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09/09/2010

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Viewing Resources in Sales resources

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Click here for more information Strategic Sales Workbook
Scope: 4. Detailed, Contributor: *Miss Joy Wilson
Workbook contains 6 elements of strategic selling, The WISE deal formula, hard & soft fact finding techniques, negotiating strategies, thinking errors and solutions, avoiding conflict in negotiation. Download the FREE slides to accompany this workbook from this site
Type: pdf       Size: 2.2MB    Rating: 0/5       Downloads: 0
£48.75 Add To Basket
Click here for more information Advanced Selling Skills
Scope: 5. Comprehensive, Contributor: *Miss Joy Wilson
58 advanced selling skills slides covering preparation, process, influencing, encouraging loyalty, prospecting, concessions
Type: ppt       Size: 0.3MB    Rating: 0/5       Downloads: 0
£18.75 Add To Basket
Click here for more information Business to Business Negotiation
Scope: 5. Comprehensive, Contributor: Mr Peter Dilger
Everything needed to conduct a negotiation exercise based on a Business to Business scenario. Contains sellers and buyers briefs which explore all aspects of the negotiating process. Observation and feedback may be provided by the facilitator or delegates can act as observers. Designed to show that a win-win result can be negotiated from an apparently win lose situation. Excellent as part of negotiation skills and management programmes
Type: pdf       Size: 63.75KB    Rating: 3/5       Downloads: 5
£15.00 Add To Basket
Click here for more information Appointment setting by phone ready to deliver
Scope: 4. Detailed, Contributor: Mr Richard Lucas
A fully designed, ready to deliver course on how to effectively set appointments by phone
Type: pdf       Size: 0.9MB    Rating: 0/5       Downloads: 0
£58.50 Add To Basket
Click here for more information Sales MoT
Scope: Not Specified, Contributor: Mr Perry Burns
Diagnostic test to evaluate saleability of product or service
Type: pdf       Size: 0.2MB    Rating: 0/5       Downloads: 0
£15.00 Add To Basket
Click here for more information Free sales and marketing resource
Scope: 2. Fundamentals, Contributor: *Mr Andrew Gibbons
All the raw material you need to design and prepare your sales and marketing activities. A real time saving 11 page resource. Get over 900 Power point slides and notes including a set on sales and marketing issues at my website: www.andrewgibbons.co.uk
Type: rtf       Size: 28.37KB    Rating: 4/5       Downloads: 38
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Click here for more information Fundamentals of selling workshop outline
Scope: 1. Primer, Contributor: *Mr Andrew Gibbons
A workshop outline with behavioural objectives and indicative content.
Type: doc       Size: 29.70KB    Rating: 4/5       Downloads: 68
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Click here for more information Negotiating Tactics
Scope: 2. Fundamentals, Contributor: *Miss Joy Wilson
Part two of our negotiating tactics to watch out for
Type: doc       Size: 0.1MB    Rating: 4/5       Downloads: 24
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Click here for more information Using Tactics in Negotiations
Scope: 3. Outline, Contributor: *Miss Joy Wilson
Tactics can be regular ingredients in negotiations. This is more often when there is not a good relationship between the parties involved. Be aware that your use of tactics can promote a relationship that lacks trust and respect. You should certainly should be familiar with the tactics so that you increase your ability to respond to them in an appropriate manner. Here are some that you may come across in your negotiations
Type: doc       Size: 0.2MB    Rating: 4/5       Downloads: 26
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Click here for more information Sale of Land Negotiation
Scope: 4. Detailed, Contributor: *Miss Joy Wilson
The purposes of this exercise are: (1) to provide you with a look at what it feels like to have your opponent in a negotiation try to discover and satisfy your needs in a negotiation; (2) to give your opponent practice in discovering needs in a negotiation.
Type: doc       Size: 0.1MB    Rating: 4/5       Downloads: 15
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Click here for more information Strategic Selling Slides
Scope: 3. Outline, Contributor: *Miss Joy Wilson
A slide show to support a strategic sales session
Type: ppt       Size: 0.2MB    Rating: 4/5       Downloads: 36
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Click here for more information personal number negotiation
Scope: 3. Outline, Contributor: *Miss Joy Wilson
