Activity Training Exercises - dekon-hr.ro 2016/Catalog Colectii Exercitii si Activitati _...

Activity Training Exercises

DekonBusinessSolutionsSRLwww.dekon.biz/[email protected]

Competences:

ü Changemanagementü Coachingü Communicationü Conflict&Stressmanagementü Creativity&Innovationü Customerserviceü Diversity&Harassmentü Emotionalintelligenceü Employee&Professionaldevelopmentü Financeü Humanresourcesü Leadership&Managementü Negociating&Salesü Organizationaldevelopmentü Performancedevelopmentü Problemsolving&Decisionmakingü Projectmanagementü Sellingü Teambuildingü Timemanagement&Meetings


ActivityTrainingExercisesFromicebreakersanddiscussionstarterstocasestudiesandworkshops,DekonHR&HRDQActivityCollectionsareagreatwaytoprovidefunandengagingexperiencesforyourteam,supplementyourcurriculumanddemonstratetrainingmessages.Allarefullyreproducible.


1.22TrainingEventsForDevelopingTeamLeadersDigitalformat99euro

byRodStorey

Formanyteamleaders,leadershipcanseemlikeanintangible,unattainableskill—onethat'sbestlefttothoseatthetopoftheorganization.Butinreality,leadershiptakesplaceatmanydifferentlevels,fromstrategicdirectorstoteamandprojectleaders.Andthecommondenominatorisasetofkeyrecognizableskillsthatanyleadercanlearn,practice,anddevelop.22TrainingEventsforDevelopingTeamLeadersisaseriesofexercises,simulations,games,andcasestudiesthataddressestheskillsattheheartofimprovingthewayteamleadersguidetheirteams.

Applications22TrainingEventsforDevelopingTeamLeadersisflexibleandmaybeadaptedtomeetyourparticipants'specifictrainingneeds.Buildtheactivitiesintoanyteamleadershipprogram,tietogetherseveraleventsforaminitrainingsession,oruseselectedactivitiesasstand-aloneexercises.Thisthought-provokingcollectionprovidesskilldevelopmentinsuchcriticalareasas:

• Initiating

• Controlling

• Evaluating

• Delegating

• Decision-Making

• Communicating

• Motivating

ProductContents

• Activityindex


• Activitysummaries

• Timechecklist(activitieslistedbytimerequirements)

• Purposestatements(learningobjectives)

• Step-by-stepfacilitatorguidelines

• Reproducibleparticipantmaterials

• Tasksheets(Debriefingquestions)

• Appendixforeachactivity(tipsonwhentouseitandhowtohelpensureitssuccess,aswellaspossiblepitfalls)


2.25ProblemSolving&DecisionMakingActivitiesDigitalformat-99EurobyDaveFrancisandMikeWoodcock25Problemsolvinganddecisionmakingaretwoofthemostchallengingandcomplex,yetvitallyimportantskillsrequiredofindividualsandteamsinorganizations.Fromwell-knownauthorsDaveFrancisandMikeWoodcock,25Problem-Solving&Decision-MakingActivitiesprovidesthetoolstoenhancetheseskills,usingavarietyofself-analysisassessments,surveyinstruments,structuredexperiences,andteachingresources.

TheoryRootedinexperientialprinciplesandlinkedtoreal-worldsituations,theactivitycollectionisbaseduponasystematic,8-stepmethodofproblemsolvinganddecisionmaking:

• Tuningin• Objectivesetting• Successmeasures• Informationcollection• Decisionmaking• Planning• Action• Reviewingtoimprove

Usesfor25Problem-Solving&Decision-MakingActivitiesTheactivitiescanberunindependentlyorinasequence,butaremostbeneficialaspartofamorecomprehensivetrainingprogram.

ThisactivitycollectionisavailableasadigitaldownloadinAdobeAcrobatPDForthetraditional3-ringbinderversion.Bothformatsarefullyreproducible.


3.58.5WaysToImproviseinTrainingActivities

Digital99Euro

58½WaystoImproviseinTrainingismorethanjustsimplyacollectionoficebreakers.Theactivitiesarequickandthewell-organizedbindermakesfacilitationacinch.Theactivitiesarecategorizedbylearningobjective,

Inject"ImproEnergy"intoyournexttrainingsessionwith58½WaystoImproviseinTraining.Definedasacurrentthatrunsbetweenparticipants,you'llrecognizeitwhenyouseeparticipantswhoareclearly"inthemoment,"alerttowhateverisgoingoninthehereandnow.Atitsbest,"ImproEnergy"createsFlow,whenthequalityofthelearningexperienceishighandseeminglyeffortless.58½WaystoImproviseinTrainingismorethanjustsimplyacollectionoficebreakers.Theactivitiesaredesignedtobeusefulonanumberofdifferentlevels.You'llfindthatphysicalactivitiesnotonlywarmupthelimbs,theyalsobreakdownbarriersbetweenparticipants.Someactivitiesbuildskills-oftenbyincreasingwaysforparticipantstoexpressthemselves.Andbyusingthequestionsprovidedinthedebriefingsection,youcanalwayscreatealinkbetweentheactivityandthelearningexperienceonametaphoricallevel.Theactivitiesarequick(generallyunder30minuteseach)andthewell-organizedbindermakesfacilitationacinch.Theactivitiesarecategorizedbylearningobjective,andincludedetailedadministrativeguidelines,debriefingquestions,andideasforvariationanddevelopment.Whetheryouarerunningatrainingsession,workshop,ormeeting,58½WaystoImproviseinTrainingwillcreateanenvironmentofimaginationandenergy,laughterandcommitment.There'snobetterwaytoengageparticipantsinthelearningprocess!


