Secrets of successful prospecting
(eVideo)
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Published
New York, N.Y. : Films Media Group, [2005], ©1999.
Format
eVideo
Language
English
Notes
General Note
Films on Demand is distributed by Films Media Group for Films for the Humanities & Sciences, Cambridge Educational, Meridian Education, and Shopware.
General Note
Encoded with permission for digital streaming by Films Media Group on Sept. 19, 2005.
General Note
Title from distributor's description.
Restrictions on Access
Access requires authentication through Films on Demand.
Description
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 "non-referral farm" through research, networking, and other avenues; how to quantitatively assess the value of prospecting activities; and ways to improve the "appointment-to-disappointment ratio" are all considered.
Target Audience
13 & up.
System Details
System requirements: FOD playback platform.
System Details
Mode of access: Internet.
Local note
InfoBase Learning,Films on Demand: Master Academic Collection - US
Citations
APA Citation, 7th Edition (style guide)
(20051999). Secrets of successful prospecting . Films Media Group.
Chicago / Turabian - Author Date Citation, 17th Edition (style guide)20051999. Secrets of Successful Prospecting. New York, N.Y.: Films Media Group.
Chicago / Turabian - Humanities (Notes and Bibliography) Citation, 17th Edition (style guide)Secrets of Successful Prospecting New York, N.Y.: Films Media Group, 20051999.
Harvard Citation (style guide)(n.d.). Secrets of successful prospecting. New York, N.Y.: Films Media Group.
MLA Citation, 9th Edition (style guide)Secrets of Successful Prospecting Films Media Group, 20051999.
Note! Citations contain only title, author, edition, publisher, and year published. Citations should be used as a guideline and should be double checked for accuracy. Citation formats are based on standards as of August 2021.
Staff View
Grouped Work ID
9083edde-f01a-174c-8951-018bdbe23e62-eng
Grouping Information
| Grouped Work ID | 9083edde-f01a-174c-8951-018bdbe23e62-eng |
|---|---|
| Full title | secrets of successful prospecting |
| Author | films for the humanities sciences |
| Grouping Category | movie |
| Last Update | 2024-08-18 05:40:46AM |
| Last Indexed | 2025-02-12 02:21:32AM |
Book Cover Information
| Image Source | default |
|---|---|
| First Loaded | Feb 13, 2025 |
| Last Used | Feb 13, 2025 |
Marc Record
| First Detected | Aug 13, 2024 02:31:29 PM |
|---|---|
| Last File Modification Time | Aug 13, 2024 02:31:29 PM |
MARC Record
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| 490 | 1 | |a Secrets of Professional Selling: Eight Steps to Success | |
| 490 | 1 | |a Films on Demand | |
| 500 | |a Films on Demand is distributed by Films Media Group for Films for the Humanities & Sciences, Cambridge Educational, Meridian Education, and Shopware. | ||
| 500 | |a Encoded with permission for digital streaming by Films Media Group on Sept. 19, 2005. | ||
| 500 | |a Title from distributor's description. | ||
| 505 | 0 | |a Prospecting for Sales and Referrals (6:07) -- Customers and Future Sales (4:11) -- Networking, Personal Contacts, and Cold Calls (4:51) -- Task Prioritization and Appointment Ratios (5:53) -- Telephone Calls and Appointment Ratios (7:18). | |
| 506 | |a Access requires authentication through Films on Demand. | ||
| 520 | |a 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 "non-referral farm" through research, networking, and other avenues; how to quantitatively assess the value of prospecting activities; and ways to improve the "appointment-to-disappointment ratio" are all considered. | ||
| 521 | 2 | |a 13 & up. | |
| 538 | |a System requirements: FOD playback platform. | ||
| 538 | |a Mode of access: Internet. | ||
| 590 | |a InfoBase Learning|b Films on Demand: Master Academic Collection - US | ||
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| 776 | 0 | 8 | |i Originally produced:|d University of West Florida, 1999|z 9781421382463 |
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