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Essay / Research Paper Abstract
3 pages in length. Salespeople of any kind represent a certain population of workers who have a unique ability to spin an otherwise mediocre commodity into something so fantastic that no one can live without it. Nowhere is this more apparent, however, than in the time share industry where salespeople must not only possess the ability to keep potential buyers interested in the typically two-hour long presentation, but they must also be able to reach in their bag of performance tricks and successfully close the deal. Indeed, without finalizing a sale, all the performance tools carried out during the presentation were for naught. Bibliography lists 3 sources.
Page Count:
3 pages (~225 words per page)
File: LM1_TLCTimeShare.rtf
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Unformatted sample text from the term paper:
this more apparent, however, than in the time share industry where salespeople must not only possess the ability to keep potential buyers interested in the typically two-hour long presentation, but
they must also be able to reach in their bag of performance tricks and successfully close the deal. Indeed, without finalizing a sale, all the performance tools carried out
during the presentation were for naught. The art of performance is that which utilizes a clever combination of truth, fabrication, embellishment and sometimes outright lies when it comes to time
share selling - an industry that used to have a "sleazy" (Trifonovitch 14) and "smarmy" (Gose N/A) reputation. That most salespeople in this industry work on commission, the better
their performance equates to a higher paycheck at the end of the month; therefore, the sales pitch is no different than an actor in a play, insofar as the ultimate
goal is to win over an otherwise skeptical audience. While the industrys own Code of Practice clearly states that "members shall not seek to take advantage of any characteristic
or circumstance which may make timeshare purchasers vulnerable" (Code of Practice), such a wide-ranging definition is mostly left up to personal interpretation. The initial encirclement begins when the potential buyers
enter the office, where the salespersons performance props are strewn around in a most precise fashion; sales brochures, alluring photographs of the various time share locations and testimonials from satisfied
customers are essential reinforcements of a stellar performance. Excusing himself to retrieve refreshments allows prospective buyers to peruse through this covert attempt to entice, the salesperson returns to complete
strangers with whom he proceeds to act like old friends for the next two hours. This part of the performance is particularly difficult to pull off for many, inasmuch
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