San Antonio College Library

Presents techniques to improve sales performance, including tips on how to develop strategies, build networks, handle setbacks, and make successful presentations.

A practical guide that gives the cornerstone of a powerful and effective approach to selling. Learn to cultivate a trusting relationship and focus exclusively on creating value for the other person, and great results will follow automatically.

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 explaining how to "plan your work and work your plan," how to codify...

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 prospect benefits, not product features; of having a broad knowledge...

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 ally: first, probe for the underlying reasons; next, acknowledge...

A group of Pennsylvania auctioneers move mounds of merchandise to transition people through downsizing, divorces, and death to the next stage of life.

In this program, we encounter the ultimate weapons wielded in the Cold War - propaganda and disinformation. Tensions between the United States and the Soviet Union are underpinned by their fundamentally opposing ideologies of Capitalism and Communism. This is an engaging investigation of the prevailing propaganda themes and messages over the course of the Cold War and the role played by mediums like film, television and print media.

Listening is one of the most important skills in selling. Listening effectively enables us truly to understand a customer's needs. In turn, this enables the salesperson to match their needs with the benefits of the product. In this training program, viewers are shown a scenario demonstrating the various aspects of listening, and how they can impact the sales process, such as: Paraphrasing--Paying attention-- Not interrupting--Not making assumptions--Clarifying...

Interviews with professional sales personnel present strategies for enhancing business transactions. Viewers are shown how to prepare for a sale, approach customers and determine their needs, present merchandise, ask for a sale, handle resistance, and steps to take after the sale. Students see how to approach the sales process in its totality, beginning with the first customer contact, and carrying on long after goods and cash have been exchanged....

When college graduate Diane reports for her first day of work as a graphic designer, she is surprised to be directed to the sales department. As the company president explains, all new employees spend their first week in sales, because without sales there would be no business at all. Over the next few days, Diane's experiences in the sales department teach her the importance of sales to the consumer and company alike. This excellent program is a helpful...