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.
Step by Step
Learn how to understand and use the two influences for buying -- "emotional" and "rational."
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.
Seller's World, A
Examines the opportunities and potential rewards of a career in personal selling, and compares the potential rewards, recognition, security, and opportunities for income and advancement available in personal selling to those in other major occupatio...
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.
Setting the Pace
We set forth the responsibilities of sales managers and the things they need to do for success.
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.