Sales Management: Products and Services. Dr Jae K Shim

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       Pure Food and Drug Act of 1906

       Federal Trade Commission Act of 1914

       Clayton Act of 1914

       Tariff Act of 1930

       State fair-trade or resale price maintenance laws

       Robinson-Patman Act of 1936

       Miller-Tydings Act of 1937

       Wheeler-Lea Act of 1938

       The Wool Products Labeling Act of 1939

       Antimerger Act of 1950

       The Fur Products Labeling Act of 1951

       The McGuire Amendment of 1952

       The Automobile Information Disclosure Act of 1958

       Unfair trade practice laws

       The Hazardous Substance Labeling Act of 1960

       Fair Packaging and Labeling (Truth-in-Packaging) Act of 1966

       Consumer Credit Protection (Truth-in-Lending) Act of 1968

       Magnuson-Moss Warranty Act of 1975

       Consumer Goods Pricing Act of 1975

       Telephone Consumer Protection Act of 1991

       Children’s Online Privacy Act of 1998

       Discounts

       Cash discount

       Trade or functional discount

       Quantity discounts

       Advertising discounts

       Early-order discounts

       Group discounts

       C.l and l.cl

       “Mixed car-lot” discounts

       Chapter 7: The Selling Process and Prospecting

       Prospecting

       Considerations for selection prospects

       Prospecting methods

       The “cold-canvas” or “cold turkey”method

       Lists

       Company leads

       Company advertising

       Friends and acquaintances

       The customer reference method

       Group prospecting

       Surveys by junior salespeople

       Sales spotters

       Public exhibitions and displays

       Personal observation

       Additional considerations for effective prospecting

       Guidelines for using the telephone

       Direct-mail selling

       Chapter 8: Types of Sales Presentations and Considerations for Effective Delivery

       Types of sales presentations

       Considerations for effective delivery

       Preparation

       Organization

       Proper setting and showing

       Show and demonstrate

       Outline key points

       Use charts, graphs, and illustrations

       Appeal to a maximum number of senses

       Use the benefit-proof technique

       Make comparisons

       Similes

       Metaphors

       Listen and observe

       Use language and terms that the prospect understands

       Emphasize key words

       Use specific explanations rather than general ones

       Be enthusiastic and confident

       Vary the presentation

       Avoid distracting mannerisms and poor appearance

       Eye contact

       Control

       Repeat and review

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