Sales Education Learning Library

College of Business Administration

Video Holdings

A

ABC’s of a Successful Career, The, Tom Hopkins International, Inc., 2000 [29 minutes]. In this video, Tom Hopkins helps sales professionals remember that selling really is a simple matter. He covers 26 elementary, yet powerful points to help sales pros recapture their focus on what really matters - being professional enough that people take your counsel to heart, then get involved with your product or service.

A&E Top 10 Greatest Television Commercials, A&E Television Networks, 1996 [50 minutes]. Documentary.

Achievement in Action--Brian Tracy, Nightingale-Conant, 1994 [45 minutes]. This video will help you break through your comfort zone and become an unstoppable force. Brian Tracy reveals the principles and action steps needed to join the select circle of high achievers. Cultivate your unique talents and abilities, make a 100% commitment to success, banish the fear of failure, use self-talk to develop optimism, and turn negative events into positive experiences.

Achieving Sales Excellence with Tom Hopkins*, Tom Hopkins International, 1995. Tape 1: Sales Profession as a Career and Powerful Communication Skills [49 minutes], Tape 2: Prospecting and Telephone Strategies [63 minutes], Tape 3: Original Contact and Qualification [46 minutes], Tape 4: Presentation Methods and Addressing Areas of Concern [53 minutes], Tape 5: Consummation Tactics and Building Your Business [68 minutes], Tape 6: Enhancing Your Business and Time Planning & Goal Setting [56 minutes].

Advanced Selling: Consultative Selling Techniques-Behavioral Styles, The Richard Diercks Company, Inc., 1992 [2 tape video program]. The proper consultative approach can make a good salesperson great, and a successful salesperson a superstar. One of the keys to consultative selling is knowing and understanding the social style of your client or customer. Every person, every client wants to be approached and dealt with in a particular manner. Use the right approach and you will establish rapport and begin building a lasting relationship. Use the wrong style, and you won’t get to first base. In this two-tape video program, learn how to determine customer behavioral styles and incorporate this information into the five basic steps of the selling process: establishing rapport, uncovering needs, presenting a recommendation, closing and follow-up activities.

Advanced Selling in Action--Brian Tracy, Nightingale-Conant, 1994 [15 minutes]. Each of these four videos features Brian Tracy, one of America’s leading authorities on sales.
#1. Self-Image In Selling. Shows how top salespeople use self-image modifications to address the changing needs of customers.
#2. Relationship Selling. Explains the 4 practical steps for building solid relationships with customers.
#3. Building Credibility with Customers. Shows how the sales process is affected by credibility factors that influence success.
#4. Secrets of Success In Selling. Describes the 10 sales principles that work regardless of product or service.

American Dream, Prestige Films, Inc., 1992 [98 minutes]. American Dream follows the true-life story of workers on strike in America’s heartland: Austin, Minnesota. In 1984, the Hormel company saw a profit of $29 million. That same year they offered its Austin meatpackers a salary cut from $10.69 to $8.25 an hour and a 30% cut in basic benefits. The strike that followed pitted worker against management, worker against worker and even brother against brother.

Art of Selling, The, Unapix Entertainment, Inc., 1998 [56 minutes]. Meet the real stars who drive the success of a blockbuster film. They’re the marketing wizards and the advertising executives.... Learn the tricks of a persuasive trade in this fascinating sneak peek into the behind-the-scenes world of movie promoters.

Attitude is Everything, Tom Hopkins International, Inc., 1996 [20 minutes]. Tom Hopkins is the epitome of success. A millionaire by the age of 27, he is world-renowned today as a master sales trainer. But it wasn’t always that way.


B

Barbarians at the Gate, Home Box Office, 1993 [107 minutes]. The 80's... It was a time when everybody was making the big bucks, but F. Ross Johnson, CEO of R.J.R. Nabisco has every intention of making a fortune. When Johnson (James Garner) decides to buy out the Nabisco shareholders and take over his company, no one is prepared for what hits the fan. Johnson is introduced to the master of the leveraged buyout, Henry Kravis (Jonathan Pryce) but, afraid of losing the company to this sharp dealer, he decides to make his move with Peter Cohen (Peter Riegert). Kravis, however, is not to be outdone, and begins an aggressive campaign of his own. What follows is a down-to-the-wire battle to see who’s really king of the Wall Street jungle. They may look like polite, well-dressed businessmen, but listen hard and you can hear the pounding of BARBARIANS AT THE GATE.

