Catalog Search Results
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English
Description
This animated program features Tom, an experienced employee who is responsible for inducting Buck, a new recruit, into his organization. When Tom tries to pass the buck on Buck, we see the consequences for all involved. It provides excellent discussion-starting material on responsibility in the workplace, and the subsequent benefits to individuals, work teams, and for the entire organization. Topics in this program include job specific responsibilities,...
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In this program, viewers learn to engage customers by focusing on what they love and by avoiding what they hate. They are challenged to assess their current methods and style and apply the principles uncovered by the latest behavioral studies that show why people buy and why they don't. Topics in this video include how to avoid turning a customer off, how to engage the customer's interest, how to influence customer behavior, and how to avoid over-promising...
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Many external influences can impact the success of a business, including natural disasters, financial crises, epidemics, and even terrorism. In this informative program, Peter Quarry talks with Glenyce Johnson, managing director of Peregrine Adventures, about her management strategies and business experiences during tough times. Topics covered include planning, communication, downsizing, and understanding risks.
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This video examines tried-and-true techniques to help sales and service people overcome customer objections. Examples are provided through role plays, making them excellent models for analysis and discussion. The program focuses on a number of helpful topics, including the difference between meeting customer resistance and working with it, techniques to overcome the four most common types of objections, uncovering the 'real' objection, normalizing...
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In this informative program, viewers discover excellent strategies to create a great impression and build positive relationships. Michael Schiffner offers specific tools to overcome the de-motivation that affects sales people from time to time. Topics covered include the importance of personal presentation, physical and mental fitness, positive body language and warm tone, how to keep the sales person motivated, and the importance of a good attitude....
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The culture of any workplace is shaped by its people. When the personnel changes, so does the dynamic in small but significant ways. This program covers important aspects of identifying, building, and changing a workplace culture. We hear from three different businesses about the culture within their work environments - multimedia games designer and developer Firemint, surf and ski wear giant Oakley, and Australia's Bendigo Bank. This program is an...
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Is it possible to maintain effective working relationships with friends, especially if one person manages another? A cold, sterile environment or friction between staff members won't contribute to productivity in the workplace. As this video explores, overall performance improves where effective relationships exist and managers must learn to exercise care with their work relationships.
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This program takes a detailed look at the dynamics of teamwork and offers fresh insights that challenge widespread misconceptions about how to get the most out of a sales team. In this video, users will learn the characteristics of a great sales team, promoting diversity and communication, promoting a positive environment and culture, and encouraging and motivating poor performance on an individual basis.
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Valuable commentary from Michael Schiffner and retail sales manager Gayathri Buur-Jensen takes viewers through some useful recommendations about how to maximize sales through effective and efficient use of the telephone. Topics in this program include when to call; how to log each contact; leaving clear, simple messages; using telephone and SMS technologies to obtain catalog orders and advertise promotions; and setting a personal voicemail greeting....
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Why do some people make great leaders, and are they born or made? These are just a few of the questions explored in this program. Individuals in all kinds of situations and positions can provide real leadership if they have the opportunity and the desire to do so. This video explores the effort and determination required to get ahead in various fields.
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Every workplace, no matter how successful, has to deal with difficult situations. But what are the most effective ways of responding to employee issues? This presenter-led program guides audiences through a range of dramatic scenarios, including interviews with key characters who describe their thoughts and feelings as the story unfolds. This is an ideal resource for any business or manager wanting greater insight into their employees and the various...
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Strategic alliances are a hot topic as businesses clamber for market share. But what exactly are strategic alliances and how are they formed? What are the benefits and pitfalls? In this video, managing director of Peregrine Adventures, Glenyce Johnson, offers a wealth of experience in starting and maintaining strategic alliances and provides some practical insights into how they could work for your organization. Topics covered include ideas for a...
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Workplaces are fast-paced, challenging, and diverse environments that can create conflict and misunderstanding. Successful resolution of problems among colleagues is a vital aspect of good management. Perfect for managers, staff, and anyone interested in improving communication in the workplace, this dramatization leads viewers through ways to deal with unreasonable demands, individuals who aren't team players, speaking without thinking, and dealing...
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Viewers interested in this program will learn the dos and don'ts of negotiations and why more and more negotiations are being conducted by teams instead of individuals. This video focuses on how team negotiations can become the 'hostage of strong personalities.' It helps viewers compose a team for negotiation, prepare for a team presentation, allocate team roles, and ensure 'measurable review systems.'
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Everyone in the workplace is impacted by a complex range of personal circumstances that go on outside of work: things shaped by personalities, relationships, finances, physical, and social environments. Sometimes personal issues are so overwhelming that workplace performance is affected and employees bring "baggage" to work with them. Hosted by one of Australia's leading television and arts industry personalities, Michael Veitch, this film considers...
38) Closing the Sale
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English
Description
In this program, a panel discusses conventional notions of closing the sale by challenging popular thinking about this crucial step. The merits of the formula approach versus a more instinctive, organic process are debated. This video examines terminology and misconceptions of closing a sale, gaining the customer's commitment at various stages in the sales process, asking for the sale as opposed to the pressure-sell, and up-selling techniques.
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This program examines how to effectively resolve conflict while preserving and reinforcing a positive relationship with the customer. Excellent practical advice is offered to assist sales people and help them work through solutions in logical stages. Subjects covered in this video include acknowledging and empathizing with the customer, effective management of conflict, the do's and don'ts for salespeople who deal with difficult customers, and appropriate...
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Is the bad reputation earned by many committees actually deserved? In this program, Damien Smith, lawyer and specialist in governance and performance, provides expert insight into forming new committees, revitalizing existing committees, and continuous improvement programs for successful committees. Topics covered include defining the committee's charter, mapping the evolution of the committee, the role of the chair and ideal attributes, inducting...