Strike It Rich in Personal Selling: Techniques for Success in Direct Sales, Multi-Level and Network...

Overview

Personal selling is still the key to success in direct sales, multi-level marketing, and network marketing, even with the Internet and e-commerce. Strike It Rich in Personal Selling provides the tips and techniques on how you can use this approach effectively to get to the top and stay there. It emphasizes committing your efforts to one or two carefully chosen companies and how to choose them, rather than falling prey to the number one success breaker—trying to work with too ...
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Overview

Personal selling is still the key to success in direct sales, multi-level marketing, and network marketing, even with the Internet and e-commerce. Strike It Rich in Personal Selling provides the tips and techniques on how you can use this approach effectively to get to the top and stay there. It emphasizes committing your efforts to one or two carefully chosen companies and how to choose them, rather than falling prey to the number one success breaker—trying to work with too many sales programs or jumping from company.


Author Bio: Gini Graham Scott, Ph.D., J.D., is a specialist in conflict resolution, creativity, problem solving, decision-making, group dynamics, and interpersonal relations. She is a speaker, workshop/seminar leader, and organizational consultant to non-profits, government, and business organizations. She has published more than 30 books, written dozens of articles, and has spoken to top executives, managers, professionals, and the general public. She has been a featured guest on hundreds of TV and radio programs, including Oprah Winfrey, Montel Williams, CNN's "Talk Back Live", the O'Reilly Factor, and many others. She teaches a number of classes on business law and management, marketing, organizational behavior, and psychological profiling for the American Institute of Business, Woodbury University, and the San Francisco College of Management.

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Product Details

  • ISBN-13: 9780595004959
  • Publisher: iUniverse, Incorporated
  • Publication date: 6/28/2000
  • Pages: 396
  • Sales rank: 1,021,621
  • Product dimensions: 5.30 (w) x 8.30 (h) x 1.20 (d)

Table of Contents

Part I Introduction
Chapter 1 Direct Selling and Multi-Level Marketing 3
Chapter 2 Types of Direct Sales Program 8
Chapter 3 Getting Prepared 30
Part II Maintaining the Right Attitude for Success
Chapter 4 Thinking Success 43
Chapter 5 Staying on the Path to Success 54
Chapter 6 Setting Your Goals for Success 69
Part III Getting Customers and Sponsoring Distributors
Introduction to Part III 111
Chapter 7 Basic Sales Principles 113
Chapter 8 Answering Objections 132
Chapter 9 How to Start Prospecting 145
Chapter 10 Locating Leads and Making Your First Contacts 159
Chapter 11 Advertising Your Program Effectively 177
Chapter 12 Using Brochures, Flyers, and Posters Effectively 193
Chapter 13 Writing Effective Letters 213
Chapter 14 Effective Telephone Techniques 224
Chapter 15 Taking Your Prospect to an Opportunity Meeting 251
Chapter 16 Putting On an Effective One-on-One Presentation 254
Chapter 17 Developing Customers and Turning Them into Distributors 269
Chapter 18 Putting On a Small Meeting in Your Home 274
Chapter 19 Putting On a Sales Party 277
Chapter 20 Other Creative Ways to Present Your Program 283
Part IV Building a Sales Organization
Chapter 21 The Basic Principles of Building an Organization 291
Chapter 22 Helping Your New Distributors Get Started 304
Chapter 23 Having Meetings for Your New Distributors 317
Chapter 24 Other Ways of Working with Your Distributors 334
Chapter 25 Fine-Tuning Your Sales Organization 344
Part V Orgainizing Special Events to Build Your Own Business or Help Your Sales Group
Chapter 26 Putting On a Good Presentation 355
Chapter 27 Participating in a Trade Show 369
Consultants and Seminar Leaders 387
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  • Anonymous

    Posted May 14, 2002

    Strike It Rich in Personal Selling

    Strike It Rich in Personal Selling: Techniques for Success in Direct Sales, Multi-Level and Network Marketing

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