Be Prepared To Sell , Kantola Productions, 1991 [24 minutes]. From the Toastmasters International Communications Series. This video will show you how to sell a product, a proposal or an idea to a group. This video is accompanied by a study guide and an instructor’s manual.

Be Prepared To Sell, Toastmasters International Communications Series Study Guide. Kantola Productions, LLC. Learn how to sell a product, a proposal, or an idea to a group.

Be Prepared To Sell, Toastmasters International Communications Series Instructor’s Manual. Kantola Productions, LLC. Learn how to sell a product, a proposal, or an idea to a group.

Being A Leader, Nightingale-Conant, 12 minutes. Earl Nightingale talks about how to take charge of your successes and your life by being a confident leader. Understand how to become a better person through self-improvement.

Big Kahuna, The, Universal Studios, 2000 [91 minutes]. Kevin Spacey and Danny DeVito star in this humorous story of three industrial lubricant salesmen at a convention where anything can happen and careers can be made or ruined on a handshake. Now, with their futures on the line, they must put their trust in a greenhorn sales rep as they pursue the ultimate sale, The Big Kahuna.

Boiler Room, New Line Productions, Inc., 2000 [120 minutes]. Seth Davis runs a small-time casino operation out of his apartment. With his streetwise business smarts, he’s recruited to join the city’s newest and hottest stock brokerage firm - an aggressive, renegade corporation far from the traditions of Wall Street. Trained by the company’s top young turks, Seth takes quickly to his new job’s instant riches and fast-life pleasures. But just as quickly as he was seduced into the firm, Seth finds himself caught in a trap that could bring his whole world crashing down. Starring Giovanni Ribisi, Vin Diesel, Nia Long and Nicky Katt, BOILER ROOM takes you deep inside the relentless, cutthroat inner sanctum of high-risk finance for an unforgettable and unexpected climax.

The Boss, Nightingale-Conant, 1993 [12 minutes]. Earl Nightingale discusses the importance of the customer to everyone within the company. Learn how handling relationships with customers determines your success or failure in business. Live a rich, rewarding, meaningful life through special service to a very important person -- the Boss.

Breakfast of Champions, Buena Vista Home Entertainment, XXXX [110 minutes]. Superstar Bruce Willis stars in this critically acclaimed, offbeat comedy about a millionaire car salesman who’s having a hard time getting a grip on his life! Willis’ character, Dwayne Hoover, runs the biggest dealership in Midland City and is a celebrity loved and trusted by everyone. Then, one day, he wakes up and realizes that his life is a total mess! Based on the best-selling novel by Kurt Vonnegut, Jr., this hilarious comedy and its incredible all-star cast will keep you laughing as Dwayne tries to keep from losing his mind!

Burying the Hatchet, © Britannica Training & Development, XXXX [21 minutes]. The Training Edge® video training program. Conflicts between department heads or supervisors can create crises that threaten to halt productivity. This program explores real situations full of emotional tension which can cause feuding parties to ruin their working relationship. Learn how implementation of good negotiating skills, based on individual needs and expectations, can turn conflict into positive energy.

Business Plan, How to Really Create a Successful, Inc. Magazine, 1992 [40 minutes]. This video stresses the importance of a well-written business plan. It demonstrates the purpose of a business plan, the essential elements, and shows how to make your business plan work for you.


C

Can I Have 5 Minutes of Your Time?, The Becker Group, #### [96 minutes]. In this video Hal Becker, Xerox’s former #1 salesperson, gives a no-nonsense, fun approach to sales. This video focuses on how to be the best in sales and customer service.


Capitalism, Lions of, LCA, 1986 [55 minutes]. This video chronicles the achievements of great capitalists: J.P. Morgan, Andrew Carnegie, Henry Ford, and Ray Kroc. These people forged the history and shape of American industry. The video brings history to life with rare archival footage, historical photos and riveting kinescope. It includes narration by Orson Welles, Robert MacNeil, and Lowell Thomas. It was produced in tribute to the 60th anniversary of Forbes magazine.

Carnegie, Dale: Man of Influence, A&E Television Networks, 1997 [50 minutes]. In this installment from the A&E Biography series, share the secrets of one of the world’s most acclaimed management theorists. A&E profiles the expert speaker who has inspired millions to become better managers. You will learn about supervisory skills, directness, empathy, honesty, role model behaviors, and hard work. Future businesspeople will benefit from his wisdom and enthusiasm.

