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Secrets of Professional Selling: Eight Steps to Success
©1999

When it comes to professional selling, Bob Kimball literally wrote the book. Throughout this dynamic 8-part sales training series, Dr. Kimball, author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida, uses his comprehensive, step-by-step training approach to reveal how anyone who is interested in sales or marketing can sell more—and more effectively.

Each skills-oriented program presents secrets of selling in no uncertain terms while spelling out their application through concrete examples, demonstrations, illustrations, and critiques. This engaging, no-nonsense series is ideal for both classroom and business use. 8-part series, 21-30 minutes each.



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A professional salesperson must first listen to determine the wants and needs of the customer. Find out what the customer cares about, wants and needs.