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Who has the largest problem, the sales person just
starting out on his path to wild riches or the person in the sales
game all his life? You be the judge. Who needs the most help with a
positive attitude and motivation? Considering that all things are
equal, we all need to be productive in the sales game to keep
getting by at what ever level we have selected to provide for our
chosen life style.
This publication will be a short overview of
motivational tactics used by professionals in many different sales
games from paper clip salesmen to medical doctors. In case you
haven't guessed, everyone has something to sell.
We could also learn volumes from teachers of kindness
and consideration. We all need to be more pleasant to others. Be
kind to your prospects and they will be your customers.
Can you imagine being a miserable SOB with a rotten
attitude and expect someone to buy anything from you? The key here
is to present yourself well groomed and pleasant with a positive
attitude. For God sake, remember to sell something people want to
buy.
The best story ever told about success was when
my friend Brenda sold a vacuum cleaner to a homemaker. The lady said
she wanted the machine because Brenda would give her a plastic bag
for pillows. Think about this for a minute, a $1,600 machine and
$400. in finance charges was dependent on a promised piece of clear
plastic. Brenda is the inspiration for this manual. Know the hot
button of your prospective customer! You can do this if you learn to
listen.
Remember The Essence of Destiny,
"Watch your thoughts, for they become words.
Choose your words, for they become actions.
Understand your actions, for they become your
character.
Develop your character, for it becomes your destiny."
Greetings! All of us at Rio Verde University would like to welcome
you to our online course entitled: “Introduction To Salesmanship
BUS 1-2111-1”. This is a full University credit course. If you
are currently enrolled as a student at RVU, upon successful
completion of the course, you will have earned one semester credit
hour. You may however, be someone who is trying to learn while you
earn a living. You DO NOT have to be enrolled at RVU to take this
course. Non-registered students earn a “Certificate of
Completion” upon successfully finishing this course. An application
for CEU credit with multiple states (that can be used in various
professions, i.e. real estate, insurance, mortgage, and other areas)
is currently pending.
This credit course is taught in classroom style by RVU-U
President Dr. Ronald D. Lewis MPA DMA. The course comes with an
accompanying CD that you will receive upon registration for the
course. You can register either as an enrolled student or for adult
education. (The cost of this course may be tax deductible
under either the HOPE or LIFETIME LEARNING programs approved by
Congress and incorporated into IRS forms.) When you receive
your packet (i.e. study guide and text materials) you will find the
directions regarding usage of the CD, on the first page of the study
guide.
INSTRUCTIONS: This program is geared to take
approximately 10 hours of the student’s time. It should take you
about 45 minutes to read and complete the quizzes at the end of each
of the 10 chapters. Begin by opening the text materials, remove the
CD. Place the CD in your computer and open. Read the directions for
using the CD. When you are ready to begin the course, open the study
guide (written by Joel Jakabowski of RVU-MEX). Read the
introduction. Then turn to chapter 1. Read chapter 1. Close the
study materials. Take the quiz at the end of chapter 1. (Always make
a copy of your tests. Some DO get lost in the mail). When you
complete the course send the quiz and the cover sheet enclosed in
your text materials to: RVU-U c/o Dr. RD Lewis 3214 N University
Ave. Unit #435, Provo, UT 84604. Upon receipt of your quiz it will
be graded by staff, recorded in your student file, and returned to
you. (A 70% grade is required for successful completion of each
course.) Keep the graded quiz with your text materials. Read chapter
2. When you complete the course send the quiz and the cover sheet,
etc. . . . Repeat the process until you have completed all 10
courses.
After you have successfully read each chapter,
and taken the 10 quizzes and received all your quizzes back, you may
take the final exam. The final exam is an open book exam. You
have 2 1/2 hours to take the final exam. When you complete
the final exam, mail it along with the Final Exam cover sheet to RVU-U.
It will be graded and recorded in your student file. If you have
taken the class for adult education, upon successful completion (a
grade of 70%) you may wish to order one of the beautiful
certificates of completion offered by the University. (see the last
page of the study guide for more information).
Good luck and I hope you enjoy this course. I have
personally taken it, and I learned several valuable things that I
continue to use in my daily work even today.
Rivkah Cordoba PhD DPC-Dean of Admissions
cc Auriel R Combs JD ThD DD-administrative coordinator
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