Selling well, like any set of skills, begins with a solid foundation. In this program, Bob Kimball—author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida—drives home the basics, including the importance of listening, in order to determine a prospect’s needs and buying motives; of highlighting prospect benefits, not product features; of having a broad knowledge of one’s industry; of making a paradigm shift from "company salesperson" to "buyer consultant"; and of focusing on value rather than price.

Films Media Group

Selling, Sales management

Kimball, Bob (writer), Kimball, Bob (executive producer), Kimball, Bob (narrator), University of West Florida - Research Foundation (producer)

00:25:46 (HH:MM:SS)

English

adult/continuing education, higher education, high school (grades 10-12), college

Name	Films Media Group (Firm)
Role	publisher
Telephone	800-257-5126
Address	200 Metro Blvd., Suite 124, Hamilton, NJ 08619
Email	[email protected]

1999-01-01

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