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.
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.
Extra Mile, The
We discuss customer concerns and the need for each salesperson to become familiar with them as they relate to their 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.