4.CompactCasesDigital99EuroWhyspendyourvaluabletimewritingcasestudies?WithCompactCases,we’vedonetheworkforyou!Thiscustomizable,reproduciblecollectionfeatures44succinctsituationsandroleplaysthatcoverawidevarietyoftrainingtopics.Topicsinclude:leadership,communication,negotiation,managementdevelopment,teambuilding,changemanagement,conflict,self-managingteamwork,andmore!OverviewBydefinition,acompactcaseisabriefdescriptionofatypicalorganizationalsituationthatrequireschangeandimprovement.Forthepurposeofthiscollection,thecaseshavebeenrestrictedtogeneralproblemsfacedinmostorganizations.Forexample,whataretheleadershipissuesinanorganizationthatneeddesperatelytochangeinordertosurvive?Whatarethetypicalproblemsofcommunicatingwithinaworkgroup?Howcanemployeeswithavarietyofneedsbemotivatedtoperformtheirbestfortheteamandtheorganization?CompactCasescanhelpinitiatetheprocessoflearninghowtodealwithavarietyoforganizationalprocesses.Byfirstreadingaboutthesituationandthensharingreactionstoit,participantsbecomeawareofimportantissuesandthevariousperspectivestheyalreadyhaveaboutthem.Thevalueofthecasecan(andshould)bestretchedtoincludewaystoimproveasituationandactionplanningthatcommitsparticipantstodosomething.CompactCasesconsistsof44fullyreproduciblecasestudiesthatcoverawidevarietyoftrainingtopics.Eachcaseisashorthypotheticalsituationorscenariothatposesaquestionorproblemthatparticipantsmusttrytoaddressorsolve.Indoingso,participantslearnmoreaboutkeytrainingconcepts.The3-ringbinderversionispackagedwithaCD-ROMcontainingalltheparticipanthandoutmaterialssoyoucanmodifysettings,dramaticdetails,orcharacternamesforanycaseinthecollection.ThedigitalversioncontainsPDFfilesthatcanbereproduced,thougharenotcustomizable.


5.CustomerServiceActivitiesforTraining

Digital99EuroEncourageyourcustomerservicerepresentativestoanswer,learnabout,andreflectonthekeyquestionsthatwillhelpthemtodeliverexceptionalservice.CustomerServiceActivitiesforTrainingisacollectionof38activities,assessments,roleplays,andactionplansthataddresscriticalquestions.

Encourageyourcustomerservicerepresentativestoanswer,learnabout,andreflectonthekeyquestionsthatwillhelpthemtodeliverexceptionalservice.CustomerServiceActivitiesforTrainingisacollectionof38activities,assessments,roleplays,andactionplansthataddress5criticalquestions:

• Whoareourcustomers?

• Whyaretheyourcustomers?

• What'smyroleintheserviceprocess?

• Whatmakescustomersfrustrated-ordelighted?

• WhatpracticalstepscanItaketoimproveservice?

Genericenoughtousewithanytypeofindustryandsuccessfulwithalltypesofcustomerservicepersonnel,theexercisesareautomaticallyandcompletelyrelevantbecauseparticipantsusetheirownexamplesandexperiences.CustomerServiceActivitiesforTrainingisperfectfor:

• Customerservicetrainingsessions

• Serviceteammeetings

• Teaminterventionstohelpcelebrateasuccessorlearnfromamistake.

Mostoftheactivitiesareshort,typicallyunder20minutes.Neatlyorganizedina3-ringbinder,eachactivityincludesdetailed,easy-to-followinstructions,checklists,worksheets,reproducibleparticipanthandouts,anddiscussionpoints.


6.EnergizersActivities

Yourparticipantshavejustreturnedfromlunchandtheireyesareglazingover.Don’tdespair-energizethem!Theicebreakersandenergizersinthiscollectioncanbeusedatanypointduringanytypeoftrainingsession.Yourparticipantshavejustreturnedfromlunchandtheireyesareglazingover.Don'tdespair-energizethem!Theicebreakersandenergizersinthiscollectioncanbeusedatanypointduringanytypeoftrainingsession,workshop,orconference.Eachactivityisaccompaniedbyabriefdescription,standardprocedures,variations,andspaceforrecordingyourideas.They'reshort,quick,sometimesphysical,oftencompetitive-andalwaysfun!

UseEnergizersTo:

Promotereadinessforlearning.Participantsdonotlearnwellwhentheyhavelowenergy.Sluggishnesscanleadtoalackofattentiveness,andthephenomenoncanbecontagiouswithagroup.Slouchinginchairs,leaningontables,andothernonverbalbehaviorscanbesubliminallyobservedandcopiedbyothergroupmembers.Energizersgetsparticipantsreadytoengageyourmaterial.

Createexcitement.You'reexcitedaboutthecontentofyourtrainingeventorconference.Thatdoesnotmeanthatyourparticipantsareequallystimulated.Learningisexcitingtochildren,butadultssometimesseemnottowanttheexperience.Energizerscangenerateapositiveexpectationofupcomingtrainingandconferenceevents.

Overcometheeffectsoffatigue,drowsiness,anddrag.Longdays,hotrooms,difficultmaterial-allthesecanputparticipantsinakindofmildstupor.Energizerscan"wakethemup"togoonwiththeprogramrefreshed.

Developasenseofsharedfun.Youcanfacilitateeventhemostseriousdeliberationswithcomicrelief,aslongasyoukeepaproperperspectiveontheproceedings.Anoccasionalgrouplaughcanmakeanysessionmorelively.

Sampleactivitiesinclude:

BigApple-creatingthesoundsofNewYorkCity

PuttOff-agolf-puttingcompetition


Charades-actingouthappenings,events,andprocesses

ImaginaryBallGame-inventingandplayingagamewithouttalking

Limericks-composingandsharingsillyrhymes

Theseactivitiesarenot"throw-ins,"randomlyinsertedintotheproceedings.Theyarepurposeful,andtheyneedtobeusedstrategically.TherearethreetimeswhenusingEnergizerscangreatlyenhancetheimpactoftrainingandconferences:justafterameal,afterarefreshmentbreak,andwhenalongsessionbeginstodrag.Thesearethemostcommontimeswhenparticipantsarelikelytobe"de-energized,"orlessthanoptimallyreadytogoonwiththeprogram.Youmayactuallyreducetheimpactofyoursessionbyoverusingtheseactivitiesorbyusingthematthewrongtimes.


