Mastering Sales: Demonstrations, Objections, and Closing
ITEM 8: Mastering the Art of Sales
1. The Power of Product Demonstration
Proof is a powerful tool to support sales by capturing the customer’s attention immediately, bringing them into contact with the product, and allowing them to explore its advantages, instructions, and operation on their own. Its purpose is to make the customer want to buy the product and persuade them that it is appropriate for their needs.
Requirements for a Good Demonstration
To show that a demonstration effectively strengthens
Read MoreMethods, Diagnosis, and Planning in Organizations
Methods
A method is the shape or form used to perform a task, taking into account the purposes or objectives, facilities, and resources available and used in conducting it.
Diagnosis
Diagnosis is the process by which the past and present of a situation (economic, political, or social) are analyzed and scrutinized.
Diagnostic Methods
- Research: A principle of sustainability for the process of planning or foresight. It is a norm within planning; it is not possible to perform this process without complying
Understanding Organizational Structures and Design
Organization refers to the establishment and consolidation of activities and resources, interacting through horizontal and vertical coordination to fulfill objectives.
Objectives of Designing an Organizational Structure
An organizational structure is designed to:
- Determine who should perform which tasks and be accountable for results.
- Remove barriers to performance caused by confusion and uncertainty regarding the allocation of activities.
- Deploy networks for decision-making and communication that are
Construction Regulations 2014: Management Roles
Occupational Health and Safety Act, 83 of 1995
Construction Regulations 2014
Management and Supervision of Construction Work (CR8)
8. (1) A principal contractor must, in writing, appoint one full-time competent person as the construction manager with the duty of managing all the construction work on a single site, including the duty of ensuring occupational health and safety compliance. In the absence of the construction manager, an alternate must be appointed by the principal contractor.
(2) A principal
Read MoreArgentine Revolution 1966: Onganía’s Rise and Impact
The 1966 Coup and Initial Support
The 1966 coup was initially welcomed in the financial sector, with liberal optimism reflected in the stock market, where some stocks rose by 70 points. Business entities such as ACIEL, UIA, CGE, and the Rural Society expressed their enthusiasm, and their representatives attended Onganía’s inauguration ceremony.
With some nuances, and with the exception of radicalism and the traditional left, political parties accepted the new situation as logical and reasonable.
Read MoreUnderstanding Motivation: Theories and Techniques
Theories of Motivation
Theories that focus on identifying what motivates individuals include:
- Maslow’s Hierarchy of Needs: Physiological, safety, social, esteem, and self-actualization.
- Herzberg’s Two-Factor Theory: Hygiene factors and motivational factors.
- McClelland’s Learned Needs Theory: Achievement, competence, and power.
Process Theories of Motivation
These theories analyze how motivation occurs:
- Vroom’s Expectancy Theory: Motivation depends on the expectation of achieving a goal.
- Locke’s Goal-Setting