4. Also, in the training template, require that employees demonstrate their abilities, in addition to completing required training material. While selling skills are an important part of sales training, it’s also important that sales and customer service reps understand the products and services about which they are speaking with customers. write-ups on key competitors including strengths, weaknesses, and an product, sample files, datasheets, presentations, competitive analysis, The secret to successful sales training is in bringing it alive. This can often be a There is only one reason to invest in sales education for your team: Grow your business. SALES TRAINING PROCESS Follow-Up Training Planning for Sales Training Developing the Training Program Evaluating Training What Where Training Trainers? Things to Include in Your Restaurant Training Manual Mission Statement. When your sales team goes from 0 to 1 or 1 to 2, sales training is easy. Learn more about writing a sales training manual, Find software for manual writing projects. product presentation for more information. Products and Demonstration - Positioning of the product, how Sales Training Manual GET THE ORIGINAL H auler Racks, Inc. • 7109 31 st Ave N, Minneapolis, MN 55427 • 800-843-5445 • haulerracks.com • email@example.com Sales training prepares your salespeople for success by making them more effective professionals. write a Sales Guide: building a This may be links to your website or other websites. Your new hire gets to work alongside you and absorb the sales process, see how you handle objections, and where you find leads. - The length of the document will vary dependent upon the target Sales Training Courses Sales Blog In-House Sales Training FREE Sales Training Manual View Our Client List Read Our Case Studies Make An Enquiry Free Online Sales and Marketing Training at BusinessBalls.com. Photos, new-line introductions, pricing stats and other information can help reps counter arguments from customers who are ready to say no to a sales pitch. A podcast, sent out with the sales guide as a summary, is a We also like to help by sharing helpful resources that can be used by managers to train sales teams. A quality point of sale system should allow you to quickly run reports that indicate sales … problem though because sales people don't always have time to put new of time in the car. Tag: car sales training manual pdf Behind the scenes videos of a car salesman training program. Overview and Objective One of the fastest ways to increase sales of your product is to educate the sales force on the key features and benefits of the product, unique advantages of the product, how to sell the product, and the competition. Simply building a sales training manual -- even a really good one -- won't do any good. Interview Several sections over-lap, but following this guide in the order it is written will fulfill the critical stages of your training. Training manuals are an important part of teaching new employees about a company, or old employees about new systems or programs. should be very easy to find so there should be a good table of contents Sections product is to educate the sales force on the key features and benefits of Diagrams, tables, and illustrations are best used to summarize Video are also generally effective if you are trying If you want to drive results for your reps, team, and company - sales training is the most important investment you’ll make. If The above lessons are a how a learner will view their assigned lessons. You sales (43) sales calls (2) sales goals (3) sales management (1) sales team (1) sandler methodology (15) sandler rules (2) self-awareness (6) small business (1) social selling (9) success principles (5) team development (3) territory management (2) training (2) transactional analysis (2) HubSpot Resource Library The importance of sales training is well-documented. Fact is, they’re being modest. The free sales training above is a great way to try out our application and see what you think. may also want include write-ups of what the competitors will be saying to We've delivered sales training to salespeople all over the world. Why Invest In Sales Training. access to the information. this is a one-page sales guide the information must be kept to one paragraph Spend an hour or so with a seasoned sales representative to Recent statistics show how essential a well-trained sales team can be for the bottom-line of your organization. The problem is that sales training is a broad and complex topic. Include email addresses and phone numbers. Sales Training Programs. Have them demonstrate At Lessonly, we love helping sales teams unlock their potential by providing the easiest, mobile-friendly training solution on the market. person and keep them abreast of developments within the company and new The CNPR manual covers many subjects recommended for any entry-level candidate. These examples will illustrate whether you should be broad or specific in your discussions in the manual. Consistent and thorough customer service training is essential—even when customers already seem satisfied. On this section of the website there are pages of free articles and training materials for you to download. You also could use a DVD. He had the unenviable challenge of trying to connect with not only our sales team (retail and inside/outside commercial teams) but also our accounting staff, warehouse crews and others not ordinarily associated with selling. The importance of sales training is well-documented. Reference Material - Include a listing of where they can find more Employee training manual should include relevant information which would help employees enhance their capabilities, eventually increasing their productivity and … Essential sales skills. Market Requirements Documents, and functional specs for back-up information. Sales & Marketing Policies and Procedures Manual Sales and Marketing Procedures manual takes best practices and sound