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”.
Time 8–12 minutes: 3–4 minute speech, short scenario intro, 3–5 minute role play
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 10–14 minutes: 3–4 minute speech, short scenario intro, 5–7 minute role play, 2–3 minute discussion
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.
Time 5–7 minutes
Prepare a proposal advocating an idea or course of action.
Organize the proposal using the six-step method provided.
Time 7–9 minutes speech, 2–3 minutes Q&A
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 6–8 minutes
Communicate your vision and mission to an audience.
Convince your audience to work toward achieving your vision and mission.
Catalogue No. 226I
All items (6)