You are the personal agent of His Royal Highness, the Crown Prince of one of the Gulf oil states. The Prince has authorised you to buy a personal number plate for his rolls royce - but can you negotiate a fair price
Type: pdf       Size: 30.30KB    Rating: 3/5       Downloads: 13
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Click here for more information The Heavy Goods Vehicle Negotiation
Scope: 3. Outline, Contributor: *Miss Joy Wilson
A negotiation for a refrigerated HGV that enabled exploration of a range of variables for buyer and seller
Type: pdf       Size: 0.2MB    Rating: 4/5       Downloads: 7
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Click here for more information Negotiating phases and appropriate behaviours
Scope: 2. Fundamentals, Contributor: *Miss Joy Wilson
A checklist of phases and behaviours that help or hinder the negotiation
Type: doc       Size: 92.16KB    Rating: 4/5       Downloads: 72
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Click here for more information The Sales Process
Scope: Not Specified, Contributor: *Mrs Charlotte Mannion
Handout on selling for staff who are new to the process
Type: pdf       Size: 43.93KB    Rating: 4/5       Downloads: 150
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Click here for more information Sales training role play exercise
Scope: Not Specified, Contributor: *Mr Neil Farnworth
This is a role play which may be used in a selling skills workshop There are 2 files one for the sales person and one for the buyer.
Type: pdf       Size: 23.59KB    Rating: 4/5       Downloads: 194
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Click here for more information Sales training role play exercise
Scope: Not Specified, Contributor: *Mr Neil Farnworth
This is a role play which may be used in a selling skills workshop<br>There are 2 files, one for the sales person and one for the buyer
Type: pdf       Size: 23.69KB    Rating: 4/5       Downloads: 129
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Click here for more information After Sales Service Tips
Scope: 2. Fundamentals, Contributor: *Mr Neill Loughlan
A guide to giving great after sales service in order to help build an ongoing relationship with your customers.
Type: pdf       Size: 0.3MB    Rating: 4/5       Downloads: 2
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Click here for more information The Sales Persons Six Pack
Scope: 3. Outline, Contributor: *Mr Neill Loughlan
Successful sales people have six key attributes that they ensure are maintained in tip top, healthy condition. Use this guide to give yourself a health check and see if you are fit for sales?
Type: pdf       Size: 0.3MB    Rating: 0/5       Downloads: 1
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Click here for more information OBJECTION HANDLING MODEL
Scope: 4. Detailed, Contributor: Mr JOHN ALEXANDER
This is an easy to use 5 step objection/reservation handling model. Using this model will enable you to deal with objections in a professional and assertive way and, at the same time maintain rapport with your customer.
Type: pdf       Size: 0.4MB    Rating: 4/5       Downloads: 145
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In order to clarify the expection of what a resource is, the Scope has been introduced. The different Scopes of a resource are:

1 Primer
A resource that only offers really basic information that merely identifies a concept or point but does not explain its meaning or use.
Suitable for one liners and sayings etc.

2 Fundamental
A resource that provides basic information that identifies a concept or point of view and offers a brief explanation. Does not necessarily explain the use of the point or concept in question.
Suitable for one liners and sayings with a brief explanation of their meaning.

3 Outline
A concept or saying with an explanation of its meaning and its uses within a situation. Is not necessarily compete but is sufficient as a hand out or tool in support of a comprehensive item.

4 Detailed
A compete explanation of a concept with definition and usage written in pain English (or other language). Suitable for inclusion as a module within a larger item and likely to contain a number of Primers, Fundamentals and be accompanied by an Outline or two.

5 Comprehensive
A full, multi module, multi conceptual item that can be used as a standalone.

Also a rating for a resource indicates how good or not previous downloaders thought the resource was:
0/5 means that no one has rated the resource
1/5 means a bad resource
5/5 means a good resource.
Good or bad is a simple indicator and is not meant to qualify in what way the resource is good or bad. The contributor may contact a downloader for qualitative feedback.