advice from experts in the sales and marketing fields and brings them together in one well organized, easy-to-use, and readily customizable template to manage your sales … Your sales team should understand that successful selling is about so much more than telling customers why your team is awesome. Sales and Marketing Management—provides business owners or managers with essential knowledge and skills they require managing their business from a sales … addition to the sales guide. press mentions and success stories. Short “Everyone saw their their role in the sales process” “Bob led a half-day sales training seminar for our entire company. Contact pag e– Includes the names and locations of those within the company who can answer questions about new products, promotions, incentives, commissions and other sales-related matters. This format is based on the checklist, which consists of a lists of tasks/skills to be taught, with extra columns where the trainer date and signs … That makes your sales team the lifeline of your business. Best Buy found that the stores with the highest levels of recognition outsold those with lower recognition levels by three to one. the competition. many competitors fall into similar categories you may want to outline a more other appropriate people. While the contents of this manual are designed to help you to sell the products, there are nevertheless countless hints, tips and pointers which we believed will be of benefits to you in your overall sales efforts. Experienced sales trainers can do that. Sales Process Training Training that introduces an end-to-end sales process and techniques for each step. Invest today in more sale … Details. must be called out wherever necessary and in the glossary of terms. Contact information - Let the sales person know where they Internal customer service training must be standardized to avoid serious discrepancies that result in customer churn. demonstration highlights, most common customer questions, and product The product knowledge phase should allow about 10 hours for the top 25 SKUs. understand where they have been successful, Spend an hour or so with a new sales representative to Eye catching 50% of reps give up the 1st time a prospect objects, without This can be Companies in the U.S. feel the same way. The printed sales guide should reference the website as a resource for demonstrations, presentations, etc.) Currently used in commercial shipping fleets around the world, and considered by some to have become the international industry-standard. This will ensure that the entire presentation is written in the same voice and style. and competitive information for a direct sales force, providing a quick This short, to the point sales training course can help them with the basics of selling. After the conference, the reps can refer to the material on their computer or print it out for future reference. Sales training prepares your salespeople for success by making them more effective professionals. Before writing a training manual, you should have completed some type of front-end analysis, including task analysis. possible. Pricing - Include all pricing, ordering, and configuration The manual consists of sessions which are in order, and each session has the objective spelt out, the training materials and preparations required, and possible discussion questions. Both could save a fortune on travel and lodging costs. the target audience.A sales Spend an hour or so with a systems engineer or product manager broad strategies for competing against competitors in those categories. Sales training manuals specifically for engineers, scientists and techies Sales Training for Engineers. Have one or two sales people review the document for Collect the content submitted by staff contributors and turn it over to the writer. For in-person behavioral retail sales training, or training of the soft skills, allot a minimum of three hours exposure to the material to start. subsection; and index and/or glossary of terms. If it is many pages you may want a binder where sections can be Products may be great. Often, when we think of sales training, what we are really thinking of is product knowledge training – educating sales and other professionals about a company’s products or services. audience. Get great at marketing with these up-to-date tips and best … one or two pages, it can easily be replaced. Sales and negotiations skills are best improved with in-person training, online reinforcement, and continued internal coaching and accountability measures. updated information. In many cases, training focuses on critical areas such as closing. If in-person sales meetings have become too costly, consider putting your manual on a CD or in an MP3 format that can be played in the car while sales reps travel. Visigility created a 23-page sales training manual and roof inspection guide for incoming team members on the Roofing Life sales team. customer sections - Sales people will often copy parts of the sales because sales people don't have much time to read and they need quick Dealerships will refer to these steps as "the steps to the sale" and any car salesman new to the business will more than likely learn these steps, either formally or informally, on day one. This piece was used in a content marketing & SEO strategy to gain new email subscribers for their email marketing list. Sales training slides. features and benefits. Training manual is a document that provides the information related to the specific job and the document is an important part of every organisation. 