Objectives of "The Effective Salesperson"

• Learn a technique for selling an inexpensive product in a retail store
• Recognize a buyer's thought processes in making a purchase
• Elicit information from a prospective buyer through questions
• Match the buyer's situation with the most appropriate product
• Time: 8 - 12 minutes

• Learn a technique for "cold call" selling of expensive products or services
• Recognize the risks buyers assume in purchasing
• Use questions to help the buyer discover problems with his or her current situation
• Successfully handle buyer's objections and concerns
• Time: 10 - 14 minutes
  

• Prepare a proposal advocating an idea or course of action
• Organize the proposal using the six-step method provided
• Time: 5 - 7 minutes

• Prepare a talk on a controversial subject that persuades an audience to accept or at least consider your viewpoint
• Construct the speech to appeal to the audience's logic and emotions
• Time: 7 - 9 minutes for the speech plus 2 - 3 minutes for the question and answer period.

• Communicate your vision and mission to an audience
• Convince your audience to work toward achieving your vision and goals
• Time: 6 - 8 minutes