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LAP-SE-874, Objection Overruled (Converting Objections Into Selling Points) (Download) LAP-SE-100
Price: $68.00
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MBA Research Item #: LAP-SE-874 -

One of a salesperson’s most important responsibilities is addressing customer objections. In this LAP students will learn common types of customer objections, how to distinguish between a real objection and an excuse, and how to convert customer objections into valid selling points. In The Gray Zone, students will examine a situation in which a salesperson stretches the truth in order to convert a customer objection into a selling point. LAPs are comprehensive instructional packages that...

LAP-SE-875, Up the Ante (Suggestion Selling) (Download) LAP-SE-110
Price: $68.00
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MBA Research Item #: LAP-SE-875 -

It’s one thing to make a sale – but satisfying a customer’s needs and earning his/her trust can turn a normal sale into a win for everyone involved. In this LAP, students will discover the skill of suggestion selling and how it benefits customers, businesses, and salespeople. They will learn how to successfully suggest products based on customer needs and wants, as well as how to suggest products respectfully. In the accompanying activities, students will role-play different suggestion selling...

LAP-SE-883, Whats the Motive? (Determining Buying Motives) (Download) Selling, LAP-SE-109
Price: $68.00
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MBA Research Item #: LAP-SE-883 -

Buying motives affect us every day – whether we know it or not. From a trip to our favorite grocery store to that new pair of shoes we just had to have, every purchase we make is driven by underlying motives. In this LAP your students will gain an in-depth understanding of buying motives – what they are, why they’re so important to salespeople, and how to effectively identify them. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan....

LAP-SE-895, Wrap it Up (Closing Sales) (Download) LAP-SE-107, Selling
Price: $68.00
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MBA Research Item #: LAP-SE-895 -

Just as your students would never write a text message without hitting “send,” a salesperson should never interact with a customer without attempting to close the sale. In this LAP students will discover the importance (and benefits) of closing sales effectively – and will learn how to prepare for any sales situation by mastering several different closing techniques. In the Gray Zone, students will consider the ethics of closing a sale when the salesperson isn’t quite “sold” on the product...

LAP-SE-932, Sell Right (Selling Policies) (Download) LAP-SE-121
Price: $68.00
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MBA Research Item #: LAP-SE-932 -

A company’s selling policies are essential components of its sales practice. In this LAP, students will discover the importance of selling guidelines as well as the various kinds of policies that businesses use to help salespeople succeed. Students will also learn about federal regulations that shape company selling policies such as the Federal Trade Commission Act and the Sherman Act. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson...

LAP-SM-003, Manage This! (Concept of Management) (Download) Strategic Management, Planning
Price: $68.00
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MBA Research Item #: LAP-SM-003 -

Management careers are everywhere, and managers are more than just “talking heads.” This LAP walks students through the basics of management—what managers do, what skills they need, and what types of resources they manage, as well as what levels of management most companies have. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. Each LAP includes a student handout (with CopyIT! permission) that includes information about the concept...

LAP-SM-004, Dream Team Maker (Staffing) (Download) Strategic Management, Planning, Human Resources
Price: $68.00
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MBA Research Item #: LAP-SM-004 -

No organization succeeds without the right human resources—this is why the staffing function of management is so critical! This LAP explains the importance of staffing, explores the staffing process, and takes a deeper look at how managers develop human resources management strategies. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. Each LAP includes a student handout (with CopyIT! permission) that includes information about...

LAP-SM-007, Plan Now, Succeed Later (Nature of Business Plans) (Download) Management, Planning, Entrepreneurship, LAP-SM-001
Price: $68.00
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MBA Research Item #: LAP-SM-007 -

Do your students know how crucial business plans are for business success? This LAP helps teach them what goes into the different components of a business plan and how a well-written business plan can put investors and business owners on the path to success. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. Each LAP includes a student handout (with CopyIT! permission) that includes information about the nature of business plans, a...

LAP-SM-013, Plan for Success (Creating a Business Plan) (Download) Strategic Management, Planning, Entrepreneurship, LAP-SM-002
Price: $68.00
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MBA Research Item #: LAP-SM-013 -

A good business plan is a company’s blueprint for success. Unfortunately, many new business owners don’t know how to effectively write one. Don’t let your students become a part of this crowd! This LAP teaches your students about common business plan components and helps them understand what it takes to craft a well-written, effective business plan. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. Each LAP includes a student handout...

LAP-SM-064, Put It All Together (Managerial Considerations in Organizing) Strategic Management
Price: $68.00
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MBA Research Item #: LAP-SM-064 -

Managers of all types of businesses must spend a portion of their time organizing. But what exactly do managers do when they are organizing? To teach your students about managerial organizing, check out our latest LAP, Put It All Together (Managerial Considerations in Organizing). This LAP discusses the importance of organizing as a management function, as well as the process managers use to organize their businesses. LAPs are comprehensive instructional packages that include all elements of a...

LAP-SM-075, Prepare for the Worst; Expect the Best (Nature of Risk Management) (Download) LAP-FI-008
Price: $68.00
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MBA Research Item #: LAP-SM-075 -

All business is risky. But smart businesses manage their risk. Help your students understand how businesses use risk management to avoid loss, create strategy, and increase profits. Prepare for the Worst; Expect the Best explains how risk management is used to identify, monitor, and evaluate past and future risks. Cyber security, drones, computer animation, and space exploration are used to explore some cutting-edge technologies businesses use to manage risk today. LAPs are comprehensive...