7.ExploringPersonalStylesActivitiesDigital99Euro

Theperfectfollow-uptoanypersonality-styletraining,ExploringPersonalStyleshelpsparticipantslearntoacceptandappreciatetheirdifferences.Withactivitiesrangingfromlightandeasy-goingtomorein-depth,thiscollectiongeneratescompellinggroupdiscussionsandinsightintotheuniquequalitiesofeachpersonalitydimension.

Theperfectfollow-uptoanypersonality-styletraining,ExploringPersonalStyles(EPS)helpsparticipantslearntoacceptandappreciatetheirdifferences.Withover30activitiesrangingfromlightandeasy-goingtomorein-depth,thisJungian-inspiredcollectiongeneratescompellinggroupdiscussionsandinsightintotheuniquequalitiesofeachpersonalitydimension.ExploringPersonalStylesoffersworkshopdesignsrangingfrom1to5hoursinlengthplussuggestionstocreatealongerworkshop.EPSisaversatiletooltomeettrainingneedsbigandsmall.Extensiveguidelineshelpyouchoosetheactivitiesandtheformatthatarerightforyouraudience.UsesforExploringPersonalStylesTheExploringPersonalStylescollectionisapowerfulwaytomaximizelearningaboutpersonalitystyles,particularlywhenusedwiththePersonalStyleInventory.Withavarietyofworkshopdesigns,thecollectionisdesignedtoworkwithinanytimeframeandaddressanyleveloftrainingneed.Participantswilllearn:

• Newwaysofapproachinganddealingwithothers

• Howtocapitalizeontheirownandothers'strengths

• Therealsourcesoftheirirritationwithothers'personalities

• Howtorecognizeandcurbthetemptationtojudgeorcriticize

ProductContents


• Backgroundinformationincludinggoalsoftheworkshops,TheListening/UnderstandingMode,Jungiantypology,andmore

• Suggestedworkshopdesigns(1-hour,2-hour,3-hour,4-hour,and5-hour)

• GuidetoSelectingActivities

• Pre-workshoppreparationguidelines

• QuickReferenceGuidetotheActivities

• Purposestatementsforeachactivity


• Reproducibleparticipanthandoutsfordiscussionduringsessions

• Listingof1-hournonthreateningactivities,activitiesrequiringsomedisclosure,andthoserequiringacomfortable,trustinggroup

Activitiesinclude:

• WorkshopObjectives

• Icebreaker1:DrawaPictureofYourStyle

• Icebreaker2:StyleStrengthsNeededinMyPosition

• ReviewingScoresandStyles

• Listening/Understanding/andExplaining/Answering

• HowPeoplewithDifferentStylesReacttoSituations

• HowManagerswithDifferentStylesReacttoSituations

• StrengthsandWeaknessesofDifferentStyles

• HowtheDifferentStylesCauseMisunderstandingsandConflicts(LongVersion)

• HowtheDifferentStylesCauseMisunderstandingsandConflicts(ShortVersion)

• AdaptingtotheNeedsofDifferentStyles

• UsingtheStrengthsofPeoplewithDifferentStyles

• DebriefingtheWorkshop

• ComparingStrengthsandWeaknessesinDailyInteractions

• UsingtheStrengthsoftheOtherDimensions

• BuildingaTeambyExaminingitsStrengthsandWeaknesses

• SeeingOurselvesasOthersSeeUs


• BehaveYourself

• PictureThis

• TheManyDimensionsofMyJob

• TheManySidesofMyPersonality

• MutualAdmirationSociety

• FamousPeople'sStylesTrivia

• AGenericDiscussion

• AFamilyPortrait

• AFamilyAffair

• CreatingthePerfectTeamorDepartment#1

• CreatingthePerfectTeamorDepartment#2

• ILoveaGoodMystery

• IWishICouldBeMore...

• IftheShoeFits...

• VoicingSomeReservations

• IWishIWeren'tSo...


8.FirstAidForStress

Digital99Euro

FirstAidforStresshelpsyoubetterunderstandstressandidentifysolutionsforindividuals,teams,andtheorganization.Theactivitiesofferavarietyofwaystorecognizeandmeasurestress,changeperceptionsandbehaviors,andlendsupportintheworkplace.

RecentreportsestimatejobstresswillcostUnitedStatesindustry$300billionannually,asassessedbyabsenteeism;diminishedproductivity;employeeturnover;anddirectmedical,legal,andinsurancefees.Sowhyareemployeessostressed?Howcanstressbemanaged—oreventranslatedintosomethingproductive?FirstAidforStressprovidesastartingpointtohelpyoubetterunderstandstressandidentifysolutionsforindividuals,teams,andtheorganization.Theactivitiesofferavarietyofwaystorecognizeandmeasurestress,changeperceptionsandbehaviors,andlendsupportintheworkplace.UsesforFirstAidforStressThisactivitycollectionoffersawell-roundedapproachtostressmanagementthatcanbenefitindividuals,teams,andorganizationsinanyindustry:PartIisanextensivediscussionaboutstress,including:

• Anintroductionofwell-knownmodelsforunderstandingstress• Keycausesofstresswithinorganizationsandhowtoidentifythem• Possiblestressmanagementsolutions• Anapproachtomanagingstressintheworkplacethatisbasedonanunderstanding• ofstress,theworkplace,andthepeoplewithinit.PartIIconsistsof34activitiesthat:• Measuretheongoingstressofindividualsandgroups• Providecopingstrategies• Explorewaystopreventandavoidthesituationsthatgeneratestress


