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.
Setting the Pace
We set forth the responsibilities of sales managers and the things they need to do for success.
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?
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.