Secrets of Professional SellingSecrets of Professional Selling
Title rated 0 out of 5 stars, based on 0 ratings(0 ratings)
Streaming Video, 2005
Current format, Streaming Video, 2005, , Available.
Streaming Video, 2005
Current format, Streaming Video, 2005, , Available. Offered in 0 more formats
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.
From the community