Classic TV-Chevy Car and Sales Training 1950’s

The Closer*, Academy Entertainment, 1991 [87 minutes]. In this movie, Danny Aiello stars as Chester Grant, the man who will do anything to get the sale. Chester finds himself in poor health, needing to select a successor to lead his company. He invites two rival sales people to his home for Thanksgiving weekend to conduct the interview. Includes some very dramatic scenes about what it is like to devote your whole life to selling. (2 copies)

Closing the Sale*, CRM: McGraw-Hill, 1982 [16 minutes]. This video provides three separate vignettes which illustrate the almost unbearable anxiety of salespeople who are indecisive about when and how to close a sale. The role plays are evaluated by some “experts” who identify what has gone wrong in each sales call and suggest ways to regain control in order to make the sale.

Closing the Sale*, Tom Hopkins International, Inc., 1997 [45 minutes]. This is the ultimate goal of every salesperson. Getting the approval on the bottom line of the paperwork is the gold ring, the big payoff, the win! In this video, Tom focuses his training on just this one aspect of the selling cycle, breaking it down into these areas: (1) Recognizing buying signs that tell you just when to close the sale, (2) Developing your personal closing instinct, (3) How to comfortably go about closing the sale,
(4) How to test the waters to see if they are ready to go ahead, (5) Seven specific proven closing strategies, and (6) How to keep a sale closed once you’ve done it!

Closing the Sale, 24 Techniques for, Nightingale-Conant, ####. Brian Tracy talks about the magical effects of constrained enthusiasm, the source of confidence in selling, the four things to accomplish before the close, how to overcome fear of rejection, the best time to close, and the selection of a closing technique.

Coach, The Manager As, Career Track, 1993. In this three volume series, Marion Howell shows how to improve organizational productivity by the use of coaching techniques.
Volume 1 [82 minutes]. Covers setting goals and priorities for each player, integrating training into daily routines, building trust based relationships, motivating, monitoring performance, and giving feedback. (this is not in sales library)
Volume 2 [70 minutes]. Covers player selection, how to help new employees get established, how to handle a newly inherited team, dealing with misplaced players, creating high morale, and increasing each player’s visibility.
Volume 3 [67 minutes]. Covers removing barriers that keep people from doing their best, working with employees who don’t pay attention to details, handling backsliding employees, coaching star employees, creating advancement opportunities for veteran employees.

Collaborative Selling, Alessandra & Associates, 1992 [60 minutes]. In this video, Tony Alessandra explains that customers are better educated and more informed than ever before. He contrasts collaborative verses traditional selling. Topics include: knowing your competitive advantage, using personal marketing to generate leads, the direct mail system, exploring customer needs, asking questions effectively, addressing customer concerns, servicing the customer, enhancing the customer relationship, and expanding business opportunities.

Colonel Sanders, A&E Television Networks, 1998 [50 minutes]. In this video from the A&E Biography series, learn how a smart entrepreneur built the KFC empire. This story proves that you can be a “chicken” and still be successful!

Communicate to the Top, 101 Ways to, The Nierenberg Group, 1998 [90 minutes]. Discover the keys to dynamic and powerful communication skills with this video masterfully presented by Andrea Nierenberg. This program gives the keys to: change your life to achieve greater success, communicate with power, reach your highest potential, develop competitive marketing skills, listen more effectively, obtain the rewards you desire, recognize your value to others, maintain a positive attitude, and find your greatest opportunities. (not in sales library)

