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.
Production and Operations Case Study: Rutherford Hill Winery
Rutherford Hill Winery is located in California's Napa Valley, one of the most prolific winegrowing regions in the world. Efficient production and operations at a winery like Rutherford Hill requires skillful management that includes: carefully anal...
Step by Step
Learn how to understand and use the two influences for buying -- "emotional" and "rational."
Defining and Calculating Productivity
An accurate measure of productivity can be a useful tool in defining problems and deciding where to direct resources and energy. There are many ways to calculate productivity, but almost all begin with a simple formula: productivity is output per un...
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.
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.
Show and Tell
The sales demonstration is a proven way to strengthen a consultative sales presentation. A well planned demonstration attracts the customer's attention, stimulates interest and creates desire for a product or service.