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 adversa..
Plan of Action
This video explains the importance of pre-planning for a sales presentation and outlines the work involved prior to the actual meeting with the prospect.
Planning
This clip explores the management function known as planning. The clip explains that it is important to establish clear goals and forecast trends and events in order to make good decisions. Nonetheless, the clip notes, p..
Positive Motivation: Hawthorne Experiments and B.F. Skinner, The
Experiments on the effects of lighting at the Hawthorne Division of the Western Electric Company in Chicago in the 1920's led to startling and unexpected results concerning motivation. Researchers found that workers can ..
Potential Disadvantages of Buying Into a Franchise
This clip explains that, when buying a franchise, the entrepreneur gives up much of the freedom that comes with starting a new business. This must be weighed against the advantages of purchasing a franchise, which are co..
Pricing Case Study: "Rags to Riches"
This clip profiles a company that makes custom quilts and toys. The owner explains that setting prices has always been a challenge, but notes that positioning her company as a high-end manufacturer of custom products has..
Pricing Goals
This clip talks about the importance of establishing pricing goals, noting that pricing shouldn't be determined solely on the basis of costs and desired profit margin, but as part of the overall marketing mix. Competitor..
Pricing Products and Services
Basic formulas for calculating markup, markdown and cost, and how to apply the concept of percent to markup and markdown problems.
Pricing Strategies
This clip explores a number of commonly used pricing strategies, including odd pricing, skimming pricing, follow-the-leader pricing, and penetration pricing.
Pricing and Cost
This clip notes that the total cost of operating a business must be considered before the small business owner makes pricing decisions. The clip also talks about the difference between fixed and variable costs.