Competitive Advantage in Selling, Alessandra & Associates, 1992. This 19 video series, Tony Alessandra and Rick Barrera provide a comprehensive teaching system which shows sales people how to excel in tougher, faster, and a more complex selling arena. Each video is concise and includes case studies, role plays, in-class exercises, and role modeling sales vignettes.
Introduction and Overview [16 minutes]. To sell effectively, differentiation is needed. The collaborative approach to selling puts a major emphasis on exploring needs and assuring customer satisfaction, whereas traditional selling puts the emphasis on the pitch, overcoming objections, and closing.
Module 1: Target
A. Knowing Your Competitive Advantage [10 minutes]. Learn how to differentiate yourself. Know your company’s uniqueness. Develop a statement that will succinctly articulate your competitive advantage.
B. Identifying and Finding Your Best Potential Customers [14 minutes]. Determine who these best customers are, where they come from, and why they bought from you. Use this profile to find additional prospects who will become “best” customers.
C. Using Personal Marketing to Generate Leads [15 minutes]. Recognize the importance of investing in high-visibility activities to encourage incoming leads. Learn how to use personal advertising, sales promotion, public relations, and publicity to generate a steady flow of leads.
Module 2: Contact
A. Direct Mail [12 minutes]. Use a personal mail plan combined with telephone follow-up to turn cold calls into warm calls. Send a letter to 4 new prospects a day. Include a headline and a P.S. that focuses your message for added impact.
B. Getting an Appointment [22 minutes]. Work effectively with screeners. Build long-term relationships from the first contact. Use your statement of competitive advantage to compel prospects to a face-to-face meeting.
C. Determining Relationship Strategies [15 minutes]. Know your behavioral style and determine that of your prospect. Adapt your selling style based on the prospect.
Module 3: Explore
A. Preparing to Explore [20 minutes]. Use secondary research to learn about your client. Develop a questioning plan.
B. Listening [18 minutes]. Use active listening to insure that you understand the customer’s point of view. Use verbal and nonverbal feedback while listening “between the lines.” Take notes or use a mind map.
C. Exploring with Your Customer [19 minutes]. Get in “sync” with the customer by matching attitude, demeanor and business values. Use the funnel questioning technique. Use questions to expand, clarify, and redirect conversation to get a complete understanding of customer needs.
Module 4: Collaborate
A. Creating Options [12 minutes]. Create options that highlight your competitive advantage and fulfill all of your customer’s expectations. Write a report of findings, include an executive summary, and review this with your customer in the next face-to-face meeting. Call your customer for preliminary feedback on your ideas before finalizing them.
B. Selecting Options [12 minutes]. Review your report of findings with your client. Discuss the pros and cons of each and check your proposed solution against the customer’s success criteria while getting feedback. Ask the customer to suggest new options, but don’t promise more than you can deliver.
C. Proposing Solutions [15 minutes]. Present your solutions so as to address each of the customer’s key needs. Get customer involvement using the feature/feedback/benefit method. Be prepared for group presentations.
Module 5: Confirm
A. Dealing with Acceptance & Rejection [13 minutes]. Use an open-ended question to confirm a sale. When you get a “yes” review benefits of solution and implementation. When “no” maintain the relationship and ask how you could have served the customer better.
B. Addressing Customer Concerns [18 minutes]. If the prospect is uncertain, check the 5 P’s: price, priority, politics, personality, and postponement. Be sensitive to behavioral style and understand decision-making style. Remember to work together.
C. Dealing with Postponement [20 minutes]. Check the 4 additional P’s: personality style, product, personal comfort, and policy. Reverse an adversarial environment. Use the listen, clarify, resolve, and confirm model.
Module 6: Assure
A. Servicing the Customer [14 minutes]. Monitor success and fix problems quickly. Use the 1-5-15-30 follow-up system to check results and get referrals. If expectations are not met, determine cause.
B. Enhancing the Customer Relationship [9 minutes]. Conduct an annual review with each key customer. Be aware of warning signals. Maintain regular contact.
C. Expanding Business Opportunities [16 minutes]. Use the relationship to leverage future business. Look inside the company for more sales. Get referrals, testimonials, etc. to leverage present success into new sales opportunities.

Conflicts in the Workplace, The Art of Resolving, International Video Network, 1992 [30 minutes]. Lawrence Schwimmer examines the six essential techniques in resolving conflicts: (1) I vs. you language, (2) Anticipation, (3) Meta-talk, (4) Self-interest, (5) Limit-setting, and (6) Using consequences

Conflict Resolution, © Britannica Training & Development, XXXX [60 minutes]. This video from The Training Edge® features Susan Morem and is based on her best-selling book, “How to Gain the Professional Edge.” Conflict is an inevitable part of human relationships. When it is handled effectively, it can be an asset, produce change and ultimately lead to a more positive work environment. Although most people prefer to avoid conflict, it can be a vehicle, rather than a roadblock, that will move you forward.

Consultative Selling Skills: An Interactive Video-Based Sales Learning Program for College Students, American Management Association, 1994 (2 copies). The steps in the process are:
(1) identifying needs, (2) selling solutions, (3) handling objections, and (4) closing.

Conversation Power in Action, Nightingale-Conant, 1995 [60 minutes]. This video features James Van Fleet and covers the fundamentals of effective communication in 3 key areas: (1) social conversation reveals how to win friends and effortlessly communicate with people; (2) business communication shows how to project a professional image and influence the way others respond to you; and (3) persuasive communication demonstrates how to address people with impact and power.

Cooper Tire & Rubber Company’s “8 Essentials for Retail Success”, XXXX [25 minutes].

