Sales Marketing Tourism video dvd

Sales Marketing &
Tourism Video Titles

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Dealing with Price Resistance

These days, more and more sales are turned down due to price objections. Many salespeople simply fold up when customers balk at price because they don't have an answer to the buyer's objections. Dealing with Price Resistance gives them the answer in a simple mathematical formula. Your sales reps will see how the techniques demonstrated in this video are easily adaptable to their own personal selling styles. Dealing with Price Resistance will help your sales force boost their closing ratio and face any objection with confidence. 30-minute Videocassette; Training Leader's Guide; Reminder Cards Purchase Price: Order #3115........US$565 + shipping Source: Dartnell
Second Effort

Some say he was the greatest motivational speaker of all time. Now you can see for yourself in this classic video. Vince Lombardi stars in one of the finest and most powerful sales motivation films ever made. Second Effort was produced in 1968 - right after Lombardi led the Packers to their second straight AFL-NFL World Championship. Lombardi teaches a young salesman the five principles of a successful football player - and how to apply those "winning fundamentals" to sales success. Dartnell A timeless lesson in how to reach your goals, this motivational film lets Lombardi speak for himself. And, along the way, he reveals the methods and secrets that helped his underdog team achieve its full record-breaking potential. See for yourself - the Lombardi principles will train and motivate your sales team to make that second effort! 30-minute Videocassette; 32-page Professional Participant's Guide; 28-page Coach's Guide; Incentive Button; Key Chain; and Lombardi's Winning Fundamentals Poster Purchase: Order #3154.......US.$350 Dartnell
The Best!

Using riveting sports examples, The Best! dramatizes the simple truth that believing in yourself is the key to success. This brief, inspirational video is sure to instantly boost the morale and confidence of anyone who views it. This tape is ideal for sales meetings, new-employee orientation, or as a Monday morning motivation. 6-minute Videocassette; Training Leader's Guide; Incentive Button Dartnell Purchase Order #3107....US$275 Dartnell
Ask for the Order ... and Get It!

Close the sale. That's the key to any order. Yet, according to recent surveys, most sales presentations end without a direct request for the order! All too often, top sales professionals put together a solid presentation - then fail to ask for the order. Using several unforgettable vignettes to make its point, Ask for the Order ... and Get It! dramatizes how the right question, at the right time, almost always leads to a sale. 26-minute Videocassette; Training Leader's Guide; Pocket Reminder Cards Purchase Price:Order #3105........US$495.00 Dartnell
Do-It -Yourself Marketing - INC 344 (1995 ed., 41 mins, US$120.00)

Covers helpful cost-saving ideas of how to do your own marketing. Topics includes : What is marketing ?, The marketing plan, Cost-effective marketing solutions, & Quick tips from some of America's most successul firms.
Marketing Research : Part 1 - DE 182A (1992 ed., 23 mins, US$125.00)

Explores the marketing research process from a practical viewpoint. Interviews with corporate executives and marketing researchers integrated throughout the program. An overview of the research process and research techniques is presented with emphasis on application and acceptance by business executives. By Dr. P. Rutsohn.
Marketing Research : Part II - DES 182B (1993 ed., 23 mins, US$125.00) A compreshensive presentation of commonly used data collection techniques. Excellent as a complementary teaching tool for a marketing research course or when used in conjunction with Marketing Research : part I : Covers the research section for principles of marketing. Emphasis is placed on questionnaire design, question composition, scaling techniques, and methods of administering questionnaires. By Dr. Rutsoh.
Branding, Packaging & Labeling - DE 119 (1992 ed., 23 mins, US$125.00) Discussion and examples of branding, packaging and labeling as they relate to marketing strategy. Covers manufacturer and private brands, generics, brand familiarity, product packaging and labeling and considerations to gain shelf impact.
Channels Of Distribution - DE 109 (1991 ed., 28 mins, US$125.00)

Suggests reasons why some marketers employ direct and others indirect distribution - covers advantages and disadvantages of each alternative. Diagrams and shows examples of the common consumer and industrial market channels. A separate section covers channels in the service industries. Special topics include multichannel systems, vertical marketing systems, and strategic channel decisions.
Wholesaling - DE 123 (1992 ed., 20 mins, US$120.00)

Shows how wholesalers improve distribution efficiency through the delivery of time, place and possession utility. Discusses functions wholesalers provide for both suppliers and customers. Shows examples and functions performed by wholesalers in the three categories of merchant middlemen, manufacturers sales branches, and agents and brokers.
Marketing Services - DE 141 (1995 ed., 27 mins, US$125.00)

