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Act Like a Sales Pro Selling
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Career Press Item #: RB-11-006 -

In today’s economy, a salesperson must have the performance skills of an actor in order to stand out in an increasingly crowded business environment. Just as an actor wins the audience’s applause by delivering a phenomenal performance, a salesperson must deliver an equally memorable buying experience to win in business.Act Like a Sales Pro takes its cue from acting, the ultimate form of persuasion, and shows you how to apply the proven methods and techniques of the acting professional to every...

Advertising Worker—Career Q&A: Professional Advice and Insight
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Films Media Group Item #: DVD-18-002 -

What is it like to be an advertising worker? In this Career Q&A video interview, Steve Morrison talks about his career path, what he does on the job, and the keys to success in advertising. He also offers candid advice on breaking into the profession as well as insight into the industry’s biggest challenges and how the field may change in the next ten years. Click here for a preview clip.

Internet Store Manager—Career Q&A: Professional Advice and Insight
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Films Media Group Item #: DVD-18-003 -

What is it like to be an internet store manager? In this Career Q&A video interview, Nesha Sanghavi talks about her career path, what she does on the job, and the keys to success managing an Internet store. She also offers candid advice on breaking into the profession as well as insight into the industry’s biggest challenges and how the field may change in the next ten years. Click here for a preview clip.

LAP-MP-005, Futurecast (The Nature of Sales Forecasts) (Download) Market Planning, Marketing, Sales Management, Selling
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MBA Research Item #: LAP-MP-005 -

No one can see the future in perfect clarity—but sales forecasts can help! This LAP explains the importance of sales forecasts and how businesses use this essential tool to predict sales and plan production, promotion, prices, and much more. 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 sales forecasts, a (So What?)...

LAP-PM-272, Stand Out (Unique Selling Proposition) (Download) LAP-PM-016, Product Management, Product Planning, Branding, Marketing
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MBA Research Item #: LAP-PM-272 -

A unique selling proposition shows a company’s special niche in the marketplace. Teach your students about USPs—what they are, why they’re important, and how to create them. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP includes a student handout (with CopyIT! permission) that includes information about unique selling propositions, a (So What?) discussion of why it's important to learn, and a short (Gray Zone) case...

LAP-SE-048, Set Your Sales (The Selling Process) (Download) LAP-SE-126
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MBA Research Item #: LAP-SE-048 -

The selling process is a complex procedure that varies across industries, products, and customers. In this LAP, students will gain valuable insight into the selling process that will help them in their current or future roles as salespeople. They’ll learn what steps are involved, how those steps are implemented differently across situations, and why the sales process matters to salespeople, companies, and customers. LAPs are comprehensive instructional packages that include all elements of a...

LAP-SE-109, Find Features, Boost Benefits (Feature-Benefit Selling) (Download) LAP-SE-113
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MBA Research Item #: LAP-SE-109 -

Customers have lots of choices in today's competitive market, so how can your students make their products stand out? With this LAP, your students can learn to use feature-benefit selling to translate their product features into benefits. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP includes a student handout (with CopyIT! permission) that includes information about feature-benefit selling,...

LAP-SE-112, Typecasting (Addressing Needs of Individual Personalities) (Download) Selling
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MBA Research Item #: LAP-SE-112 -

Successful salespeople carefully identify each customer’s personality type and use the appropriate sales techniques to meet the customer’s needs and make the sale. Teach your students how to develop this important selling skill. 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 addressing needs of individual personalities, a (So What?)...

LAP-SE-114, Get Specific (Recommending Specific Products) (Download) Selling, LAP-SE-111
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MBA Research Item #: LAP-SE-114 -

Part of being a salesperson involves recommending specific products to customers based on their needs and wants. Sounds easy – but it can be more complicated than it seems! In this LAP, students will learn how to recommend products in various tricky situations, such as when the product that a customer requests is out of stock, or doesn’t suit his/her unique needs. In the Gray Zone, students will examine the ethicality of “trading up,” or recommending a product that is more expensive than...

LAP-SE-116, Digging for Sales (Prospecting for Customers) (Download) Selling
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MBA Research Item #: LAP-SE-116 -

Salespeople must identify the right people to sell their products to. It’s a process called prospecting, and it’s a vital component of successful selling. Teach your students why prospecting is important and how they can demonstrate this necessary skill. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. The Complete LAP includes an 8-page, full-color handout for students (with CopyIT! permission) that includes information on...

LAP-SE-117, Sell Away (The Nature and Scope of Selling) (Download) Careers
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MBA Research Item #: LAP-SE-117 -

What makes a salesperson successful? It takes self-motivation, self-confidence, creativity, and a whole lot more! With this LAP, you can help your students learn all about 12 important traits that successful salespeople must have. Students will also learn what selling is, why it’s important, and how it keeps our economy moving. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. The Complete LAP includes an 8-page, full-color handout...

LAP-SE-119, Follow Up! (Follow-Up Strategies) (Download) Selling
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MBA Research Item #: LAP-SE-119 -

Following up is as important in selling as it is in other aspects of life. Teach your students why salespeople follow up and how they can add this beneficial skill to their selling arsenals. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. The Complete LAP includes an 8-page, full-color handout for students (with CopyIT! permission) that includes information on follow-up strategies, a (So What?) discussion of why it's important to...