Curse of the Vanishing Employees: How to Retain and Motivate Great Workers, The, CRM Films, 1998 [20 minutes]. High turnover may not be just an upper management problem. This video names five ways individual supervisors and managers can make the difference between employees staying...and vanishing. The Curse of Vanishing Employees is the only video training program available that addresses dealing with employee retention - from meeting the needs of the new younger generation of workers to the family-work conflicts so many of us share.


D

Dalrymple and Cron’s Sales Management: Concepts and Cases Video, John Wiley & Sons, 1992. Titled: Counselor Salesperson and Managing Sales Performance. [58 minutes]

Dead Poets Society, Touchstone Pictures, XXXX [128 minutes]. Robin Williams portrays passionate English professor John Keating who, in an age of crew cuts, sports coats and cheerless conformity, inspires his students to live life to the fullest, exclaiming... “Carpe Diem, lads! Seize the day. Make your lives extraordinary!” The charismatic teacher’s emotionally charged challenge is met by his students with irrepressible enthusiasm-changing their lives forever.

Dealers, Academy Entertainment Inc./Skouras Joint Venture IV, 1989 [92 minutes]. Body heat meets Wall Street in the turbulent, pressure-cooker world of high finance…the world of Dealers. Rebecca DeMornay stars as the ravagingly sexy, conservative money manager, coolly manipulating her clients’ portfolios. Paul McGann is the reckless gambler, shooting from the hip in a desperate grab at the big score. Dealers races toward a pulse-pounding climax where everything is at stake on the one big roll of the dice.

Dealing With the Irate Customer. Kantola Productions XXXX [15 minutes]. From the Advantage Media Customer Service Series.

Death of a Salesman, Warner Home Video, 1986 [135 minutes]. Dustin Hoffman stars in this production of the epic classic by Arthur Miller.

Door to Door, TNT Originals, Inc., 2002 [91 minutes]. Movie based on a true story. Bill Porter knows he has little hope of landing any job, let alone a job as a salesman. So to improve his prospects, he offers to take a sales territory no one else wants. After all, a difficult territory is nothing compared to what Bill faces every day – cerebral palsy. In his rounds as a door-to-door salesman, Bill impacts the lives of customers during a nearly 50-year career that often finds him atop his company’s sales charts.


E

Earthworm Tractors, VCI Entertainment, 1998 [69 minutes]. In this hilarious comedy, Joe E. Brown plays the brash, arrogant “natural born salesman” Alexander Botts, the character created for the Saturday Evening Post by William Hazlett Upton. In one disastrous slapstick sequence after another, Botts tries to convince an old-fashioned lumberman that he needs to buy one of his new contraptions. Eventually he makes the sale.

Effective Manager Seminar Series by Brian Tracy, Nightingale-Conant, 1988 [14 videos, 60 minutes each]. Topics include:
1. Setting Business Strategy, 2. Leadership: The Critical Difference, 3. The Excellent Manager, 4. How to Hire -- How to Fire, 5. Delegating and Supervising, 6. Motivating People Toward Peak Performance, 7. Managing Meetings That Get Results, 8. Negotiating Strategies and Tactics, 9. Executive Time Management, 10. Marketing Strategy for Fast Growth, 11. How to Sell Well, 12. The Creative Manager, 13. Superior Sales Management (2 copies), and 14. Pathways Toward Personal Progress. (not in sales library)

Emotional Intelligence, WETA Washington, DC, 1999 [70 minutes]. Acclaimed clinical psychologist Dr. Daniel Goleman introduces his ground-breaking discoveries about the emotional mind. Based on his best-selling book, EMOTIONAL INTELLIGENCE, the program focuses on emotion as another measure of intelligence, redefining what it means to be “smart.”

Encouraging the Heart, CRM Learning, XXXX [20 minutes]. This video featuring best-selling authors James M. Kouzes and Barry Z. Posner shows leaders how they can find their voice and their hearts and, through caring and courage, mobilize people to personal and organizational greatness.

Entrepreneurs, The, MPI Home Video, 1991. Entrepreneurs are a fascinating part of our history. In this six volume series, share all the creativity and excitement of courageous Americans who pursue their dreams! A fascinating overview of small business history.
Volume 1. The Entrepreneurs (featuring: Thomas Edison, Wally Amos, King Gillette and more) [60 minutes] (2 copies)
Volume 2. The Land and Its People (featuring: Cyrus McCormick, John D. Rockefeller, Harland Sanders and more) [60 minutes]
Volume 3. Expanding America (featuring: Henry Ford, Charles Lindbergh, De Witt Clinton and more) [60 minutes]
Volume 4. Made in America (featuring: Andrew Carnegie, Eli Whitney, Henry Kaiser and more) [60 minutes]
Volume 5. Giving ‘Em What They Want (featuring: P. T. Barnum, Victor Kiam, Lee Iacocca and more) [60 minutes]
Volume 6. Instant America (featuring: Alexander Graham Bell, Adolph Zukor, David Sarnoff and more) [60 minutes]

