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Secrets of professional selling

Author: Films for the Humanities & Sciences (Firm); Films Media Group.; University of West Florida.
Publisher: New York, N.Y. : Films Media Group, [2005], ©1999.
Series: Secrets of professional selling.; Films on Demand.
Edition/Format:   eVideo : Clipart/images/graphics : English
Database:WorldCat
Summary:
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  Read more...
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Details

Genre/Form: Videorecording
Educational films
Internet videos
Additional Physical Format: Originally produced:
University of West Florida, 1999
Material Type: Clipart/images/graphics, Internet resource, Videorecording
Document Type: Internet Resource, Computer File, Visual material
All Authors / Contributors: Films for the Humanities & Sciences (Firm); Films Media Group.; University of West Florida.
OCLC Number: 707969797
Notes: Films on Demand is distributed by Films Media Group for Films for the Humanities & Sciences, Cambridge Educational, Meridian Education, and Shopware.
Encoded with permission for digital streaming by Films Media Group on May 12, 2005.
Title from distributor's description.
Target Audience: 13 & up.
Description: 1 streaming video file (26 min.) : sound, color, digital file.
Details: System requirements: FOD playback platform.; Mode of access: Internet.
Contents: Listening (3:12) --
Focus on Prospect Benefits (2:43) --
Target Customer Needs (1:02) --
Knowledge (1:40) --
Company and Product Knowledge (2:24) --
Know the Competition and Prospect (3:43) --
Selling vs. Helping Them to Buy (1:57) --
Focus on Value, Not Price (2:42) --
Five Secrets of Selling (3:49) --
Religious Questions bookmark (0:20).
Series Title: Secrets of professional selling.; Films on Demand.
Responsibility: University of West Florida.

Abstract:

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.

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