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Consultative selling - Consultative selling places an emphasis on customer needs and solutions which implement the products or services offered by the salesperson, who often provides instruction or advice about economical implementation. During the prospecting phase of selling, where a customers needs and wants are examined, the salesperson pays close attention to economical and high-quality solutions for the customer, ideally making sure the prospect receives more value from the product or service they have purchased than they have paid.
Hattie Harlow - Hattie A. Harlow, was a single woman who lived in Brockton and Bridgewater, Massachusetts and worked as a piano teacher, seamstress, and magazine salesperson.
Spiff - A spiff is a small, immediate bonus for a sale. Typically, "spiffs" are paid, either by a manufacturer or employer, directly to a salesperson for selling a specific product.
Marketing collateral - Marketing collateral, in sales, is the collection of media used to support the sales of a product or service. These sales aids are intended to make the salesperson's job easier and more effective.
JSA Issues Warning for Traveling Salespersons in Charlotte - The Jewelers Security Alliance has issued a warning for traveling salespersons doing business in Charlotte, N.C.
Incentive Central - Information about incentive marketing and how it induces purchase or performance on the part of a consumer, salesperson or dealer through merchandise or travel rewards.
1001 Professional Sales Tips - Strategies, tactics and ideas for salespersons.
Source: BazSites.net
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You Can Read Anyone: Never Be Fooled, Lied To, or Taken Advantage of Again : Have you ever wished you could peer into someone's mind to find out what he or she is really thinking? Now you can . . . really. This book is not a collection of recycled ideas about body language. It does not suggest that a woman's hairstyle will give us unprecedented access into her soul, neither does it draw wildly ambiguous generalities about people based on our intuition or gut instinct. Dr. Lieberman has gone "head-to-head" on live television, with skilled polygraph examiners and scored just as well--every time. You Can Read Anyone shows step-by-step exactly how to tell what someone is thinking and feeling in real-life situations. For example, you will see precisely how to determine whether another poker player will stay in or fold, whether a salesperson is trustworthy, or whether or not a first date is going your way or the other way.
Integrity Selling for the 21st Century by Ron Willingham, ISBN 0385509561 : "I have observed several hundred salespeople who were taught to use deceptive practices like 'bait and switch' and encouraged to play negotiation games with customers. They were so stressed by this behavior that they suffered from a high incidence of alcohol and substance abuse, divorce, job-jumping, and low productivity. In the same industry, I have observed countless people who had been taught to sell with high integrity. Ironically, their customer satisfaction, profit margins, and salesperson retention were significantly higher." -- Ron Willingham If you've tried manipulative, self-focused selling techniques that demean you and your customer, if you've ever wondered if selling could be more than just talking people into buying, then "Integrity Selling for the 21st Century is the book for you. Its concept is simple: Only by getting to know your customers and their needs -- and believing that you can meet those needs -- will you enjoy relationships with customers built on trust. And only then, when you bring more value to your customers than you receive in payment, will you begin to reap ...
The Sales Bible: The Ultimate Sales Resource by Jeffrey H. Gitomer, ISBN 0471456292 : This dynamic package, including book, DOS format interactive computer disk, and flash cards, offers more than a thousand techniques to double a salesperson's income in 30 days. Business columnist Gitomer describes the innovative sales process he developed as a leading sales professional and consultant. A gold mine of practical, hands-on information. Shrink-wrapped.
Designing Women: Season 1 (Widescreen) : "Designing Women" focuses on sisters Julia Sugarbaker (Dixie Carter) and Suzanne Sugarbaker (Delta Burke) who despite being opposites, run a business together. Julia is an elegant, outspoken liberal intellectual; Suzanne is a rich, flashy, often self-centered former beauty queen. Together they have launched Sugarbaker Designs, an interior design firm which Julia manages while Suzanne (mostly a financial backer) simply hangs around and annoys everyone under the guise of being the firm's salesperson. Rounding out the "Women" is the pragmatic designer Mary Jo Shively (Annie Potts), and the sweet-natured but somewhat ditzy office manager Charlene Frazier-Stillfield (Jean Smart). Bernice Clifton, an absent-minded friend of the Sugarbaker sisters' mother played by Alice Ghostley, also appeared frequently.
How I Raised Myself from Failure to Success in Selling by Frank Bettger, ISBN 067179437X : Filled with instructive examples and step-by-step guidelines on how to develop the style, spirit, and techniques of a first-rate salesperson, How I Raised Myself From Failure To Success In Selling serves as an inspiration to anyone in the business of selling.
Slasher : My Job as a slasher, being a used car salesperson, liquidator, doing these auction sales...people automatically assume whatever I say, whatever comes out of my mouth, is a lie. Meet Michael Bennett, better know as "The Slasher," a raspy-voiced family man who exudes so much nervous energy that he smokes two cigarettes at a time and can hardly stand still. When auto dealerships are desperate to dump their stale inventory as quickly as possible, the California-based Bennett is flown all over the country to slash prices and clear entire lots within a few short days. Director John Landis ("The Blues Brothers," "Animal House," "An American Werewolf in London") brilliantly turns his comedic eye on one particularly off-the-wall weekend in the life of Bennett, as he's called upon to help a struggling dealership in Memphis, home to Elvis Presley and the bankruptcy capital of the world. Featuring a pitch-perfect Southern soul soundtrack, including forgotten favorites from Sam & Dave, Booker T. and the MG's and Otis Redding, "'Slasher' is a frenetic, fascinating and intensely funny look at one man so t...
25 Ways to Win with People: How to Make Others Feel Like a Million Bucks : This set is ideal for any leader, salesperson, parent, or volunteer who wants a quick refresher course on interpersonal relationships. Includes specific actions readers can take to build positive, healthy relationships. Abridged. 2 CDs.
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