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TELESALES
Pocketbook
A pocketful of vital
tips and techniques
for every member of
the telesales team
Peter Wyllie
Author : Peter Wyllie
ISBN : 978 1 870471 39 8
Pages : 112
Price : Book £7.99 e-Book £6.96
The Telesales Pocketbook is full of
advice and good ideas for everyone who
uses the phone to generate sales and
there are also useful tips for managers of
telesales teams. Thousands of sales
people and sales managers have attended
the author’s lively and humorous sales
and management seminars. His firm
grasp of both theory and practice is
clearly evident in this Pocketbook.
He begins by looking at attitudes,
interpersonal skills and preparation.
Next he looks at the psychology of
selling before mapping out the four key
steps to making the sale. In the chapter
on ‘reducing resistance’ four basic
personality types are profiled and in each
case the author gives suggestions for
winning them over. There are also
sample question-and-answer sessions,
between prospect and salesperson, to
demonstrate how to deal with a range of
concerns. Practical and informative.
THINKER’S
Pocketbook
A pocketful of tips,
techniques and tools to
expand your portfolio of
thinking skills and improve
your mental agility
Angelena Boden
Author : Angelena Boden
ISBN : 978 1 870471 52 7
Pages : 96
Price : Book £7.99 e-Book £6.96
We have over 50,000 thoughts a day. We
accept, question, challenge or discard
them. Some tumble around in confusion,
become exaggerated and irrational,
causing anxiety and mental paralysis.
Thinking is healthy but it needs to be
managed and channelled constructively.
The Thinker's Pocketbook examines the
many different ways of thinking:
positive, dissatisfied, creative, lateral,
logical, bottom-line, over-thinking and
non-thinking, intuitive and magical
thinking. There are exercises and
examples – all designed to help you
improve your mental flexibility.
TIME MANAGEMENT
Pocketbook
6th Edition
A pocketful of tips,
techniques and tools for
those who want to make
effective use of their
business time
Ian Fleming
Author : Ian Fleming
ISBN : 978 1 906610 37 1
Pages : 128
Price : Book £7.99 e-Book £6.96
The Time Management Pocketbook is
one of our most popular titles, now in
its 6th edition. Effective use of time is
not just about using your diary better; it
calls for many management skills. The
author looks at these skills within the
context of a time management model.
The model breaks down the process of
managing time into these headings:
managing what you do, managing
where you work, managing
communications, managing to work
with others and managing every day.
Skills covered include: objective setting,
decision-making, problem-solving,
creativity, assertiveness, listening,
questioning, reading, writing, and
handling paperwork and phone calls.
Management Pocketbooks FAX: +44 (0)1962 733637
TRAINER’S
Pocketbook
10th Edition
A pocketful of
tips, techniques and
tools for trainers,
instructors, teachers
and group leaders
John Townsend
Author : John Townsend
ISBN : 978 1 903776 16 2
Pages : 128
Price : Book £7.99 e-Book £6.96
The Trainer's Pocketbook – the title that
launched Management Pocketbooks and
with sales now exceeding 80,000 copies!
This best-seller takes a succinct, practical
approach to all aspects of structuring and
delivering a training course or seminar. It
covers learning theory, learning
environment, techniques for opening and
closing the session, the right equipment
and how to use it, preparation, delivery
and group activities.
Writing in the Bookseller Buyer's Guide,
James Furnival, manager of The
Stationery Office Bookshop in
Birmingham, gave details of the
publication of the 9th edition of The
Trainer's Pocketbook, commenting: 'A
book doesn't get to a 9th edition for no
reason. A classic among training books'.
Other endorsements include: 'The most
creatively practical book on the subject'
and 'standard handout material for all
instructors we train'.