Step by Step
Learn how to understand and use the two influences for buying -- "emotional" and "rational."
On the Dotted Line
We discuss "closing the sale" as an outcome of a well-planned presentation while providing a number of guidelines for closing.
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.
Extra Mile, The
We discuss customer concerns and the need for each salesperson to become familiar with them as they relate to their customers.
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.
Right Choice, The
We explore various legal and ethical guidelines for salespeople and the rights and wrongs of selling.