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.
Step by Step
Learn how to understand and use the two influences for buying -- "emotional" and "rational."
Setting the Pace
We set forth the responsibilities of sales managers and the things they need to do for success.
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.
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,...
In Position
We focus on those decisions, activities, and communication techniques that form selling strategies for new and old products.
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.