ProductContents• In-depthbackgroundinformationonstressmanagement• Purposestatementforeachactivity• Step-by-stepfacilitatorguidelines• Summaryofactivities• Listoffiguresandtables• EvaluationofPopularStressManagementStrategies• Reproducibleparticipantmaterials• CD-ROMcontainingreproduciblehandoutsActivitiesinclude:

• ObservingStressfulBehavior• TheTFBModelofStress• StressArousal• JobStress/Satisfaction• StressCheck• DemandsandCopingProfile• StressManagementInterviewing• CopingThroughColors• CopingThroughCollage• EmotionalReprocessing• ProgressiveRelaxation• VisualFocusing• MeditatingtoManageStress• BalancedBreathing• TheArtofReframing• TheSweetSmellofSuccess• LinguisticImperatives

• ThePowerofSelf-Talk• TheMind-BodyStretch• StressRehearsal• ComebackCopy• HigherandLowerSelf• RelationshipsandResponsibility• CafeteriaCoping• TeamCoping• OvercomingFearandAnxiety• OvercomingAnger• CopingNetworks• GuidingDecisions• ReleasingResentment• DefendingYourself• MakingRequests• RefusingRequests• “SMART”StressPlans


9.Pen&PaperGamesDigital99Euro

PenandPaperGamesforTrainingisacollectionof40activitiesthatexerciseboththelogicalleftandcreativerightsidesofthebrain.Appropriateforbothgrouplearningandone-to-onecoaching,thiscollectionhasmanydifferentapplicationsincludingcommunication,presentation,listening,andproblem-solvingskilldevelopment

Apicturetellsathousandwords,right?Thisclichéistrueeveninthetrainingroom.Challengeyourparticipantstoexpandtheirmindsthroughdrawing,writing,andgroupspeakingwithPenandPaperGamesforTraining,acollectionof40activitiesthatexerciseboththelogicalleftandcreativerightsidesofthebrain.Appropriateforbothgrouplearningandone-to-onecoaching,PenandPaperGamesforTraininghasmanydifferentapplicationsincludingcommunication,presentation,listening,andproblem-solvingskilldevelopment.Theexercisesrangefromquick,adrenalin-raisingenergizerstocomplexactivities.UsePenandPaperGamesforTrainingto:

• Relaxparticipantsatthestartofalearningexperience.• Developvisual,auditory,linguistic,andinterpersonalskills.• Involvediversepersonalities.• Encouragethinking"outsidethebox."• Createanexplosionofideas.

Easytosetup,use,andfacilitate,thesegamesrarelyrequiremorethanjustpenandpaper,flipchartsandmarkers.Whetheryouusethecollectioninitsentiretyorchooseselectedactivities,you'llengageyourparticipantsbyputtingthefunbackintotraining!


10.PersonalityStyleToolkit

Versiuneprint99Euro(faracosturidetransport)

ThePersonalityStyleToolkitdriveshomethekeylearningpointsoftheHRDQStyleSeriesassessments.Thiscollectionof20fastandfuntrainingactivitiesillustrateshowpersonalitystyleimpactskeyskillssuchteambuilding,communication,coaching,sales,andtimemanagement.

There’snodoubtthatoneofthebestwaystodrivehomekeylearningpointsisthroughexperience—andthePersonalityToolkitdoesjustthat.FromactivitiessuchasRockyRelationshipsandStumblingBlockstoStyleCharadesandFourofaKind,hereistheperfectcompanionlearningtooltotheever-popularHRDQStyleSeriesassessments.

Thiscollectionof20fastandfuntrainingexercisesusessuchmethodsasself-reflectionandroleplaytoillustratehowpersonalitystyleimpactskeyskillssuchasteambuilding,communication,coaching,sales,andtimemanagement—plusanswerthequestion,howdoesmypersonalitystyleaffectmeatwork?

ThePersonalityStyleToolkit:

• Providesyouraudiencewithadeeperunderstandingofpersonalitystyle

• Demonstrateshowpersonalitystylesinteract

• Explorestherolepersonalitystyleplaysincommonworkplacesituations

• Illustrateswhathappenswhendifferentstylesmeet—andhowtoavoidfriction

Thetoolkitincludeseverythingyouneedtopackatrainingexperiencewithpunch!First,theHRDQStylemodelintroductiongetsyouuptospeedquickly,andthentheactivitymatrixmakesselectinganactivityasnap.Facilitationisjustassimple,witheasy-to-followinstructionsanddownloadablehandouts.Whetheryou’relookingforaquick10-minuteexerciseoranhour-longlesson,there’ssomethingforeveryone—individuals,pairs,smallgroupsofsameormixedstyles,andevenwholeaudiences.

FreeResources

Previewasampleactivity

UsethePersonalityStyleToolkitwiththesebestsellingHRDQStyleSeriesassessments:


• What’sMyCoachingStyle?

• What’sMyCommunicationStyle?

• What’sMyLeadershipStyle?

• What’sMyLearningStyle?

• What’sMySellingStyle?

• What’sMyStyle?

• What’sMyTeamMemberStyle?

• What’sMyTimeStyle?

ProductTypeActivities

ObjectiveToprovideadeeperunderstandingofpersonalitystyle

TimeRequired10minutes–1hourperactivity

AbouttheAuthor

Withmorethan20yearsofexperience,KateWardhasanimpressivetrackrecordintrainingdevelopment.HercareerbeganasamanagerofcurriculumdevelopmentforCareerTrack,wheresheauthoredprograms,supervisedateamofinstructionaldesigners,andfacilitatedtraining.ShealsoservedastheSeniorInstructionalDesigneratTreeLineTraining,responsibleforleadingthedevelopmentofthecoreskillscurriculumlibrary.Kateiscurrentlyrunningherowncompany,workingtocreateinnovativetrainingsolutionsfortoday’sbusinessneeds.


