Understanding Relationship Selling: How to Build Customer's Rapport, Respect and Trust Understanding Relationship Selling combines self-study with realistic workplace activities to develop skills in understanding the value of building relationships with your customers to facilitate repeat business and achieve referrals. It compares traditional selling techniques with more modern sales processes based on the development of trust, rapport and empathy. This Learning Short-take will guide you in evaluating your own approach to selling, and help you develop new and innovative strategies to foster...

Customers are interested in products and services that fulfill their needs and wants. If a customer doesn't have a perceived need or want then it is unlikely that they will buy. As an experienced salesperson, you must create need and motivate your customers to want to own or use the products and services that you sell. This Learning Short-take combines self-study with workplace activities to help you understand the elements of customer motivation. You will develop tips, tricks and techniques to encourage your customers to start or continue to do business with you, and get the products and...

High Performance Learning is written for managers and training professionals. For managers, High Performance Learning will assist you in ensuring that your team gets the most out of internal and external training courses and e-learning programs to help meet your personal, team and organizational goals. It provides managers with an understanding of their role in the training process and how they can ensure that team members apply what they have learned after training. For learning and development professionals, High Performance Learning explores strategies to engage managers and key...

Recruiting for Results: Secrets of Selecting the Right Person for the Job

Recruiting for Results combines self-study with realistic workplace activities to provide managers with the key skills and techniques to recruit and select the right employees for an organization. You will learn to deliver cost savings to the business by employing the right people, reducing employee turnover and re-recruitment costs, and achieving organizational results.

The recruitment of good employees is critical to long term business survival and should be treated as a competitive and strategic activity....