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Essay / Research Paper Abstract
This 8 page book report examines this work by Trainor. The work is summarized, evaluated and discussed. No additional sources cited.
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8 pages (~225 words per page)
File: RT13_SA8138.rtf
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Unformatted sample text from the term paper:
resources, and the willingness to delegate (Trainer, 2000). This is a well-written and entertaining book that provides the salesperson with several keys to master. The book begins with anecdotes as
opposed to a listing of the concepts. In the second chapter, entitled "What You Want is What You Get," the author examines the problem that many people face, which is
that they do not know what they want. Trainor (2000) writes: "As a trainer, I meet many salespeople who think they know what they want, but who, in fact, lack
clarity. I can tell they arent clear about their desire to succeed because they are not doing the things necessary for success. People who have clarity are always moving toward
the success they are seeking" (p.10). Trainor (2000) makes a good point. People do sometimes do not know what they want. Without clear goals, there is a sense of stagnation.
Sometimes, someone wants to make money, or become successful, but they need a vision or at least some idea of where they are going. If they do not have that,
they will not likely get anywhere. This supposition leads to the first best practice. Chapter 3 is entitled: "Best Practice Number 1: Develop and Utilize a Marketing Plan." In respect
to a marketing plan, the author equates this with planning in general (Trainor, 2000). That is, once someone knows what he or she wants to do, all they have to
do next is to create a marketing plan. Five strategies are included in the development of the marketing plan and they are the identification of the ideal client, the analysis
of a natural market, identification of target markets, preparation of a top 20 list, and finally, self-promotion (Trainor, 2000). He begins to explain the process by utilizing the
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