Esquire Career Series, Esquire-Serendipity Associates, 1985. No matter what career path you are pursuing, this fine series will help you polish your workplace skills, including speaking, dressing, writing a resume, and interviewing. The lessons focus on how to stand out in an organization and become a prime candidate for promotions.
Volume 1. Career Strategies 1: Succeeding Within Your Company and Your Industry [60 minutes]
Volume 2. Career Strategies 2: Changing Positions in Today’s Competitive Job Market [60 minutes]
Volume 3. Persuasive Speaking: Making Effective Speeches and Presentations [60 minutes]
Volume 4. Professional Style: Dressing Well as Part of Career Success [60 minutes]

Ethics & Success in Business, Direct Selling Education Foundation, 1999. Ethics and Success in Business is the third in a series of videotapes produced by the Direct Selling Education Foundation for use in marketing classes. Companion teaching notes were written by Professor Tom Wotruba, Professor of Marketing, San Diego State University. (2 copies)

Executive Briefings, Strategies for the Competitive Edge: Power of Persuasion, The, Stanford Alumni Association, 2001 [55 minutes]. Call it persuading, negotiating…even manipulating. Dr. Robert Cialdini (Regents Professor of Psychology at Arizona State University) has spent his career systematically studying the psychology of influence. In this video he reveals what lies at the heart of his findings: the six principles of influence that form the basis of effective, persuasive appeals. These principles – reciprocation, scarcity, authority, commitment, liking, and consensus – may seem like the jargon of social scientists, but Cialdini brings them to life.

Executive Briefings, Strategies for the Competitive Edge: Sales as a Strategic Tool in Your Organization, Stanford Alumni Association, 1993 [60 minutes]. Michael T. Bosworth shows you how to use sales as a strategic tool in your organization.


F

Field of Dreams, Universal City Studios, Inc., 1989 [106 minutes]. “If you build it, he will come.” With these words, Iowa farmer Ray Kinsella (Kevin Costner) is inspired by a voice he can’t ignore to pursue a dream he can hardly believe.

Final Offer, National Film Board of Canada, 1985 [78 minutes]. Final Offer is the most comprehensive and candid look at collective bargaining on film. It takes viewers on an eye-opening journey behind the closed doors and into the smoke-filled rooms where labor and management negotiate.

Follow-Up: Proven Methods & Strategies That Will Convert Your Contacts Into Closings, MBA Video, 1995 [55 minutes]. In this video, Myers Barnes explains 21 strategies for proactively moving through the sales cycle. He describes how to establish control, how to qualify leads, and how to persuade people to buy your product. Mr. Barnes emphasizes the importance of the one-on-one sales call in this process and the methods used by highly effective sales people to achieve success. (2 copies)

Follow Up & Prospect in Today’s Market, How to, Joe Verde Sales & Management Training, Inc., 1998. Eight tape program. Tape 1: Introduction (52 minutes), Tape 2: General Information (37 minutes), Tape 3: How to Prospect in Today’s Market (31 minutes), Tape 4: How to Prospect by Mail (31 minutes), Tape 5: How to Prospect by Phone (30 minutes), Tape 6: How to Prospect in Person (33 minutes), Tape 7: Setting Up Your Follow Up System (37 minutes), Tape 8: How to Follow Up Each Type of Prospect (36 minutes).

Futrell’s Fundamentals of Selling (5th Edition) and ABC's of Selling Videos, Parts 1 and 2, Irwin, 1996. A. Perfect Solution, Inc.: Ethical Selling Scenario [5 minutes], B. Negotiating with a Vendor [5 minutes], C. Selling Brochures [9 minutes], D. Suggestive Selling: Chili's Rest [12 minutes], E. Managing Information: New Tools for the 90's [13 minutes], F. Role-Play Section. (2 copies of video 2)

G

Gates, Bill, A&E Television Networks, 1998 [50 minutes]. In this installment of the A&E Biography Series, A&E introduces the viewer to perhaps the most successful entrepreneur in the history of business. How did he turn his idea into reality? How did he become the richest person in the world? You will be entranced by this inside look at an incredible rise to fame and fortune.