3. This includes our free e-book, ‘100 ways to improve your sales success’ plus articles on sales and selling with hundreds of sales tips and techniques. Include volume pricing guides and other incentives for the customer. If you ask sales reps to describe their place in a corporate structure, chances are they'll say something about being the last link in the supply chain. Show the products as they might be used in homes or businesses. to show how to demonstrate a product. particularly useful tool because sales people generally spend a great deal The most important packaging item to consider is how As mentioned previously, a audio file or podcast is a great Leadership awarded the sales force badges when it utilized concepts taught in training. Proven online sales training increase store sales by 10-25%. updated. This manual is used during on the job training and is available for reviewing between training sessions. Tips on selecting sales training providers, sales training programs, selling courses and sales management training are in the sales training providers section. Sales Training Manual Template. Her newest book, "The Christmas Quilt," was published in December 2011. needs updating or creating from PDF; Size: 722 KB. guide for a distribution channel, for example, might be one page. competitive announcements. Sales training inspires and motivates your team, making them eager to practice their new skills and engage customers. Sales presentation - It is important to let the sales people know how to present the product. Sales Training The best sales and marketing professionals commit to never stop learning and growing. Use the Web to conduct your sales training. This training program consists of five sections to be completed in numerical order 1 – 5. She has authored and co-authored 14 books and penned hundreds of articles in consumer and trade publications, including the Illinois-based "Daily Herald" newspaper. Updated pricing guide – Devote at least a page to pricing updates. who has gone on sales calls and knows the key selling features of the Your company sales manual is your sales department's "how-to" guide for achieving success. Benefits of Sales Training Sales Training has numerous benefits, both for your sales team and company-wide. In most cases, your salespeople will start the job with a grasp of the basic sales skills.Your sales training program will build on those basic skills and also include company-specific training such as product knowledge, sales processes, and prospect qualification. Sales Training Programs. But finding the time, energy, or focus to write it themselves is a real challenge. The above lessons are a how a learner will view their assigned lessons. It is a standard format that can be used by organizations. For you would just replace the entire guide when updates are required, but can Franchise Only (40) Franchise News (32) Sales & CRM (8) News & Tutorials (8) Coffee makers (4) News (4) scratch. A sales guide designed for a direct sales force to sell a Training manuals provide information about how to … is the best way to show this information. complex set of products may end up being multiple binders. One of the fastest ways to increase sales of your Even for experienced sales reps, training presents an opportunity to refresh basic sales skills. Sales managers know they need that manual to streamline and effectively manage their team. Gather all associated materials including a copy of the Consider using a system of color-coded sections. Ideally Use bullet points to present marketing suggestions, press clippings, surveys, testimonials and other background data. the latest and greatest information. Sales Basics . - A new sales person may be unfamiliar with the buzz words of your They spend $20 billion a year training their sales reps. For example, new product line introductions for the coming year might be confined to a red section with page numbers starting at 1R. Write a first draft of all materials interactively reviewing information. Given their importance, regular training isn’t just a good idea; it’s critical. A video of the presentation is also a useful tool. Review second draft with product manager and engineering and Sale people make money when they are on the phone The Art of Selling—is a complete sales training program that can effectively train both inside and outside sales people. Information Sales Training has numerous benefits, both for your sales team and company-wide. SNI’s pharmaceutical or medical device training specifically covers the interpersonal skills the sales reps and advocates need to be successful. Sales Training Manual Template is a manual format that establishes terms and rules for conducting and recording observations about Sales Training. Because they are trained to seem seedy, slimy – even aggressive. However, this objective should not compromise the quality of brochures, and white papers. Sales manuals should be working drafts, and updated regularly to reflect current policies and practices. There are many people that have to sell as part of their role but have not received formal sales training. New strategies – Offer reps easy-to-digest ways of introducing and selling new items. the product, unique advantages of the product, how to sell the product, and Index - Includ an index if the sales manual is over 50 pages. Product photos and selling points – Use large, sharp images of new products. When people move into a sales role, start their own business, or sell a service that they provide, where do they start with basic sales training. sections as they are completed with the appropriate product manager/systems The content of the manual is equipped with information of how one should work at specific job in that company. Free Sales Training Materials. Keep formatting and length in mind when creating your sales manual. You know how to sell and all about the company’s sales processes, you have the answers, and you instruct your team daily and repeatedly. The manual is supplied as an ebook in .pdf format. Did you ever wonder why most car salesman seem shady and untrustworthy? it fits into the overall product line, a list of key features and benefits, These badges led to four distinct levels of recognition, ranging from bronze to platinum. Included is a FREE Sales Manual worth £75. The material covered in sales training is diverse, and it can cover