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?
Subject: salesperson
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."
Subject: salesperson
Big Picture, The
Personal selling offers a broad range of career opportunities requiring a wide variety of expertise and skills on the part of the salesperson
Subject: salesperson
Breaking Through
This lesson describes how buyer resistance shows up in almost all sales interviews. What are the common causes of buyer resistance? How do you recognize and overcome the problem?
Subject: salesperson
Beneath the Surface
The challenge of understanding what makes customers buy is the focus of this episode. What influences a buyer's decision?
Subject: salesperson
First Impressions
The image that a salesperson projects is an important factor in determining how the customer "feels" about the sales representative. A positive image
Subject: salesperson
Extra Mile, The
We discuss customer concerns and the need for each salesperson to become familiar with them as they relate to their customers.
Subject: salesperson
Personal Touch, The
The manner in which salespeople establish, build and maintain relationships is the key to success. Most successful sales consultants see themselves as the customer's partner in the sales process rather than their adversary. In addition to customers,...
Subject: salesperson
In the Know
Learn why it is important to provide the prospective buyer with specific knowledge needed to make the best possible buying decision.
Subject: salesperson
In Position
We focus on those decisions, activities, and communication techniques that form selling strategies for new and old products.
Subject: salesperson