Summary: For a salesperson, an objection is the kiss of death. Or is it? 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-makes it clear that an objection and a rejection are two totally separate things, as he describes in detail the process of turning an objection into an...
Format: software, multimedia
Publisher / Publication Date: Films Media Group 2006
View online at AVOD
Summary: Nothing promotes buying like buy-in. How is it achieved? This program narrated by 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-answers that and other questions as it examines the sales presentation, from start to finish. Topics covered include properly using open- and...
Format: software, multimedia
Publisher / Publication Date: Films Media Group 2005
View online at AVOD
Summary: The difference between making a sale and making a profitable sale means more than just an extra zero or two on the bottom line. This program narrated by 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-emphasizes the importance of negotiating win-win sales. Key discussion points...
Format: software, multimedia
Publisher / Publication Date: Films Media Group 2006
View online at AVOD
Summary: Regardless of how good a sales pitch is, the sale is not made until it is closed. 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-addresses the ins and outs of getting to "yes" while laying down the laws of making the sale: assume a closing mentality right from...
Format: software, multimedia
Publisher / Publication Date: Films Media Group 2005
View online at AVOD
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...
Format: software, multimedia
Publisher / Publication Date: Films Media Group 2005
View online at AVOD
Summary: I work hard every day, every week, but I'm not making any money in selling. If I'm working this hard, I ought to be doing a lot better than I am. 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-explodes the myth that sheer effort guarantees results while...
Format: software, multimedia
Publisher / Publication Date: Films Media Group 2005
View online at AVOD
Summary: In general, prospects can be divided into groups known as Amiables, Expressives, Analytics, and Drivers-and knowing the differences between them can make or break a budding business relationship. This program narrated by 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-stresses the...
Format: software, multimedia
Publisher / Publication Date: Films Media Group 2006
View online at AVOD
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...
Format: software, multimedia
Publisher / Publication Date: Films Media Group 2005