Inventory Control
The importance of minimizing unsalable or surplus merchandise is the focus of this video. Inventory control is presented as a strategy for business management and marketing, not just recordkeeping.
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. Positions range from entry level jobs as sales trainees to highly paid sales supervisors and managers.
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?
Beneath the Surface
The challenge of understanding what makes customers buy is the focus of this episode. What influences a buyer's decision?
Financial Statements
Study the two most basic financial statements of any business -- the income statement and the balance sheet
Federal Trade Commission, The
This clip looks at the role of the Federal Trade Commission in monitoring and regulating pricing, as well as labeling, marketing, and advertising. The clip notes that the FTC is also involved in regulating warranties.
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 sets the stage for success while a negative image may result in lost sales and potential failure.
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,...
In Position
We focus on those decisions, activities, and communication techniques that form selling strategies for new and old products.
Plan of Action
This video explains the importance of pre-planning for a sales presentation and outlines the work involved prior to the actual meeting with the prospect.