Salesmanship

Professional Retail Selling – DE 128 
Provides an overview of the selling skills needed in the retail setting. 
Covers the principles of retail selling such as asking questions, closing techniques, and suggestion selling. 
By Professor Skare. 1992 ed. 19 min.VHS . . . . . . . . . . . . . . . . .$30 DVD. . . . . . . . . . . . .$130

Determining Customer Needs (PowerPoint® CD) – 1102 Customer needs are the motivating factor for companies to create and introduce new products. Discusses the importance of businesses identifying customer needs so they can create and sell those products. Various methods are discussed with examples of each. The presentation also explains the differences between needs and wants, how to overcome customer objections, reading body language, and a detailed description of the sales process. 2009 ed. 43 SLIDES . . .  . . . . .$75

Sales Transactions (PowerPoint® CD) – CE 1100 Sales are the power behind generating profit. The sales transaction process is an important concept for businesses and its employees to thoroughly understand. This presentation discusses the process along with explanations of various methods and examples of each. Also goes into detail about different types of transactions, when they are used, and why. 2009 ed. 41 SLIDES . . . . . . . . . . . . . . . . . . .$75

Determining Sales Quotas (PowerPoint® CD) – CE 1095 Determining sales quotas is an important function of sales managers so that salespeople have a goal to work towards and exceed. Discusses how to set sales quotas and measure individual performance based upon them. Various methods are discussed with examples of each and how to set quotas considering past sales, competition, and current economic conditions. 2009 ed. 5 SLIDES . .$75

Approaching the Customer (PowerPoint® CD) – CE 1096 The way a salesperson approaches a customer can either make or break a sale. It is important to understand the effective methods of approaching a customer to avoid ruining the chances of gaining a sale. Discusses the steps to take in approaching customers and the do’s and don’ts involved in the process. The pre-approach and approach are discussed in detail and how they begin the sales process. 2009 ed. 58 SLIDES . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .$75

Evaluating the Competition (PowerPoint® CD) – CE 1093 Gaining a competitive advantage is something all firms seek and evaluating the competition is the first step in reaching that goal. Discusses the importance of evaluating competition and how it factors into a company’s success. Various methods are discussed with examples of each. Also, examines the effects competitors have on businesses, and how to overcome them. 2009 ed. 42 SLIDES . . . .. . . .$75

Sales Finance (PowerPoint® CD) – CE 1094 Sales financing can be a complex process that involves computing payments with interest rates applied. Discusses the various techniques used to finance a sale. Several examples are given with a thorough explanation of each. Goes into the basics of loans and how financing differs with each type of loan. 2009 ed. 30 SLIDES . .  . . . . . . . . .$75

Overcoming Customer Objections (PowerPoint® CD) – CE 1098 Businesses depend on sales to generate profits. Customer objections to buying a company’s products or services can significantly decrease sales, and in turn, profits. Discusses the importance of effectively handling customer objections and trying to turn them around into sales. Various methods are discussed in detail with examples of each. The presentation also explains how the sales process incorporates handling of customer objections just before closing the sale. 2009 ed. 51 SLIDES . . . . .  . . . . . . . . . . . . . . . . .$75

Closing the Sale (PowerPoint® CD) – 1099 Closing the sale is the most important part of the sales process. If sales are not finalized, companies do not succeed and generate profits. Discusses the importance of using effective closing methods. Various techniques are examined along with examples of each. The presentation also explains the components of closing a sale along with the last step, following up with the customer. 2009 ed. 50 SLIDES . . . . . .$75

Suggestion Selling (PowerPoint® CD) – CE 1097 The main goal of a company is to increase profits by implementing its business strategy. If carried out effectively, suggestion selling can assist in reaching this goal. The presentation discusses the importance of suggestion selling as a function of the sales process. Various examples are given accompanied by detailed descriptions. 2009 ed. 40 SLIDES . . . . . . . . . . . . . . . . . . . . . .$75

Sales Follow-Up (PowerPoint® CD) – CE 1092 The sales process contains several components that are vital to a successful sale. The follow-up step is important in building and maintaining relationships with clients. Discusses several methods with examples for following up after a sale. 2009 ed. 50 SLIDES . . . . .  . . . . . . . . . . . . . .$75

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