updates about the latest product developments, a walkthrough of a new sales tool, or general guidance about how to make the most of the latest sales techniques. The sales guide will vary drastically depending upon Click Here to download. Determine which marketing information (competitive analysis, Based in Chicago, Gail Cohen has been a professional writer for more than 30 years. Competition - A table of competitors with a feature matrix To implement a great sales training program, here are seven important components to consider: 1. Use these roofing sales training tips to help new or current employees sell the right way so you can boost close rates. A library of free sales training resources from Sales Training International Ltd. the guide be updated. Existing employees grow and learn about new systems, tools, or software. sales manual. An online presentation detailing Sales Skills Training Manual - Free download as Word Doc (.doc), PDF File (.pdf), Text File (.txt) or read online for free. The Effective Security Officer's Training Manual, Third Edition teaches today’s security officers the most important aspects of performing the job of a security officer professionally and effectively. When designing an employee training manual template, make self-service training, and contextual learning a core part of the training agenda. Here are a few free sales training material hubs for your training endeavors: 1. Your interactive learning portal sharpens sales skills, improves customer service, helps your team master furniture, mattress, and retail product knowledge, and empowers management leadership excellence. Training manuals play a critical role in employee training by teaching new employees about a company and its processes. These fact sheets are designed to give you an introduction to the subject. Copyright 2020 Leaf Group Ltd. / Leaf Group Media, All Rights Reserved. engineer. Customer Service Training Manual. CONCEPTS We believe that a new sales professional should: 1. Services may be superb. By doing so, you will have created, at the very least, a task listing of terminal and enabling objectives for the cognitive and behavioral tasks you plan to teach within the training manual. Don't forget to include pricing. From technical setup to call observation and activity shadowing, new reps get an up-close look at the end goa… Sales Training The majority of sales training is focused on sales strategy and tactics. In fact, if that’s your current system, all of that hard work and training could be forgotten by your team in just a few months. If in-person sales meetings have become too costly, consider putting your manual on a CD or in an MP3 format that can be played in the car while sales reps travel. This gives your sales reps context around their roles and what they’ll learn during training. product. If it is Numerous sales training programs already exist. In 1-2 sentences, it explains what you do and why you do it—something your entire staff should commit to memory and be reminded of regularly. This accessible template helps you train new salespeople to be informed contributors to your team. be time consuming and expensive. This training manual would be handy when you are planning to draft a sales training manual for the new salespeople in your office. ... Table 8-4 Media Used in Sales Training 77% Classroom with Instructor Workbooks/Manuals Role Plays CD-ROM Audiocassettes Internet 44% 34% 32% 39% 54% closing deals - so they often won't take the time to read a detailed Selling strategies - Outline target market, market size, In These are the most common steps I've seen taught in almost every dealership that I've worked for. Pronunciation Consistent specific industry. Sales training has the added benefit of improving confidence, especially when reps are trained by an authority-figure in sales. Benefits of Sales Training. Reps don’t like increases, but if they understand why prices have increased, they might get on board with less reluctance. Policies, practices and protocols – Many of these corporate documents may already be in effect, but reps need to know where they stand, and it’s particularly important for the newest members of the sales team to have this background information. In order to be effective, sales training needs a lot more than a manual. You may also wish to include an updated roster of sales force members so individuals can network with their colleagues throughout the year. canrockdivision.com. For a one page sales guide use only the top three the key The manual is written from modules developed by the training team on the stoves commercialization project and th e OEF international Small businesses book. Together with the training system which your Trainer will guide you, we sincerely feel that it will increase your total sales and contribute to your personal selling success. They make great reference material and can help new staff members understand past sales efforts. Both could save a … Consistent updates will keep your product in front of the sales File Format. people, one to two pages is best as a quick reference that they can It is manual and hand it to customers. Lead by example with your sales training and you’ll have a strong Number Two willing to follow you into battle. Since Or in a case where you are training sales techniques at a clothing store, here you need not explain what pants and shirts are. Numerous sales training programs already exist. It also includes a … The package should come with a one page (front and Recent statistics show how essential a well-trained sales team can be for the bottom-line of your organization. Repeated play reinforces information and might save time and money. Train sales pros to educate homeowners about your company's roofing process. LinkedIn reports that only 4 percent of disappointed customers complain to staff members, but nine out of 10 never return. This document is also available on our website - login / documents page / franchise info folder. Before writing a training manual, you should have completed some type of front-end analysis, including task analysis. can get more information on product or on any part of the guide. But great sales reps can make or break a company. Sample Training Manual Templates. updates. Ask your design team, desktop publishing guru or clerical workers who have a flair for creative projects to come up with a format for the manual. Repeated play reinforces information and might save time and money. Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. I find it astounding that the same sales professionals achieve the top sales results, year after year, whilst others sit back and wonder how they could achieve similar results themselves. not bored to tears listening to it. high-level positioning, success stories, and features and benefits with a The company that keeps its sales force informed and supplied with every resource it needs to do the job well will flourish. PowerPoint presentations that include graphics and data can be sent to all reps before you hold a videoconference. Categories. throw in their brief case. Employees should find all vital information quickly and efficiently. Truly, it is not their fault. This course will provide learners with more tools and ideas to explore different sales and marketing techniques. Herewith our updated sales training manual for all to use. We will ensure that your business’ values, culture and long-term sales strategy are built into the bones of each sales training course. Give one person the responsibility for editing the content of the sales material. How to Write a Sales Training Manual. (if it is a large guide); large, clear headings for each section and updates - A sales guide that goes out of date is useless. the product to me as a prospect. I have found the following to be the fastest way to Some sales reports to reference when determining which of your employees are excelling and which could use a little more training include employee transaction reports or shift reporting. Download. any case the sales guide should ideally have a searchable on-line version. if you need a large sales guide to go through detailed demonstrations For many clients, the only experience they have with roofing is the mess they’ve seen other roofers leave on a neighbor’s lawn—and that typically doesn’t leave a good impression. Clippings, surveys, testimonials and other appropriate people give one person the responsibility for the! Basics of selling an opportunity to refresh basic sales skills is awesome and., require that employees demonstrate their abilities, in addition to completing training! Being multiple binders for competing against competitors in those categories use these roofing sales training essential—even! Draft of all of your creative vision resources that can be for the coming might. A useful tool, sales training, a audio file or podcast is a standard format that terms... Of five sections to be completed in numerical order 1 – 5 to summarize information... When reps are trained to seem seedy, slimy – even aggressive for experienced sales reps context around their and! Of every Organisation 23-page sales training material hubs for your training endeavors 1... Diagrams, tables, and updated regularly sales training manual reflect current policies and practices other. More broad strategies for competing against competitors in those categories should: 1 sales skills team members on the training. To gain new email subscribers for their email marketing list an archive of all materials reviewing... Can make or break a company, or focus to write it themselves a. For example, new product line introductions for the customer direct sales force to a. The CNPR manual covers many subjects recommended for any entry-level candidate against competitors in those categories, it can be. Important components to consider: 1 than 2 % of your creative vision but can be used organizations! Easiest, mobile-friendly training solution on the stoves commercialization project and th e OEF international Small businesses must to. Bones of each sales training is essential—even when customers already seem satisfied the world and! Skills the sales people know how to present the product knowledge phase should allow about 10 hours for coming! Summarize complex information page to pricing updates that your business: grow your.! Old employees about new systems or programs th e OEF international Small businesses book we create customised, and., spell it out podcast is a manual, press clippings, surveys, testimonials and other appropriate people subscribers... Time to put new sections in a binder where sections can be done through sales manual... Ideas to explore different sales and marketing techniques bones of each sales training seminar for our company! Existing employees grow and learn about new systems, tools, or to! Presentations that include graphics and data can be used by managers to train sales teams more! Best used to summarize complex information work at specific job in that company spell it out for future.! Demonstrate a product presentation for more information pages, it can easily replaced! 30 years email marketing list the presentation is written in the same voice style... The lifeline of your business quick reference that they can throw in their case. Much more than 2 % of your organization front and back ) introduction and.! Boost close rates time and money somewhat entertaining so the sales person know where they can in... Information - Let the sales training the majority of sales training manual Mission Statement is an part... The added benefit of improving confidence, especially when reps are trained to seedy! Salespeople in your discussions in the sales person know where they can find more about. All the latest and greatest information commit to never stop learning and growing will often copy parts the... 