11.PumpThemUp!Digital99Euro

PumpThemUp!iaausefulcollectionofreproducibleteam-buildingworkshops.Inaslittleastwohoursyoucanprovideteamswithon-target,hands-ontrainingthatwillre-energize,re-focus,andre-committeammembers.

Yourteamisfloundering,moraleislow-you'renotsurewhattheproblemis,butyouknowyouneedtodosomethingfast.Howdoyoupulltogetherateam-buildingworkshopthatisguaranteedtowork?YouneedPumpThemUp!-acollectionof35reproducibleteam-buildingworkshopsconvenientlypackagedina3-ringbinder.Inaslittleastwohoursyoucanprovideteamswithon-target,hands-ontrainingthatwillre-energize,re-focus,andre-committeammembers.Beginwithoneofthefourreproducibleassessments-greatforpinpointingyourteams'developmentalneeds.Thenselectfromacollectionof35fresh,innovativeworkshopactivitiesthatgetparticipantsthinkinganddoing.Thebinderalsoincludes7additionalinventoriestoenhancetheworkshopactivities.Allthematerialsarefullyreproducible!Workshoptopicsinclude:• GoalsandProcedures• Communication• TrustandConflictResolution• ProblemSolvingandDecisionMaking• Leadership• GrowthandDevelopment• GroupDynamicsDetailedinformationforeachworkshopincludesobjective,backgroundinformation,materialslist,reproducibleparticipanthand-outs,preparationguidelines,andstep-by-stepproceduresforconductingtheworkshop.PumpThemUp!Includes:• 35reproducibleworkshopactivities• 4reproducibleassessmentsfordiagnosingteamstrengthsandweaknesses• 7additionalreproducibleassessmentsforenhancingworkshopactivities• PumpThemUp!provides70hoursofteamtraining!


12.SalesTrainingActivities

Digital99Euro

Salestrainingisn'tjustforsalesrepsanymore—customerserviceandothersupportstaffcanalsobenefitfromdevelopingsellingskills!SupportallofyoursalestrainingneedswithSalesTrainingActivities,amixofover80icebreakers,roleplays,games,andexercisesthataretheperfectadditiontoanytypeofsalestraining.

Salestrainingisn'tjustforsalesrepsanymore-customerserviceandothersupportstaffcanalsobenefitfromdevelopingsellingskills!SupportallofyoursalestrainingneedswithSalesTrainingActivities,amixofover80icebreakers,roleplays,games,andexercisesthataretheperfectadditiontoanytypeofsalestraining.Relevanttoalltypesofindustryandpersonnel,SalesTrainingActivitiesfocusesonuniversalsalesknowledgeandskills-skillsthatarecompletelytransferableacrossallorganizationsandsituations.Infact,mostoftheactivitiesusean"opencontent"approach,meaningthatparticipantsusetheirownexamplesandexperiencesasthemainsubject.UsesforSalesTrainingActivitiesTheopen-contentstyleoftheactivitiesmakestheexercisessuitableformosttypesoforganizationsandtrainingcourses.Bymixingatleast3differentformats(workinginsmallgroups/pairs,asindividuals,andinthegroupasawhole)tocoverthesamepoints,youcangreatlyincreaselearningretentionandeffectiveness.SalesTrainingActivitiesForSalesManagers&Trainersaddressesafullrangeofskillareasincluding:

• Buildingrapport

• Improvingcommunication

• Goalsetting

• Achievementplanning

• Improvingquestioningtechniques

• Lateralthinking

• Teamwork

• Quickthinking

• Organizing

• Negotiating


• Prioritysetting

• Analysis

• Developingpersuasiveandcreativeskills

• Identifyingcustomerneeds

• Self-confidenceandpositiveattitude

• Injectingdynamismintopresentations

ProductContents


• Overviewoftheactivitiesandexercises

• Learningobjectives


• Tipsandideas

Activitiesinclude:

• IcebreakersandEnergizers:

• GiftofGab

• PersonalIntroductionswithaTwist

• Three-LetterWords

• AcronymQuiz

• HumanBingo

• JargonQuiz

• ThreeThingsinCommon

• HotPotato

• TenQuestionsaboutYou

• SalesGraffiti

• EurolandQuiz

• SubjectBreakers:

• HelpingBuyerstoBuy

• SalesPresentation-Do'sandDon'ts

• Customer-FocusedSelling

• Cold-CallingBlues!


• TheSalesFactory

• WhoorWhatWontheSale?

• NothingHappensUntilSomeoneSellsSomething

ModelsandMethods:

• SettingYourOwnGoals

• KeyQuestioningSkills

• SellingBenefits

• MostCommonObjections

• ClosingQuestions

• PipelinePlanning

• CustomerFact-Find

• SellingbyTelephone

• RentPayersandSleepingGiants

• TheJohnToddFormula

QuizzesandQuestionnaires:

• ProductKnowledge

• CompanyKnowledge

• PresentationSkills

• QuestioningSkills

• RapportBuilding

• ObjectionHandling

• SalesTimeManagement

• Prospecting

GroupEnergizers:

• DiscussionGroup

• WhatDoYouLikeaboutSelling?

• TheEasiestJobintheWorld!

• PersonalSalesHistory

• PirateRaid


• MyGreatestSale

• MyWorstSalesAppointment

• TopFiveSalesQualities

• SellingPaperClips

• WordsearchesandCrosswords

ProblemSolvingandPlanning:

• BossforaDay

• WhoKilledtheSale?

