Seller's World, A
Examines the opportunities and potential rewards of a career in personal selling, and compares the potential rewards, recognition, security, and opportunities for income and advancement available in personal selling to those in other major occupatio...
Peak Performance
The importance of orientation and training of new salespersons, and the responsibility of the sales manager to keep sales force motivated are explained.
Personal Best
Management of self is a four dimensional process that involves management of time, territory, records and stress.
Entrepreneurship and Managing
This clip points out that the long-term success of a small business is dependent on a number of factors, including sound management.
Setting the Pace
We set forth the responsibilities of sales managers and the things they need to do for success.
Show and Tell
The sales demonstration is a proven way to strengthen a consultative sales presentation. A well planned demonstration attracts the customer's attention, stimulates interest and creates desire for a product or service.
Credit Purchases
Learn just how prevalent credit has become in retailing and how in today's business world, credit is no longer just a customer convenience, it increases sales and provides additional income.
Credit
This clip argues that, since a company's ability to collect its accounts receivable has a direct impact on its cash flow, it's important to establish clear guidelines for payment before extending credit to customers. The clip also looks at establish...
Going the Distance
Consultative-style selling remains a popular approach to the sale of retail and wholesale goods and services. What are the four major parts of a consultative-style sales presentation?
Good Match, A
In this video the student will learn that the key to successful selling is being able to convert "product features" into "buyer benefits."