Teaching Counselor Selling Techniques

Authors

  • Ray A. DeCormier
  • F. U. DeCormier
  • M. D. Wright
  • J. W. Focht

Abstract

Last year, effort was spent introducing microskills. Due to the interest, this paper was written to describe how this material is taught. To be an effective salesperson, one must internalize certain skills through repetition so that one can immediately react to a prospect’s response. To do this, one needs knowledge in the areas of microskills, applied psychology, and sales process.

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Published

1990-03-09