A manual in the Advanced Communication Series, containing information about selling a product, making “cold calls,” preparing a winning proposal, convincing an audience to at least consider your side of a controversial issue or subject, and persuading listeners to help bring a vision and mission to reality.

Formerly entitled “The Professional Salesperson”.

The Projects[edit | edit source]

The Effective Salesperson[edit | edit source]

Time 8–12 minutes: 3–4 minute speech, short scenario intro, 3–5 minute role play
Objectives
  • 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.

Conquering the "Cold Call"[edit | edit source]

Time 10–14 minutes: 3–4 minute speech, short scenario intro, 5–7 minute role play, 2–3 minute discussion
Objectives
  • Learn a technique for "cold call" selling of expensive product 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.

The Winning Proposal[edit | edit source]

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

Addressing the Opposition[edit | edit source]

Time 7–9 minutes speech, 2–3 minutes Q&A
Objectives
  • 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.

The Persuasive Leader[edit | edit source]

Time 6–8 minutes
Objectives
  • Communicate your vision and mission to an audience.
  • Convince your audience to work toward achieving your vision and mission.

Resources[edit | edit source]

Catalogue No. 226I

All items (6)

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