LAP-SE-129, Keep It Real--In Sales (Legal and Ethical Considerations in Selling) (Download) Ethics
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MBA Research Item #: LAP-SE-129 -

It can be hard to tell what’s wrong and what’s right when it comes to selling. Do your students know which selling practices are illegal? And can they tell when they might be crossing the moral line? Teach your students about legal and ethical considerations in selling with Keep It Real—In Sales! LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. The Complete LAP includes an 8-page, full-color handout for students (with CopyIT!...

LAP-SE-130, Go Beyond the Sale (Customer Service in Selling) (Download)
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MBA Research Item #: LAP-SE-130 -

Do your students understand what customer service really means? It’s a lot more than just a department or a business function. Quality customer service can help build partnerships and increase sales, but only if you know how to use it! Teach your students the keys to good customer service with Go Beyond the Sale. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. The Complete LAP includes an 8-page, full-color handout for students...

LAP-SE-131, Get Informed (Acquiring Product Information for Use in Selling) (Download)
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MBA Research Item #: LAP-SE-131 -

To be successful, salespeople must be well-prepared. They must know as much as possible about the products they sell. Teach your students why product information is important to salespeople, when they use it, and where they find it! 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 acquiring product information for use in selling, a (So...

LAP-SE-321, Make the Match (Selling Sponsorships) (Download) LAP-SE-127, Sports Marketing, Promotion
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MBA Research Item #: LAP-SE-321 -

Sponsorships provide a wealth of benefits to both sponsors and sport/event organizations. Make the Match (Selling Sponsorships) explains the profitable nature of sponsorship agreements and teaches students the step-by-step method for selling sponsorships successfully. This LAP includes examples, activities, video links, and more—all focused on the dynamics of selling sponsorships in sport/event marketing.LAPs are comprehensive instructional packages that include all elements of a...

LAP-SE-374, Show and Tell (Product Demonstration) (Download) LAP-SE-103
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MBA Research Item #: LAP-SE-374 -

When it comes to convincing customers of their need for products, “seeing is believing.” In this LAP, students will gain hands-on experience planning and executing a product demonstration. They will learn how to select the right product to demonstrate, how to choose the appropriate product features to highlight, and how to handle interruptions during the demonstration. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP...

LAP-SE-811, Decisions, Decisions, Decisions (Helping Customers Make Buying Decisions) (Download) Selling, LAP-SE-108
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MBA Research Item #: LAP-SE-811 -

A successful salesperson assists customers with all the "mini” decisions that add up to the final purchase decision. Teach your students how they can help their customers make them. 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 helping customers make buying decisions, a (So What?) discussion of why it's important to learn, and a short...

LAP-SE-828, Keep Them Loyal (Key Factors in Building Clientele) (Download) LAP-SE-115, Selling
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MBA Research Item #: LAP-SE-828 -

Finding customers can be hard, but keeping them is even harder! Use this LAP to show your students why businesses and salespeople need to do more than just attract customers—they must turn them into a loyal clientele. Keep Them Loyal will show your students the many ways that building a clientele can benefit businesses and salespeople. In the Gray Zone, students will consider the ethicality of several unfair tactics used to gain customers’ business. LAPs (Learning Activity Packages) are...

LAP-SE-874, Objection Overruled (Converting Objections Into Selling Points) (Download) LAP-SE-100
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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
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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
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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
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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...

Long Live Walmart: A Debate
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Films Media Group Item #: DVD-17-006 -

As the largest retail company and private employer in the United States, Walmart has long been a target for critics of corporate expansion. The big-box company, they argue, has pushed locally owned stores out of business and mistreated its employees. Defenders, however, argue that Walmart has provided millions of consumers with low-cost goods and given decent jobs to countless low-skilled workers. Has Walmart been good for America? Click here for a preview clip. ...

Rubric: Professional Selling (Download)
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MBA Research Item #: RU-16-004 -

In-depth, research-based rubric for professional selling includes detailed behavioral anchors and three sample scenarios, making it useful for both assessment and instructional purposes. Use to assess capstone activities, for competitive event preparation, in student career portfolios. Highly recommended for performance-oriented programs.(Teaching in a member state? Rubrics can be accessed free via State’s Connection!)

Supermarket Secrets, Series 2 (3 DVD)
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Films Media Group Item #: DVD-17-004 -

The landscape of British supermarkets is changing. The big five supermarkets once ruled the high street, and their ubiquitous megastores could be found in every British town. But times, shopping trends and customer needs are transforming. Customer loyalty is fading, online shopping is on the rise, convenience is king and there’s a price war like never before. Supermarkets have had to change their tactics—and fast. Which new trade secrets, technological innovations, and marketing strategies...

Youre Soaking In It
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Films Media Group Item #: DVD-17-005 -

Advertising as we knew it is dead. The new age of big data advertising is rooted in hard science, complicated math, and high technology. What was once best guesses and creative leaps, is now precise, targeted surveillance. With no regulations on the books, companies are free to compile reams of personal data on anyone who accesses the internet. Industry insiders are calling this new world of advertising "the wild west." This program reveals the behind—the—scenes process of collecting personal...