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.
Product Development Curve, The
This clip explores the product development cycle, from the accumulation of ideas to product testing.
Product Lifecycle, The
This clip looks at the product lifecycle, noting that its predictability gives the small business owner a valuable planning tool for pricing, promotional activities, and distribution policies.
Step by Step
Learn how to understand and use the two influences for buying -- "emotional" and "rational."
Importance of Customer Satisfaction, The
This clip focuses on the importance of customer satisfaction and meeting customer needs.
Individual and the Organization Case Study, The: Four Seasons Hotel, The
Making sure values are aligned is important for both organizations and prospective employees. The success of The Four Seasons Hotels depends in part on the service they provide to guests. With that in mind, hotel managers look for potential employee...
Increasing Operational Efficiency
Whether they manufacture a physical product or provide a service, all companies have similar needs for efficiency in operations. This applies to scheduling, inventory, organizing employees, quality and productivity. More and more companies are using...
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...
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.
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.