Get Shorty, MGM/UA, 1995 [105 minutes]. A loan shark give up his “career” working for the mob to pursue a job as deal maker for a down-and-out Hollywood film maker. Shows several interesting negotiations. Stars John Travolta, Gene Hackman, Rene Russo, and Danny DeVito. (not in sales library)

Glengarry Glen Ross, Zupnik Cinema Group II/GGR, Inc., 1992 [100 minutes]. This movie shows the depressing life of real estate development sales people and their dependence on “leads.” In fact, some reps break into the firm’s office to steal the list of prospects. The video includes a great scene in which Alec Baldwin screams at the sales force to get orders or else! A complete set of teaching notes from the Hartwick Humanities in Management Institute is included.

Groupthink*, Revised Edition, CRM Films, 1997 [25 minutes]. Groupthink is a situation where no one comes forward to question decisions within a group. Groupthink causes quality to suffer and creativity is lacking. Shows case histories (especially NASA) of how groupthink prevents the success of team activities. Learn the eight symptoms and how to avoid them.


H

Helping People Grow: How to Develop Top Performers,#### [60 minutes]. This video, narrated by Jim Cathcart, is filled with illustrations, checklists, formulae and examples of how ordinary individuals can achieve extraordinary results.

The Highlights of the Perfect Sales Process, Tom Hopkins International, Inc., 1997 [36 minutes]. In The Highlights of the Perfect Sales Process, master sales trainer, Tom Hopkins, teaches you or your sales staff how each piece of the selling puzzle gets put together to build a picture-perfect, long-term, client relationship.

Hoosiers, Orion Pictures Corporation, 1986 [115 minutes]. This triumphant tale of a high school basketball teams’ long-shot attempt to ascend to the State Championship is filled with edge-of-your-seat suspense and breathless excitement! Gene Hackman portrays Norman Dale, a basketball coach whose checkered past has led him to a last-chance position with a last-chance team. Made to feel unwelcome by squad members, an icy fellow teacher and townspeople who nearly have him fired, Dale perseveres with a gritty demeanor and an unwavering passion for the game. But winning over the team is only half the battle in a world where small-town teams can end up playing big-time rivals...and a downtrodden outsider can rouse the pride of an entire county.

Hopkins, Tom, 1986 [90 minutes]. This video was taped from a public broadcast. It provides an overview of persuasion and provides information about several selling techniques.

Hudsucker, The, Warner Home Video, 1994 [111 minutes]. This hilarious, acclaimed movie starring Tim Robbins, Jennifer Jason Leigh, and Paul Newman, portrays a mailroom clerk whose brilliant marketing strategies save a big company! The fascinating, entertaining plot covers all the politics of big business. The spirit of invention motivates viewers.

Human Edge, The. Integrity-Quality Leadership’s Secret Ingredient, with Zig Ziglar, 1992. The legendary Zig Ziglar and Dr. Ken Blanchard capture your interest and enthusiasm with their approach to a Total Quality Workforce as it relates to an individual’s work values, attitudes and behaviors.


I

Inc. Magazine’s Customer Service Series, 1994.
Inc’s six-part video series is your personal seminar in the profit-boosting skills of customer service.
Volume 1 “Are Your Customers Happy with Your Service?” [48 minutes]. Finding the answer to this question can be crucial to business success. This video offers sharp advice and smart methods for listening to customers.
Volume 2 “Create a Company Customers Will Love to Do Business With!” [67 minutes].
To improve service on the outside, you’ve got to start on the inside. In this video, some of the world’s leading customer service experts guide you in building a customer-oriented culture in your company.
Volume 3 “The 25 Best Customer Service Ideas You Can Use Today” [39 minutes]. This video shows how to create the kind of customer loyalty most companies dream of. Here, through fascinating real-life examples, top executives and successful business owners explain why it’s always better to say “I’m sorry”...The value of giving service options to customers...Why the best model for employees is you...How to retain clientele forever by wowing them with the Golden Rule.
Volume 4 “How to Communicate Your Customer Service Vision” [38 minutes]. Success is hard to achieve without employee commitment. This video gives you all the management secrets you need to inspire every employee in your company to deliver winning customer service.
Volume 5 “How to Keep Your Customers for Life!” [35 minutes]. It’s not enough to have a quality product. This video will show you how to beat the competition by developing quality relationships with the people who buy your products and services.
Volume 6 “How to Turn Your Valued Customers into Your Best Salespeople” [40 minutes]. This video reveals the secrets of successful word-of-mouth advertising. Learn why every person in your company is a salesperson...What salespeople should never talk about on the first call...How to get and use referrals and reference letters from customers...Advice on enhancing and keeping your reputation.