Addresses the unique aspects of marketing services. Emphasis is placed on the critical role Relationship Marketing plays in the marketing of services. The program incorporates interviews with executives representing major industries within the service sector of the economy. Television and print media advertisements along with service scenes are used to demonstrate key points of the program.
Nonprofit Marketing - DE 127 (1996 ed., 22 mins, US$125.00)

Discusses the emerging emphasis on marketing activities by nonprofit organizations such as hospitals, colleges and government agencies. The importance of the nonprofit market segment, and how nonprofit organizations apply the marketing concept. By Dr Rutsohn.
Telemarketing - DE 180 (1992 ed., 18 mins, US$120.00)

Discusses the advantages of using telemarketing. Compares outbound and inbound telemarketing. Focuses on its use in selling, sales scripts and outlines six important steps for effective telephone selling. Gives eight "telephone tips" for handling customer inquiries or complaints with examples of how telemarketing is used by various organizations. By Dr Robert Scully.
Relationship Marketing - DE 405 (1995 ed., 27 mins, US$125.00)

Emphasizes the basic concepts underlying an effective relationship marketing program and discusses the six major steps involved in establishing a program. To demonstrate theory and illustrate that relationship marketing strategies are applicable to both small and large businesses; examples are drawn from Saturn, Joh Deere, and Harley Davidson. In addition, interviews with successful entrepreneurs are integrated throughout the program. By Dr. Rutsohn.
Marketing Strategy For Small Business - DE 134A (1995 ed., 21 mins, US$125.00)

Taped on location at three small businesses. Begins with the need for a business plan, a marketing plan, and identified target markets prior to commencing operations. Discusses implementing marketing strategies as they related to place, product, promotion and price. Excellent for any course in entrepreneurship, small business management, or marketing.
Data Base Marketing : Critical To Success In Today's Environment - DE 468 (1997 ed., 23 mins, US$125.00)

In today's competitive environment more and more companies are recognizing that the most promising way to build and keep the right kind of customers is one-to-one marketing. To be both efficient and effective, organizations must be able to identify the customers and potential customers that represent the greatest lifetime value to the company. A comprehensive data base provides the necessary information to accomplish this task. This video identifies the essential components of an effective data base and demonstrates the use of the Internet for data base marketing. Interviews and examples provide "real world" applications of data base marketing. By Dr P Rutsohn.
Mass Merchandising - DE 117 (1992 ed., 15 mins, US$120.00)

Defines mass merchandising and examines several reasons for the rapid growth of this retail format. Discusses merchandising techniques for successful self-selection, store layout, and visual merchandising. Concludes with an examination of the career opportunities in this growing segment of retail marketing. By Professor Skare.
Managing Merchandise Assortment - DE 105 (1993 ed., 22 mins, US$125.00)

Discuss how to manage assortments of products such as staples, seasonal goods, and fashion merchandise. Covers stock depth and breath as it relates to different types of merchandise and retailers. Suggests different assortment strategies based upon demand rigidity and time points in the selling season.
Professional Retail Selling - DE 128 (1992 ed., 19 mins, US$120.00)

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 Orlan Skare.
Wholesale & Industrial Salesmanship - DE 132 (1993 ed., 20 mins, US$120.00)

Examines selling activities as they specifically relate to wholesale and industrial customers. Looks at qualifications needed, tasks performed, opportunities available, with a comparison to retail selling. Three vignettes of wholesale and industrial salespersons on typical customer calls. By Orlan Skare.
Selling By Competitive Bidding - DE 417 (1996 ed., 16 mins, US$120.00)

Many commercial and industrial sales take place through the competitive bidding process. Public agencies are required, by law, to solicit bids for all major purchases. There is even a growing trend among consumers to seek bids on larger purchases such as home remodeling. This program presents an overview of competitive bidding and special techniques for the salesperson on how to secure the order through the bidding process. By Orlan Skare.
Introduction To Marketing - DE 115 (1992 ed., 18 mins, US$120.00)

An overview of marketing strategy staring with target market identification. Discusses the mareting concept from the perspective of a marketing mix strategy of product, distribution, promotion,and pricing. An excellent video as an introduction to a marketing course or to cover the marketing concept in other business courses.
MARKETING - AN INTRODUCTION

