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Secrets of successful prospecting

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:
What is a salesperson's most important activity? 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-tackles the subject of prospecting, from gathering referrals to making cold calls. How to tap current and prior customers for referrals; how to cultivate a "non-referral farm" through  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: 707969799
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 Sept. 19, 2005.
Title from distributor's description.
Target Audience: 13 & up.
Description: 1 streaming video file (30 min.) : sound, color, digital file.
Details: System requirements: FOD playback platform.; Mode of access: Internet.
Contents: Prospecting for Sales and Referrals (6:07) --
Customers and Future Sales (4:11) --
Networking, Personal Contacts, and Cold Calls (4:51) --
Task Prioritization and Appointment Ratios (5:53) --
Telephone Calls and Appointment Ratios (7:18).
Series Title: Secrets of professional selling.; Films on Demand.
Responsibility: University of West Florida.

Abstract:

What is a salesperson's most important activity? 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-tackles the subject of prospecting, from gathering referrals to making cold calls. How to tap current and prior customers for referrals; how to cultivate a "non-referral farm" through research, networking, and other avenues; how to quantitatively assess the value of prospecting activities; and ways to improve the "appointment-to-disappointment ratio" are all considered.

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