FM 231 Lecture Notes - Lecture 2: Prospect New Orleans, Sales, Presentation Of A Group

• School: FIT
• Department: Fashion Business Management
• Course: FM 231
• Professor: Robert Caplan

Document Summary

*** selling is a: skill, art, science, and process. ***all goals and objective must be smart: specific, measurable, achievable, relative, realistic, and time bound. ***according to prof. caplan important activities include: networking, internships, knowing excel, seeking mentors. ***to be a successful sales person, an individual must have a strong work ethic, effective communication skills, a positive attitude, and excellent interpersonal skill. All 4 are mandatory to know ***** Every no is a step closer to getting a yes. Four types of communication include: verbal, body language, written, listening. Speak in terms of the other persons needs and interests. Every time two people come together, one person sells and on person buys. Nothing happens in business until someone sells something. Make a statement by asking a question. Mat(cid:272)h (cid:455)ou(cid:396) (cid:272)usto(cid:373)e(cid:396)"s e(cid:374)thusias(cid:373) (cid:455)ou(cid:396)s is (cid:272)o(cid:374)tagious. 4- need-payoff questions: step 1- situation questions: ask about the prospects general situation as it relates to your product, step 2- problem questions.