Sales Humor Delivery Skills 1: Sales Skills Development Using Techniques from Dramatics for All Levels of Salespeople
- Book Review,
by Daniel Farb
Foreword Reviews, November, 2004
Five star rating
Book Description
This title is part of the UniversityOfHealthCare/ UniversityOfBusiness Interactive Training Library, which offers authoritative, clearly written material in an interactive form for better comprehension and documentation of completion. An important skill in sales, and in any business situation, is the proper delivery and use of humor, and it can be learned. This course teaches you important elements of delivering effective humor. It will help you in your career. And you'll enjoy the jokes in the course at the same time! Estimated time: 2-4 hours. 138 pages. You must have Internet Explorer 4.0 or higher running on your computer. Supported operating systems are Windows 95, 98, 98 SE, ME, 2000, or XP. You will need Internet access to e-mail us your unique key and receive a password key. License is for one user on one computer.
From the Publisher
5 Star Rating from Foreword Reviews Studies about the effects of humor on learning conclude that adults find the education experience more enjoyable if it's funny. The addition of humor to teaching methods may also help in long-term knowledge retention. In, Sales Humor Delivery Skills, the authors leverage their experience with the theatre, television, and Hollywood personalities to show salespeople that humor is a beneficial and even necessary component to successful communication. On the assumption that anyone can learn how to use and deliver humor, this course offers specific situations, types of humor and a variety of humor resources to get them started. One of the seven general situations listed for which humor is deemed practical is when an apology is required. The CD reinforces this point by suggesting that a witty saying can ease an otherwise tense situation. The CD plays this audio and video example: "I want to apologize for that mistake. If it weren’t for my faults, I’d be perfect." Delivery advice focuses on knowing the likes and dislikes of an audience and understanding that no two audiences are the same. Tips include opinions and facts about delivery of humor, comedic timing and rehearsing jokes. The section, "Picking From Jokes Sources," includes books, websites, online joke subscriptions and telephone recordings for jokes, witty sayings and quotations. "After finding jokes, the next part of the process is to organize them in way they can be easily accessed for use upon the need." Whether by hard copy or computer the emphasis is on putting a joke in multiple categories, as there are many situations when humor is appropriate. Combining the book with the CD makes for a cohesive unit. A searchable text version of the book is available so software sections can be printed. The cross referencing of print and CD meets the authors goal to allow the reader to discover how to use humor in a variety of sales situations to ensure "bringing about a healthy resolution or creating an emotional atmosphere that is positive overall."
About the Author
M. Daniel Farb, M.D., CEO of UniversityOfHealthCare and UniversityOfBusiness, is a leader in the field of interactive management and healthcare e-learning. He received a BA in English Literature from Yale (where he set an academic record and studied with writers like Robert Penn Warren), an M.D. from Boston University, a degree in Executive Management from the Anderson School of Business at UCLA, and is currently working on a degree at UCLA in International Trade. He is a practicing ophthalmologist. He also has received two patents in ophthalmology and is working on others, has worked with the World Health Organization in Geneva and the National Institutes of Health in Washington, D.C. He has written scientific and popular articles, and has worked as a newspaper reporter. He helped Dr. Robbins edit one of the editions of Robbins' "Pathology" textbook for readability. He wrote an article on humor for the Massachusetts Review. He has experience in theater and television, including acting, directing, and stage-managing. He has programmed his own patient records database. He has written and edited hundreds of e-learning courses. Dr. Farb is a member of the American Academy of Ophthalmology, the Union of American Physicians and Dentists, the AOJS, the American Association of Physicians and Surgeons, the ASTD, the E-Learning Forum, the Southern California Biomedical Council, the PDA (Parenteral Drug Association), and the Medical Marketing Association. Bruce Gordon is the Creative Director for UniversityOfHealthCare. After receiving a BA in Economics from UCLA, he began a freelance writing career that included technical writing (such as a manual for Princess Cruise Lines), stand-up comedy routines for nationally known comedians, and screenplay writing. He has done production support work with famous Hollywood personalities on such well-known productions as Aaron Spelling's "Dynasty" and "Love Boat" TV shows. An audio-visual software specialist, he is a versatile artist, with published works in a variety of media, including music, motion graphics, and digital video short film.
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