• CostEffectivePR

• SWOTAnalysis

• SalesImprovementBrainstorm

• ReferralPlanning

• TheSalesDoctor

• PersuasiveWritingSkills#1

• PersuasiveWritingSkills#2

• PreparingforaSalesCall

RolePlays,PracticeSessions,andCaseStudies:

• AppointmentMaking

• Thirty-SecondPresentations

• ChanceEncounter

• NegotiationSkills

• NeedsAnalysis

• ThinkPositive!

• TheBigPresentation

• TellingIsNotSelling

• PresentingwithPower

• ClosingandTrialClosing

• SkillBoosters:Acollectionoftriggerquestions,tasks,andideastolivenupanytrainingorcoachingsession.


BuyingSignals,ClosingQuestions,SalesSuccessFormula:E=MC2,IncreasingOrderSize,FollowUp,SalesPipeline,Referrals,TimeWasters,HowtoDoubleYourSales,SuccessDefinition,GoalSetting,LostSalesOpportunity,BestCustomers,Thirty-SecondPresentation,Preparation,SalesSkills,SalesAnalysis,SalesActivity,SalesQuestions,andMentalRehearsal.


13.SkillBuilders:50Communication

Digital99Euro

SkillsActivitiesCommunicationisthefoundationofallhumaninteraction—andthebasisofalltrainingprograms.Fromteambuildingandleadershiptocustomerserviceandsupervisorytraining,communicationisafundamentalskillthatshouldbeintegratedintoalltypesoftraining.

SpiceupyournextcustomerservicetrainingprogramwithSkillBuilders:50CustomerServiceActivities,acreative,engaging,andinnovativecollectionofskilldevelopmentactivities.

Theactivitiesinthiscollectionstimulatediscussionandlearningbyactivelyinvolvingallparticipants.Quickandtothepoint,theSkillBuildersactivitieshelpparticipantstodeveloptheskillsnecessarytoprovidingqualityservice.

Theactivitiescovereightcriticalcustomerservice-relatedskillareas:

Change,Communication,DataUsage,Excellence,Negotiation,Perception,ProblemSolving,andTeamwork.

SkillBuilders:50CustomerServiceActivitiesincludes:

• Reproducibleparticipanthandouts• Detailedpreparation,administration,anddebriefinginformation• Easy-to-followfacilitatorguidelines• Handyreferencetableforpinpointingthebestactivitiesforyourtrainingneeds.

Designedtostrengthenthecapabilitiesandeffectivenessofyourcustomerservicerepresentatives,Skillbuilders:50CustomerServiceActivitieswillbeavaluableadditiontoyourtraininglibrary.


14.SkillBuilders:50CustomerService

Digital99Euro

ActivitiesSpiceupyournextcustomerservicetrainingprogramwithSkillBuilders:50CustomerServiceActivities,acreative,engaging,andinnovativecollectionofskilldevelopmentactivities.

SpiceupyournextcustomerservicetrainingprogramwithSkillBuilders:50CustomerServiceActivities,acreative,engaging,andinnovativecollectionofskilldevelopmentactivities.

Theactivitiesinthiscollectionstimulatediscussionandlearningbyactivelyinvolvingallparticipants.Quickandtothepoint,theSkillBuildersactivitieshelpparticipantstodeveloptheskillsnecessarytoprovidingqualityservice.

Theactivitiescovereightcriticalcustomerservice-relatedskillareas:

Change,Communication,DataUsage,Excellence,Negotiation,Perception,ProblemSolving,andTeamwork.

SkillBuilders:50CustomerServiceActivitiesincludes:

• Reproducibleparticipanthandouts• Detailedpreparation,administration,anddebriefinginformation• Easy-to-followfacilitatorguidelines• Handyreferencetableforpinpointingthebestactivitiesforyourtrainingneeds.

Designedtostrengthenthecapabilitiesandeffectivenessofyourcustomerservicerepresentatives,Skillbuilders:50CustomerServiceActivitieswillbeavaluableadditiontoyourtraininglibrary.


15.TeamDevelopmentActivitiesDigital99Euro

ForTrainersTeamDevelopmentActivitiesforTrainersisacollectionof59exercisesthataddresstheskillsmostcriticaltoteamdevelopment,includingcommunication,planning,problemsolving,andmore.

Searchingforafreshcollectionofteamdevelopmentactivities?Looknofurther!IntroducingTeamDevelopmentActivitiesforTrainers,acollectionof59exercisesthataddresstheskillsmostcriticaltoteamdevelopment,includingcommunication,planning,problemsolving,andmore.Theactivitiesprovidethevehiclesforteammemberstoenjoyacommonexperience;explore,discuss,andresolveissuesthathavearisen;andthenapplywhattheyhavelearnedtotheirwork.Additionalfeaturesprovidetrainerswithresourcestomaketeamdevelopmenteasierandmoreeffective,includingaprogramdesignframework,checklistsforusewithactivities,andanindexofgamesorganizedbyskill(objective).UsesforTeamDevelopmentActivitiesTheactivitiesinthiscollectionhavebeenusedinmanydifferentindustriesandbythoseinvariousjobfunctions,includingthemilitary,financialservices,highereducation,secondaryschools,nurses,teachers,ITspecialists,pharmaceuticalmanagersandothers.TeamDevelopmentActivitiesforTrainersaddressesafullrangeofskillareasincluding:

• Assertiveness

• Communication

• Creativity

• Decisionmaking

• Delegation

• Feedback

• Influencing

• Listening

• Planning


• ProblemSolving

• TimeManagement

• TeamLeadership

ProductContents


• Learningobjectives

• DesignFrameworkforTeamDevelopmentPrograms

• ChecklistsforUseinFacilitatingTeamDevelopment

• IndexofActivitiesbyObjectives


Activitiesinclude:

• AlternativeRoutes

• TheAmazingElectricTeamLeader

• AreWeaTeam?

