Professional Society for Sales & Marketing Training

Saturday, November 21, 2009 September 2004   VOLUME 1 ISSUE 4  
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IN THIS ISSUE...
SMT to Conduct First Ever Comprehensive Sales & Marketing Training Survey
Message from the President
Less Than Eight Weeks Until SMT's 2004 Annual Conference
What the Sales Leader is Keeping From the CEO
Thinking Straight About Training... and Training Evaluation
Letting Salespeople Set the Price
Making Change Happen: Know, Believe, and Do
IMPACT Without Authority
Treasure vs. Trash
Customer Satisfaction No Longer Enough To Assure Loyalty
Profile of SMT Board Member Jay Franciscus
Don’t the New Hires Get It?
The Business of Improv
Is That a Mouse in Your Hand?
Effective Corporate Universities
2003 Annual Conference - Sales & Marketing Panel
A Profile of Don Sterkel, Co-Editor of SMT's Trainer Talk
A Profile of Becky Stewart-Gross, Co-Editor of SMT's Trainer Talk
Adult Education Training Principles
Getting Veterans on Board for Training
Is That a Mouse in Your Hand?
by Ruth Soskin

Recently, I taught a group of sales people how to use e-mail.  Before the session began, a participant approached me with a nervous look on his face. Timidly, he told me that he had not been “born with a mouse in his hand”.  I smiled and assured him that neither had I!  I promised him that I’d make the process as painless as possible. 
 
Does this scenario not tell us something about the anxiety that technology is causing many of us?  We might not have a choice about whether or not to use computers; however, we do have a choice of how we approach the learning process.

  • Think like a student.  Teach only what’s necessary and stay focused. 
  • Reduce the perceived intimidation factor.  Relate the technology to something familiar (e.g., learning how to drive a car, recording with a VCR, etc.). 
  • State it simply!  Use little or no jargon.  Break concepts down into manageable and digestible pieces. 
  • Demonstrate the concept.  Then let the students touch it and try it. 
  • Summarize the concept.  Make a logical transition to the next one. 
Be sure to provide simple, easy-to-read handouts for later reference.
 
Along the way, have fun!  This is very d-rrrry material--lighten it up!  Ask participants questions and let them discover the solutions! 
 
Don’t hesitate to offer praise!  Build your students’ confidence.  Provide reinforcement.  Remind them that through continued use, they, too, will master the computer! 
 
Ruth Soskin is an independent training and development consultant, specializing in computer end user training.  She can be reached with a mouse in her hand at resoskin@comcast.netor by phone at 847.866.8604.

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IMPORTANT NOTICES!!!

2005 SMT Sales & Marketing Training Survey to Close Soon. Last Chance to Complete Survey and Receive Complimentary Report Detailing Results. Click here to take survey.

Deadline Extended to Submit Nomination for Best Sales Trainer Award

SMT IDEA MINTS

Questioning That Works
Isabel L. Kersen, Ph.D.
The Power Edge

A Structured Approach to Brainstorming
Steve Bistritz
Learning Solutions International

BOOK REVIEW

Metaphorically Selling
Author: Anne Miller
Book Review by Susan Onaitis

UPCOMING EVENTS

2005 Training for the Sales & Marketing Trainer Workshop
May 3 - 5, 2005
DePaul University O'Hare Campus
Rosemont, Illinois

2005 SMT Annual Conference
November 14 - 16, 2005
Amelia Island Plantation
Amelia Island, Florida

BECOME AN SMT MEMBER

Click Here to Join the SMT Family

ARTICLES BY TOPIC
For the Trainers!
SMT News
SMT Profiles
Idea Mints
Book Reviews
2004 SMT Conference
NEW MEMBERS

SMT Welcomes Our New Members

Piece of Pie Strategic Coaching

ProActive Training and Consulting

Softmed Systems, Inc.

TESTIMONIALS
"Being a member of SMT provides me with an invaluable network of sales and marketing training professionals that have an incredible amount of experience and knowledge to share...  I rely on this prestigious group to support me in dealing with business challenges unique to our profession...
SMT members are my peers, my mentors, my friends...  SMT is the only professional organization I belong to..."

Mary Elliott Bassett, Worldwide Director, Sales and Customer Training, Entertainment Imaging, Eastman Kodak Company

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