This program provides students with an introduction to the principles and practices of marketing. 25 mins video. Produced in Australia (1995) Open captioned version available. WW (Except USA, Canada) VEA
THE MARKETING OF TOURISM Case Study: Sovereign Hill

This program looks in detail at one of Australia’s most successful tourist attractions. It explores the park’s, history, philosophy, management, staffing, marketing and product development. 35 mins video Produced in Australia (1993) WW VEA
ADVERTISING STRATEGY

Marketing In Practice This program introduces the concepts of marketing and the techniques available to ultimately sell the product. 28 mins video Produced in Australia (1991) WW (except USA) VEA
MARKETING SPORTSGIRL

From Behind the Seams Series In this program we explore the marketing and image-making involved in selling fashion goods in Australia. 40 mins video Produced in Australia (1992)WW VEA
MARKETING CHANGE

Image Marketing and PR Using the transformation of a Building Society into a bank, this program examines the role that management plays in creating and maintaining the image of a business. The topics for discussion iclude: • the role of business communications in marketing change • planning and the communications tools available • the role of public relations as part of a communications strategy • the understanding and support between the business and its various publics • and much more! 30 mins video Produced in Australia (1995) WW VEA
Retail Site Selection - DE 102 (1994 ed., 19 mins, US$120.00)

Discusses the important considerations for entrepreneurs in selecting retail business sites. Covers free-standing sites, business-associated sites, and planned shopping centers. Special topics include the principle of cumulative attraction, vacant stores, parking visibility, leases, restrictive convenants. Examples includes a clothing store chain, a restaurant chain, an equipment rental chain, and several specialty stores.
Franchising - DE 103 (1993 ed., 25 mins, US$125.00) Discusses the franchising industry structure, product and trade-name franchising and business-format franchising. Lists advantages and disadvantages of franchising for the entrepreneur. The latest data from the IFA as to startup costs, financing available and franchise fees. Many examples include an auto dealer, auto-parts wholesaler, fast-food restaurants, and service businesses.
Introduction To Marketing - DE 115 (1992 ed., 18 mins, US$120.00) An overview of marketing strategy staring with target market identification. Discusses the mareting concept from the perspective of a marketing mix strategy of product, distribution, promotion,and pricing. An excellent video as an introduction to a marketing course or to cover the marketing concept in other business courses.
Do-It -Yourself Marketing - INC 344 (1995 ed., 41 mins, US$120.00)

Covers helpful cost-saving ideas of how to do your own marketing. Topics includes : What is marketing ?, The marketing plan, Cost-effective marketing solutions, & Quick tips from some of America's most successful firms.
Marketing Research : Part 1 - DE 182A (1992 ed., 23 mins, US$125.00)

Explores the marketing research process from a practical viewpoint. Interviews with corporate executives and marketing researchers integrated throughout the program. An overview of the research process and research techniques is presented with emphasis on application and acceptance by business executives. By Dr. P. Rutsohn.
Marketing Research : Part II - DES 182B (1993 ed., 23 mins, US$125.00)

A compreshensive presentation of commonly used data collection techniques. Excellent as a complementary teaching tool for a marketing research course or when used in conjunction with Marketing Research : part I : Covers the research section for principles of marketing. Emphasis is placed on questionnaire design, question composition, scaling techniques, and methods of administering questionnaires. By Dr. Rutsoh.
Branding, Packaging & Labeling - DE 119 (1992 ed., 23 mins, US$125.00)

Discussion and examples of branding, packaging and labeling as they relate to marketing strategy. Covers manufacturer and private brands, generics, brand familiarity, product packaging and labeling and considerations to gain shelf impact.
Channels Of Distribution - DE 109 (1991 ed., 28 mins, US$125.00)

Suggests reasons why some marketers employ direct and others indirect distribution - covers advantages and disadvantages of each alternative. Diagrams and shows examples of the common consumer and industrial market channels. A separate section covers channels in the service industries. Special topics include multichannel systems, vertical marketing systems, and strategic channel decisions.
Wholesaling - DE 123 (1992 ed., 20 mins, US$120.00)

Shows how wholesalers improve distribution efficiency through the delivery of time, place and possession utility. Discusses functions wholesalers provide for both suppliers and customers. Shows examples and functions performed by wholesalers in the three categories of merchant middlemen, manufacturers sales branches, and agents and brokers.
Marketing Services - DE 141 (1995 ed., 27 mins, US$125.00)