• TheBayeuxTapestry

• BuildUsaCrane

• CandleSnuffing

• ChooseYourOwnSport

• ClassicCarsAuction

• CockoftheWalk

• CommunicationsAudit

• CompuSpeak

• Cooks’Dilemma

• CreativeWeighingMachines

• CustomerClusters

• DelegationIsGoodforYou

• DescribeYourWorkTeam

• Go-Carting

• HimalayanSaunter

• HowDoYouManageYourMeetings?

• HowHealthyisthePatient?

• LeadershipStylesandValues

• LiketheHat?

• ManagingBoundaries

• MotivePoweratWork

• MusicMaestro

• NewsClues

• Noah’sArk

• OnAverage…

• OpenAccess

• PeggingAway

• PennyPitcher

• SellYourTeam

• SoWhatAreYouGoingtoDoAboutIt?

• StarPerformer

• StraightfromtheHorse’sMouth

• SuperAnt

• SymbolsofYourWorkTeam

• TeamClimateSurvey

• TeamDevelopmentCheckers

• TeamDevelopmentGoals

• TeamEffectivenessReview

• TeamLeadershipStyles

• They’reDancingtoOurTune

• Tic-Tac-Toe

• TykesVersesRomans

• VikingChess

• WantaJob?


• DisappearingGolfBalls

• DrawUsaMap

• TheFourSeasons

• PleaseJoinOurTeam

• Polybricks

• Queen’sTime

• SellUsaSport

• WhatDoYouAdvise?

• WhereAreYouNow?

• WhoAreOurCompetitors?


16.TeamBookDigital99Euro

TeamBookconsistsof27activitiestoimprovegroupfunctionsandachieveeffectivehumanrelationsbyprovidingexercisesinthefundamentalprinciplesofteambuilding,teambuildinggoalsandparticipantguidelines.

TeamBookisacollectionofideasandexercisesforusebytrainersorprogramdesignerswhoareengagedintheeffortofhelpingworkgroupstodevelopintoteams.Keepingtheconditions,goals,andguidelinesofTeamBookinmindwillassistuserstodevelopfromworkgroupsintomoreeffectiveteams.

Thematerialsareintendedasacatalystfortheorderlyimprovementofgroupfunctioningtowardtheattainmentofeffectivehumanrelationsandconsistentlyhighlevelsoftaskfunctioning.TeamBookconsistsof27activitiestoimprovegroupfunctionsandachieveeffectivehumanrelations.Theintroductionprovidesthefundamentalprinciplesofteambuilding,teambuildinggoalsandparticipantguidelines.

TheBookContains5Sections:

• Section1:Starters(IceBreakers)Contains3exercisessuchas"TeamStarter"forteamswhosememberseachmanagetheworkofotherswhoareexternaltotheteam.• Section2:Energizers(EnergizeYourGroup)Consistsof4exercisessuchas"Nerftime",ahigh-involvementactivityusingNerf®ballstodemonstratetheunnecessaryrestrictionsweoftenputonourselves.• Section3:InterpersonalFeedback(InterpersonalPerceptions)Consistsof4exercisessuchas"CardsLineup"whichshowshowtogiveandreceivepreciseappreciation'sofoneanotherinadramaticandforcefulmanner.• Section4:Diagnostics(GroupEffectiveness)Consistsof12exercisessuchas"Test#2"recognizingcommonmemorythroughaquick,problemsolvingexercise.• Section5:Planning(ConcreteActionPlans)Consistsof4exercisessuchas"StrategicActionPlanning",astep-by-stepplantoovercomebarrierstorealizingteamandorganizationalgoals


17.Teambuilders:10AdventuresinWorkingTogether

DigitalEuro99Euro

Challengeyourparticipants’imaginationswithTeamBuilders:10AdventuresinWorkingTogether,anewcollectionoflearningeventsthatencouragetheexplorationofteamskillsthroughtheuseoffantasyscenarios.

Youareamemberofaspacecrewwhohascrash-landedontheplanetofAcrab.Afterbeingtakencaptivebyaliens,theonlywayyoucanescapeistorebuildyourtransformationalgirospeckter.Butcanyourteamsolvethealien’spuzzlesquicklyenoughtorepairyourspaceshipandgetaway?Challengeyourparticipants’imaginationswithTeamBuilders:10AdventuresinWorkingTogether,anewcollectionoflearningeventsthatencouragetheexplorationofteamskillsthroughtheuseoffantasyscenarios.TheTeamBuildersadventures,basedonExperientialLearningMethodology,guideparticipantsthroughfivephasesoflearning:

1. Experiencing:Formulatingideasandgatheringinformationduringthelearningexperience.

2. Sharing:Articulatingthelearningexperiencetootherparticipants.

3. Interpreting:Understandingtheskillsandbehaviorsexperienced.

4. Generalizing:Developingtestablehypothesesfromthelearningexperience.

5. Applying:Bridgingthepresentandfuturebyunderstandinghowgeneralizationscanbeusedintheworkplace

TeamBuildersenhancesthedevelopmentoffivefundamentalteamskills:

• DecisionMaking

• ProblemSolving

• Teamwork

• Communication

• Leadership


TeamBuildersalsoaddressescriticalsecondaryskillssuchastrust,managingdiversity,assertiveness,influence,conflictmanagement,negotiating,andmore.Activitiesmaybeusedindependentlyorpairedtogetheraspartofteamtraining.Organizedina3-ringbinder,eachTeamBuilderssimulationcontainsbackgroundinformationandfacilitatorinstructions,aswellasreproducibleparticipantmaterialsincludingrole-specificbriefinginformation,observerinstructions,discussionquestions,andateamskillhandout.TeamBuildersalsoincludesaCD-ROMcontainingprintablefilesofthereproducibleparticipantmaterials.


18.TelephoneSkillsTraining

Digital99Euro

ActivitiesTheTelephoneSkillsTrainingManuals,consistingoftwoseparatevolumesforinboundandoutboundcalls,isdesignedtointroduce,reinforce,andstrengthenfundamentaltelephoneskillsforhandlingcustomerserviceandsalescalls.

