Sales Education Learning Library

College of Business Administration

DVD Holdings

Except where noted, items are available for one (1) week check-out to U. A. Sales students from 1:00 to 5:00 pm, Monday thru Friday, in CBA 309.

Please consider making a tax-deductible donation by sending your sales training materials to the Sales Education Learning Library, Fisher Institute for Professional Selling, 259 South Broadway Street #309, The University of Akron, Akron, OH 44325-4804.

Thank you!!!

All Leadership Begins with Self-Leadership, Cathcart Institute Inc., 2003 [39 minutes]. A live presentation to the convention of Toastmasters International featuring speaker and author, Jim Cathcart.

Academy of Master Closing with Tom Hopkins, 1992 Tom Hopkins International, Inc. Disc #1-Session 1 [20:24] Session 2- [20:10] Session 3- [20:25] Disc # 2- Session 4- [19:18] Session 5- [21:07] Session 6- [20:10] Disc # 3 – Session 7- [19:10] Session 8- [19:34] Session 9- [19:45] Disc # 4 – Session 10- [19:01] Session 11- [22:18] Session 12- [20:47] Disc # 5- Session 13- [23:24] Session 14- [18:46] Session 15- [18:18] Disc # 6- Session 16- [24:23] Session 17- [19:18] Session 18- [20:14] Disc # 7 – Session 19- [21:09] Session 20- [18:32] Session 21- [19:10] Disc # 8- Session 22- [19:17] Session 23- [23:00] Session 24- [16:51] Worldbook Disc-Your print materials for this program are on this book.

Balance Your Life, Featuring Master Sales Trainer, Tom Hopkins. International, Inc. 1997.
Disc 1 of 4- Emotional Stability, Disc 2 of 4 Financial Independence, Disc 3 of 4 Physical Fitness, Disc 4 of 4 Spiritual Fulfillment.

Price Negotiations: High Impact Management Learning with Harvard PhD Ingemar Dierickx. [86 minutes]. Europes best selling negotiation DVD. This reveals the essential elements of Ingemar’s teaching and research in game theory and its application to price negotiations.

Relationship Selling in a New Era, Cathcart Institute Inc., 2003 [XX minutes]. Jim Cathcart’s full live motivational keynote speech delivered before over 3000 business owners at the MGM Grand Hotel in Las Vegas. In this digital video disk, Jim Cathcart discusses the eight competencies of relationship selling: (1) Prepare to Sell, (2) Target the Right Prospects, (3) Connect with the Person, (4) Assess the Needs, (5) Solve the Main Problem, (6) Commit to the Sale, (7) Assure Satisfaction, and (8) Manage Your Sales Potential. As a bonus, this DVD also includes 19 audio commentaries, brief narratives that each explain a key aspect of Relationship Selling.

Manager’s Workshop, 3.0, Randall Dunham, Prentice Hall College Division, 2004. The third edition of this simulation enables the user to experience the dilemmas that a sales manager faces daily in trying to coach and motivate employees for higher performance.

Win Squared (Version 3.0), Simple Software for Powerful Persuasion. Only Win Squared helps you decide what to say. It breaks down the boundaries between negotiation, sales, persuasion, and conflict resolution and helps you persuade others to do what you want. Whether it’s convincing people to buy your product or just to see things your way. Win Squared provides custom advice for achieving your goal. (2 copies)