Personal Selling : Entrepreneurial Training : Business Management Club, Inc.

MARKETING AND SALES MANAGEMENT
CHECK POINT 97: PERSONAL SELLING

This Check Point Is Available By Subscription Only,
But You Can Still Check Out The Menu Below.

1.	what is personal selling?
2.	steps in the personal selling process
3.	understand the interaction between buyers and sellers
4.	locate and qualify potential customers
5.	sales leads management
6.	directories for sales people
7.	referrals
8.	cold canvassing
9.	prospect lists
10.	develop a suitable approach to each potential customer
11.	the ten commandments of telephone prospecting
12.	the ten commandments of approaching prospects on the phone
13.	why should you thank prospects when they say "no"?
14.	identify the personality type of each prospect
15.	analyze requirements of each potential customer
16.	make a formal presentation to the potential customer
17.	overcome the potential customer's objections
18.	fears of some prospective customers
19.	convert the potential customer into a real customer
20.	popular closing techniques
21.	follow-up the sale with the customer
22.	ten biggest mistakes sales people make
23.	the ten commandments of closing sales nearly every time
24.	for serious business owners only
25.	the latest information online

DO I NEED TO KNOW THIS CHECK POINT?

Management Level	Yes	Optional
Level 1: I Am An MBA Student.	V
Level 2: I Am A Professional Manager In A Company.		V
Level 3: I Plan To Start A One-Person Business.	V
Level 4: We Plan To Start A Small Business Without Employees.	V
Level 5: I/We Plan To Start A Small Business With Employees.	V
Level 6: I Am A One-Person Business Owner.	V
Level 7: I Am A Small Business Owner With Employees.	V
Level 8: We Are Small Business Owners Without Employees.	V
Level 9: We Are Small Business Owners With Employees.	V
Level 10: I Am A Management Consultant Or A CPA.	V

1 The General Management Process (Overview)	5 Lean Management	9 Implementation Of Strategic Plans	13 The Organizing Process	17 The Leading Process
2 Entrepreneurship And Management Science	6 Business Environment And Organizational Culture	10 Management By Objectives	14 Organizational Departmentalization	18 Principles of Communication
3 Principles Of Decision Making	7 The Planning Process	11 Operational Planning	15 Management Structure	19 The Controlling Process
4 The Lean Business Engineering Method	8 Strategic Planning	12 Plan Of Management	16 Organizational Design And Development	20 Managerial Ethics

21 The Human Resources Management Process (Overview)	25 Employee Planning And Forecasting	29 Employee Orientation	33 Basic Job Compensation	37 Employee Career Management
22 Equal Employment Opportunity Laws	26 Employee Recruitment And Hiring	30 Employee Training	34 Financial Incentives	38 Labor-Management Relations
23 Job Analysis	27 Screening And Testing Of Applicants	31 Management Development	35 Employee Benefits	39 Employee Safety And Health
24 Job Descriptions And Job Specifications	28 Employment Interviews	32 Employee Motivation	36 Employee Performance Appraisal	40 Employee Conflict Management And Separation

41 The Financial Management Process (Overview)	45 Financial Performance Evaluation	49 Tax Strategies	53 Credit Control	57 Cost Accounting
42 Accounting Information	46 Operating Budget	50 Sources Of Capital	54 Inventory Management	58 Pricing Methods
43 Bookkeeping	47 Capital Expenditure Budget	51 Internal Control And Cash Management	55 Capital Assets Management	59 Management Accounting
44 Financial Statements	48 Cash Budget	52 Control of Purchases And Disbursements	56 Payroll Accounting	60 Integrated Financial Management

61 The Operations Management Process (Overview)	65 Product And Service Design And Standardization	69 Equipment Maintenance And Replacement	73 Material Requirements Planning	77 Kaizen
62 Classification Of Operational Activities	66 Process Design	70 Tool Control	74 Operations Control	78 Lean/Just-In-Time Methodology
63 Facility Design, Location, And Organization	67 Equipment Evaluation And Selection	71 Cost Estimating	75 Supply Chain And Material Management	79 Service Operations Management
64 The Design Office	68 Plant Layout	72 Operations Planning	76 Total Quality Management	80 Project And Contract Management

81 The Marketing Management Process (Overview)	85 Market Measurement And Forecasting	89 Promotional Strategies	93 The Sales Management Process (Overview)	97 Personal Selling
82 Buying Behavior	86 Marketing Strategies	90 Distribution Strategies	94 Sales Planning And Budgeting	98 Sales Force Compensation
83 Marketing Information And Research	87 Product Strategies	91 Direct Marketing	95 Sales Organization	99 Sales Force Management And Motivation
84 Target Marketing	88 Pricing Strategies	92 Marketing Planning	96 Sales Force Recruitment, Selection And Training	100 Sales Performance Evaluation And Control