a one-way communication with the audience; can be very costly. Unique qualities of personal selling: it involves personal interaction between two or more people; lets all kinds of relationships spring up; is the company's most expensive promotion tool. Characteristic feat. of sales prom: sales promotion includes a wide assortment of tools, invites and rewards quick response, effects are usually short-lived. Unique qual. of pub. rela: it's very believable; can reach many prospects who avoid salespeople and advertisements; can dramatize a company or product
Hypermarkets or superstores hüpermarketid vs supermarketid Retail Park - Ärikeskus - there is number of large stores Department store - Kaubamaja - large shop which sell a wide variety of products Assuming Eeldamine expecting Consumer Tarbija person who buys goods for their own use Bargain hunter - Otsima allahindlusi - look for cheap goods High fidelity - Suur usaldusväärsus Flexibility - Paindlikkus Suppliers - Varustaja Sales pitch what salespeople say to convince you to buy s.th. Quirky or unusual, untypical Veider vs ebatavaline Alternative or not traditional Alternatiivne vs ebatraditsiooniline Pushy Edasipürgiv rude in trying to get what you want Penetrate Tungima go through, business Stock Aktsia - share Deal jagama - to share Surplus ülejääk - leftover Secure tagama - to assure Market - Turg the place where you can sell your goods Model mudel - mock-up Order käsk - command
friends, lovers, and family. But the compliance practitioners have much more than the vague and amateurish understanding of what works than the rest of us have. As I thought about it, I knew that they represented the richest vein of informa- tion about compliance available to me. For nearly three years, then, I combined my experimental studies with a decidedly more entertaining program: I system- atically immersed myself in the world of compliance professionals-salespeople, fund-raisers, advertisers, and others. _. _ INTRODUCTION My purpose was to observe, from the inside, the techniques and strategies most commonly and effectively used by a broad range of compliance practitioners. That program of observation sometimes took the form of interviews with the prac- titioners themselves and sometimes with the natural enemies (for example, police
Today, however, excellence is taken for granted. Today, you have to be excellent just to get into the market in the first place. Then you have to constantly improve, getting better and bet- ter, week by week and month by month, if you want to keep up with the competition. In every field, the top 20 percent of companies make 80 percent of the profits in that business or industry. The top 20 percent of salespeople make 80 percent of the sales and 80 percent of the in- come. The top 20 percent in every field enjoy most of the great re- wards of money, pride, satisfaction, and reputation that go along with being the best at what they do. Your job is to join them, as quickly as possible. ■ THE CONTROL VALVE ON PERFORMANCE Perhaps the most important quality of high-achieving men and women is that of ambition
while performing their work. They may not know it, but their work has become a spiritual practice. Most of them are present while they do their work and fall back into relative unconsciousness in their private life. This means their state of Presence is for the time being confined to one area of their life. I have met teachers, artists, nurses, doctors, scientists, social workers, waiters, hairdressers, business owners, and salespeople who perform their work admirably without any self-seeking, fully responding to whatever the moment requires of them. They are one with what they do, one with the Now, one with the people or the task they serve. The influence such people have upon others goes far beyond the function they perform. They bring about a lessening of the ego in everyone who comes into contact with them. Even people with heavy egos sometimes begin to relax, let down their
started each morning. Dr. B. J. Fogg, founder of the Persuasive Technology Lab at Stanford University, wrote his graduate dissertation with a far less aggressive commitment. Even if he came home from a party at 3:00 A.M., he had to write one sentence per day. He nished in record time while classmates languished for years, overwhelmed by the enormity of the task. Understanding this principle, IBM led the computing world in sales for decades. The quotas for its salespeople were the lowest in the industry because management wanted the reps to be unintimidated to do one thing: pick up the phone. Momentum took care of the rest, and quotas were exceeded quarter after quarter. Taking o the pressure in 4HB means doing experiments that are short in duration and not overly inconvenient. Don't look at a diet change or a new exercise as something you need to commit to for six months, much less the rest of your life. Look at it as a test drive of one to two weeks.
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