In todays real estate market, products are not only becoming better and better, also the competition becomes more and more alike. This product- and service adjustment has been observed in the last 5 years particularly in the holiday- or vacation real estates market. Clearly -with this oversupply- that also the consumers become more selective and want to know exactly, why they should leave the intercession and care of their property exactly to your organization. Especially high-quality products in strong competitive markets demands accordingly attractive, qualified presentations, introduced from just as highly qualified representatives. This means that the conventional marketing- and sales departments are confronted with constantly growing requirements, duties and responsibilities. This training book for universities and professionals shows you the way to your personal success in marketing and sales. You should not consider this book as the bible that you have to follow word-literally, but should see it as guide that support you in interview-preparation, sales presentation, termination, customer service and the very important after sales service. You may also find many useful hints and practical tips how to argue, present or telephone better and additional you find numerous tests and check lists, helpful to prepare yourself professionally for your sales and marketing presentations.
The Initial Sales Training is based on the Interpersonal Relationship Presentation-Technique, used 1987 by the Author Dr.ing. Dr.rer.pol. Wilfried Leyens for his Dissertation: "The Interpersonal Relationship Approach". The Interpersonal Relationship Approach has absolute and unparalleled proven success in the entire marketing and direct sale.