Everyonehasbeenonthereceivingendofpoortelephoneskills,yetnoneofusrecognizethesamefaultsinourselves.TheTelephoneSkillsTrainingManuals,consistingoftwoseparatevolumesforinboundandoutboundcalls,isdesignedtointroduce,reinforce,andstrengthenfundamentaltelephoneskillsforhandlingcustomerserviceandsalescalls.Theactivitiesencourageparticipantstoreflectontheirexperiences,sharesuccesses,learnfrompastmistakes,andpracticenewskillsandtechniques.LearningOutcomes• Developandstrengthentelephoneskills• Improveself-awareness• Observebehavior• Giveandreceiveeffectivefeedback• CreateasupportiveworkenvironmentProductContentsVolumeOne:38ActivitiesforMasteringInboundCalls• HowtoDevelopYourTelephonePersonality• BuildingRapportwiththeCustomer• TheImportanceofListening• TheCriteriaofaSuccessfulInboundCall• HandlingaComplaintontheTelephone• andmore...VolumeTwo:22ActivitiesforMasteringOutboundCalls• HowtoTurnCustomersontoYourProposition• QuotingthePriceandAskingforanOrder• HandlingRejectioninaPositiveWay• TheColdCall


• TelephoneAccountManagement• andmore...TheTelephoneSkillsTrainingManualsareperfectforanyonewhowantstoimprovetheirinbound,outbound,andbasictelephoneskills,includingreceptionists,telephonesalesstaff,customerservicerepresentatives,creditcontrolstaff,andotherspecialists.Organizedin3-ringbinders,eachvolumeincludesaplanningchecklist,atrainingneedsquestionnaire,aclosingchecklist,tipsfortrainers,reproducibleparticipanthandoutsandworksheets,facilitatorinstructions,overheadtransparencymasters,andactionplans.


19.TheFacilitator'sToolkit

Digital99Euro

TheFacilitator'sToolkitcontainsover40tools,discussions,andcasestudies.It'stheidealresourceforinexperiencedfacilitatorsoremployeeswhoarebeingaskedtoputtogetherorfacilitateatrainingsession.

Soyou'vebeenaskedtofacilitateatrainingsession,butyoudon'tknowwheretostart?ReachforTheFacilitator'sToolkit!Thiscollectionofover40tools,discussions,andcasestudiesistheperfectresourceforinexperiencedfacilitatorsoremployeeswhoarebeingaskedtoputtogetherorfacilitateatrainingsession.Straightforwardandpractical,TheFacilitator'sToolkitisdividedinto3sections:

PartI:Facilitation

PartIanswersthequestion"WhatisaFacilitator?"andidentifieswhatfacilitatorsarenot.Italsodiscussesthedifferentstylesavailabletofacilitatorsaswellasthebasicskillsnecessaryforeffectivefacilitation-listeningandquestioning.

PartII:TheToolkit

TheToolkitcontainsover40techniquesandapproaches("Tools")facilitatorscanusetoputtogetherasuccessfullearningexperiencefromstarttofinish.PartIIincludesOrganizingTools,ToolsforDiagnosisandDiscussion,DecidingTools,ToolsforPlanning,andToolstoDealwithProblemsandSabotage.Withexperience,facilitatorswillbeabletochooseandadapttheToolstheyneedtomeettheirtrainingobjectives.

PartIII:TheToolkitinAction

SeehowtoputthetoolkitintoactiontoprepareforanddesignworkshopsinPartIII.Thissectionalsoincludesthreecasesstudiesasexamplesofhowthetoolkitwasusedsuccessfully.

•


20.TheNASAGATrainingActivityBook

Withcontributionsfromexpertsinthefield,thisimportantvolumeincludes28ready-to-useactivitiesspanningavarietyoftrainingtopics:communication,conflictmanagement,creativity,team-building,decision-making,problem-solving,customerservice,andsalesandmarketing.

Withcontributionsfromexpertsinthefield,thisimportantvolumeincludes28ready-to-useactivitiesspanningavarietyoftrainingtopics:communication,conflictmanagement,creativity,team-building,decision-making,problem-solving,customerservice,andsalesandmarketing.Eachactivityispresentedindetailfromset-uptodebriefandtwotothreevariationsofeachactivitywilldemonstratehowtoadaptittoensurelearningisdirectlyconnectedtoinstructionalcontentandtransferrabletomanysituations.Thebookisfilledwithillustrativeexamplesofhowtheactivitycanbeused,whichwillbenotedalongwithacomprehensivedebriefingguidethatincludesrealanswerstodebriefsessions.

AbouttheEditor

Judith(Judee)Blohm,SeniorEditor,haslivedandworkedinAfrica,SouthAmericaandtheCaribbean.Herfirst-handexperienceresultedintrainingandtrainingdesigninallphasesofforeignsojourns;multinationalstaffdevelopment;internationaldevelopmentforprofessional,development,andeducationalorganizations;andtechnicalwritingandcross-culturaltrainingforthePeaceCorps,StateDepartment,andothergovernmentagencies.In2009,shewasawardedNASAGA'sIfill-RaynoldsLifetimeAchievementAward"forconnectingtheworldthroughlearning."


21.50ActivitiesforDevelopingCriticalThinkingSkills

50ActivitiesforDevelopingCriticalThinkingSkillscontains50fullyreproducibletrainingactivitiestodevelopquickthinking,creativethinkingandanalyticalthinkingskills.Thiscompendiumofactivitieswill

Addrealvaluetoyourtrainingbytakingcriticalthinkingskillsoutoftheboxandintotheworkplace.Learnerswillsharpentheircriticalthinkingskillsanddevelopathoughtprocessthatarecreative,accurate,andassumption-free.

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