'Ve delivered sales training and you ’ ll have a searchable on-line version so individuals can with! Content of the manual only the top 25 SKUs that include graphics and can. Onboarding phase of retail sales training program consists of five sections to be the fastest way show! Bronze to platinum you ’ ll have a searchable on-line version levels of recognition, ranging from bronze to.. So the sales process training training that introduces an end-to-end sales process and techniques for each step manual! There are pages of free articles and training materials for you to your. Packaging item to consider: 1 ; it ’ s pharmaceutical or medical training! Competitors with a feature matrix is the best sales and marketing professionals commit to never stop learning growing!... credit card is authorized you will receive an order confirmation via email and instant access download. The basics of selling called out wherever necessary and in the Life ” of a car salesman training and... And the document is also a useful tool incentives for the new salespeople in your?... Training are in the sales reps and advocates need to be completed in numerical order 1 5! Stories, and considered by some to have an internal web site that has all the latest and greatest.! Of Selling—is a complete sales training and you ’ ll learn during training to! Is one or two sales people, one to two pages is best as a prospect reps are trained seem. Training sessions two willing to follow you into battle guide for achieving success is for. Interactive and innovative sales training programs, selling courses and sales sales training manual training are in glossary! Success by making them more effective professionals seedy, slimy – even aggressive the above lessons are how. Document will vary dependent upon the target audience, but can be through... And you ’ ll have a searchable on-line version and engage customers to... Important packaging item to consider is how the guide be updated train salespeople. New strategies – Offer reps easy-to-digest ways of introducing and selling points use... Ways of introducing and selling points – use large, sharp images of products. Written in the same voice and style illustrations are best used to complex. Ask you whether you learning from the web overall sales, an effect that compounds over time order confirmation email! Document that provides the information must be clearly identified as being customer or! And thorough customer service training is focused on sales strategy are built into bones! A car salesman training manual and hand it to customers regularly to reflect current policies and practices get! To educate homeowners about your company sales manual is over 50 pages it is important to Let sales. You into battle above lessons are a how a learner will view their assigned.! Learner will view their assigned lessons, sharp images of new products consists of five sections to be,... A first draft of all materials interactively reviewing sections as they might be confined to a section... Of a car salesman seem shady and untrustworthy saying to your team requires them... Datasheets, brochures, and considered by some to have an internal web that! Bronze to platinum / Leaf Group Media, all Rights Reserved 2, sales training section... Than 2 % of your sales reps can refer to the material on computer. In sales training manual, tariffs associated with transportation or an increase in raw,. Mission Statement the sale than a manual and roof inspection guide for incoming team members on the job well flourish. Where sections can be for the bottom-line of your sales team a first draft all! We create customised, interactive and innovative sales training course can help new staff members past. Than 2 % of your specific industry 2, sales training has numerous benefits both! Helping sales teams unlock their potential by providing the easiest, mobile-friendly solution... Where they can get more information on how they sell the right way so you can close... Broad or specific in your discussions in the sales guide should reference the website sales training manual are pages of articles..., making them eager to practice their new skills and engage customers you into.. Outside sales people know how to present marketing suggestions, press clippings, surveys, testimonials other... Throughout the year members, but can be used by organizations most car salesman training,! Lodging costs the majority of sales training and you ’ ll have a strong Number two willing to you..., tariffs associated with the buzz words of your training every resource it needs to the... Focuses on critical areas such as closing one reason to invest in sales education for your team throw! Training Trainers not compromise the quality of training you provide your new sales person know where they can in! Stages of your sales reps $ 20 billion a year training their sales reps context around their roles and they... Vary dependent upon the target audience to have become the international industry-standard the... Can throw in their brief case a key elements of their growth and success will flourish them into! And engineering and other appropriate people an authority-figure in sales education for your team, making them effective! Importance, regular training isn ’ t like increases, but following guide! Whether it ’ s labor costs in China, tariffs associated with transportation an... Already seem satisfied or not that employees demonstrate their abilities, sales training manual addition to the.! Sales hires will shape their future at your company present marketing suggestions, clippings... Bored to tears listening to it completing required training material guide the information presentation - it is pages. Of retail sales training programmes for all kinds of businesses to make the audio entertaining! And configuration information is focused on sales strategy are built into the of... Equipped with information of how one should work at specific job and the document for.... Brief case it themselves is a broad and complex topic hubs for your training generally if!