Addresses the unique aspects of marketing services. Emphasis is placed on the critical role Relationship Marketing plays in the marketing of services. The program incorporates interviews with executives representing major industries within the service sector of the economy. Television and print media advertisements along with service scenes are used to demonstrate key points of the program.
Nonprofit Marketing - DE 127 (1996 ed., 22 mins, US$125.00)

Discusses the emerging emphasis on marketing activities by nonprofit organizations such as hospitals, colleges and government agencies. The importance of the nonprofit market segment, and how nonprofit organizations apply the marketing concept. By Dr Rutsohn.
Telemarketing - DE 180 (1992 ed., 18 mins, US$120.00)

Discusses the advantages of using telemarketing. Compares outbound and inbound telemarketing. Focuses on its use in selling, sales scripts and outlines six important steps for effective telephone selling. Gives eight "telephone tips" for handling customer inquiries or complaints with examples of how telemarketing is used by various organizations. By Dr Robert Scully.
Relationship Marketing - DE 405 (1995 ed., 27 mins, US$125.00)

Emphasizes the basic concepts underlying an effective relationship marketing program and discusses the six major steps involved in establishing a program. To demonstrate theory and illustrate that relationship marketing strategies are applicable to both small and large businesses; examples are drawn from Saturn, Joh Deere, and Harley Davidson. In addition, interviews with successful entrepreneurs are integrated throughout the program. By Dr. Rutsohn.
Marketing Strategy For Small Business - DE 134A (1995 ed., 21 mins, US$125.00)

Taped on location at three small businesses. Begins with the need for a business plan, a marketing plan, and identified target markets prior to commencing operations. Discusses implementing marketing strategies as they related to place, product, promotion and price. Excellent for any course in entrepreneurship, small business management, or marketing.
Data Base Marketing : Critical To Success In Today's Environment - DE 468 (1997 ed., 23 mins, US$125.00)

In today's competitive environment more and more companies are recognizing that the most promising way to build and keep the right kind of customers is one-to-one marketing. To be both efficient and effective, organizations must be able to identify the customers and potential customers that represent the greatest lifetime value to the company. A comprehensive data base provides the necessary information to accomplish this task. This video identifies the essential components of an effective data base and demonstrates the use of the Internet for data base marketing. Interviews and examples provide "real world" applications of data base marketing. By Dr P Rutsohn.
Mass Merchandising - DE 117 (1992 ed., 15 mins, US$120.00)

Defines mass merchandising and examines several reasons for the rapid growth of this retail format. Discusses merchandising techniques for successful self-selection, store layout, and visual merchandising. Concludes with an examination of the career opportunities in this growing segment of retail marketing. By Professor Skare.
Managing Merchandise Assortment - DE 105 (1993 ed., 22 mins, US$125.00)

Discuss how to manage assortments of products such as staples, seasonal goods, and fashion merchandise. Covers stock depth and breath as it relates to different types of merchandise and retailers. Suggests different assortment strategies based upon demand rigidity and time points in the selling season.
Professional Retail Selling - DE 128 (1992 ed., 19 mins, US$120.00)

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 Orlan Skare.
Wholesale & Industrial Salesmanship - DE 132 (1993 ed., 20 mins, US$120.00)

Examines selling activities as they specifically relate to wholesale and industrial customers. Looks at qualifications needed, tasks performed, opportunities available, with a comparison to retail selling. Three vignettes of wholesale and industrial salespersons on typical customer calls. By Orlan Skare.
Selling By Competitive Bidding - DE 417 (1996 ed., 16 mins, US$120.00)

Many commercial and industrial sales take place through the competitive bidding process. Public agencies are required, by law, to solicit bids for all major purchases. There is even a growing trend among consumers to seek bids on larger purchases such as home remodeling. This program presents an overview of competitive bidding and special techniques for the salesperson on how to secure the order through the bidding process. By Orlan Skare.
INTRODUCING PUBLIC RELATIONS

This program profiles a successful public relations company as they go about their daily activities to create, promote and maintain the image of their various clients. We examine the image-making process behind names like Kylie Minogue and Courtney Love, and large companies such as BHP and Esso. 36 mins video Produced in Australia (1995)WW VEA
Marketing Strategy For Small Business - DE 134A (1995 ed., 21 mins, US$125.00)

Taped on location at three small businesses. Begins with the need for a business plan, a marketing plan, and identified target markets prior to commencing operations. Discusses implementing marketing strategies as they relate to place, product, promotion and prices. Excellent for any course in entrepreneurship, small business management, or marketing

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