledge and skill areas in a way that engaged and motivated delegates to consistently build strong and profitable customer relationships.

    To ensure maximum impact, final workshop design was further enhanced through face to face interviews with staff at a variety of locations. This enabled MTD to deeply appreciate the situation at the critical customer interface, fine-tune the workshop and maximise its value. Small, yet highly significant adjustments were included that ensured total relevance and efficacy of the programme. To provide the closest possible focus a range of 33 skill competencies in seven groups were identified and measured as a start point for the workshops.

    The challenge now was to implement the package across the whole of the UK in the shortest possible time. A full schedule to roll out the workshops to people from 26 locations was drawn up between Porcelanosa and MTD which was immediately implemented. The complete UK and Ireland programme was delivered at key sites over an eight week period. Delegates found the training was stimulating, inspirational and practical.

    They were able to absorb and utilise the material in ways that helped them develop their skills, abilities and confidence; this meant more success in dealing with customers! Delegates found the content, style and delivery of the workshop were of a very high standard.


    This enabled them to readily understand how they can meet their objectives. They knew how to train the ability to pitch to all different ages and backgrounds within our showrooms. The programme was engaging, fun and easy to follow. A program was required to train and develop their District Sales Managers in the art of coaching and staff development. These courses were delivered over an 8 month period.

    Now all of their branch managers throughout their stores nationwide are performing at a much higher sales level due to the enhancement in their personal and professional development. The workshops were practical and focused on providing our District Sales Managers with the skills to be in turn, able to coach their Branch Managers.

    They really listened to what we needed and over-delivered on the promises. Blue Banana operate a chain of retail stores specialising in supplying a range of alternative clothing and services with appeal to late teens and early twenties , Blue Banana brings modern diversity coupled with real professionalism to the high streets and malls of Britain. The blending of bold marketing and effective retail skills is the key to success for the group, whose high street presence is complemented by a strong internet presence. With many young graduates employed in senior managerial and supervisory roles, the company benefits from their enthusiasm and energy.

    This gels with its target customers, but can be short on specific sales and management skills, leaving opportunities unmet and limiting staff and business potential. It was critical that the provider could relate to the kind of people in the business, and present quality material that would challenge and empower delegates to deliver better and more consistent performance.