Full Service
Personal selling is not one, but two processes -- making the sale and servicing the sale. The focus of this episode is how important quality customer service is and how it helps sales.
One World
The impact of international business and the economic interdependency of nations on sales and selling is subject of this episode.
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.
Sales Talk
We examine communication styles bias - often a barrier to selling success. Communication style bias occurs when salespeople contact customers whose communication styles are different.
Beneath the Surface
The challenge of understanding what makes customers buy is the focus of this episode. What influences a buyer's decision?
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,...
Sales Engine, The
Addresses the ways in which personal selling stimulates economic growth in a market driven economy, and traces its evolution from the early days of the Production Era to present day.