Inc. Magazine’s How to Deliver Superior Customer Service, 1991 [94 minutes]. Superior customer service doesn’t just happen; it takes careful planning and diligence on a company-wide scale. In this video, over 15 management experts reveal how to enhance your customer service through proven, cost-effective strategies.

Inc. Magazine’s How to Find New Customers*, 1991 [20 minutes]. This video share the secrets of three top sales people. It covers how they prospect for new customers, provide quality service, qualify leads, handle rejection, and visualize success. (2 copies)

Inc. Magazine’s More Sales, More Profit: Boost Your Sales 1,000%, 1994 [58 minutes]. Your sales force is the vital link between your customers and your business. Everything your company does - from prospecting for new customers and closing a sale, to delivering your product and following up - is reflected in the way your sales force conducts business. In this video, Inc. has assembled a panel of successful sales experts who will take you through what works and what doesn’t work. You’ll study the basics of effective selling techniques, how to translate them into action, and how to motivate your entire sales force to achieve remarkable bottom line results.

Inc. Magazine’s Real Selling Series, 1992:
#1 Successful Sales Relationships* [40 minutes]. This video shows real sales people making real sales calls and includes special tips and advice that let you compare your own sales techniques to those of the experts. Covers how to find qualified leads, establish the first contact, initiate the first meeting, and be successful on cold calls. (2 copies)
#2 Making Effective Sales Calls* [47 minutes]. This video shows real sales people making real sales calls and includes special tips and advice that let you compare your own sales techniques to those of the experts. The video shows you how to: develop valuable listening skills, showcase features as benefits, handle rejection, gain motivation, and guarantee a second call opportunity. (2 copies)
#3 How to Deal with Buying Objections* [42 minutes]. This video shows real sales people making real sales calls and includes special tips and advice that let you compare your own sales techniques to those of the experts. Covers the secrets of spotting smokescreens, making objections work for you, and negotiating win/win solutions. (2 copies)
#4 Closing the Deal* [41 minutes]. This video shows real sales people making real sales calls and includes special tips and advice that let you compare your own sales techniques to those of the experts. Covers testing for buying readiness, identifying buy signals, building on agreements, getting extra sales in the future, and buyer remorse. (2 copies)
#5 Effective Follow-Up* [38 minutes]. This video shows real sales people making real sales calls and includes special tips and advice that let you compare your own sales techniques to those of the experts. Covers tips for making value-added sales, treating sales opportunities from customer problems, dealing with angry customers, and making new sales to old customers. (2 copies)

Inc. Magazine’s, Sales Strategy for Greater Sales and Profits, How to Manage Your, 1992 [90 minutes]. Sales are the most vital - and the most complex - function of any business. In Inc.’s video “How to Manage Your Sales Strategy for Greater Sales and Profits,” seven sales experts will help you evaluate your current sales strategy, find out where you can (and should) improve, give you advice and tips on how to train your sales team to achieve maximum sales and how to make sure you’re meeting your customer’s needs as well as your company’s sales quotas.

Instant Negotiator SuccessPak™, Instant Negotiator, Inc., 2000. The complete course for building success in business and in life. The Success Pak™ includes: One-hour video, companion workbook and action guide, one-hour audio cassette and CD, and a pocket guide. (2 copies)

Integrity, The Training Edge®, Inc., 2001 [8 minutes]. “What has happened to integrity?” is a rally cry that is sweeping the globe. Integrity has become such a rare element in industry that people search diligently for organizations of integrity to do business with. We all need to do a careful examination of our organizations and ourselves to make sure we are striving for integrity in all of our dealing with clients and customers. Applications: Leadership development, Employee orientation, Personal responsibility training, and Customer relations. From the Nature of Success Series

International Business Etiquette, Volume 1: Guidelines for Successful Communications Across Cultures, Waukesha County Technical College, XXXX [39 minutes]. This videotape featuring Francisco Rios is an International Trade Videotape that is part of the Seminars For People Who Do Business Overseas series. A guide accompanies the videotape.

International Sales Negotiations, Volume 3: International Negotiating Styles, Waukesha County Technical College, XXXX [30 minutes]. This International Trade Videotape is part of the Seminars For People Who Do Business Overseas series. A guide accompanies the videotape.

Internet, How to Understand, Access and Use the (Fred Pryor Seminars), Nightingale-Conant, 1995.
Volume 1. Understand and Access: Making the Connection [15 minutes]. The essential background information about the information superhighway is provided. The video also covers the equipment and software needed to access the internet.
Volume 2. Using the Internet: Exploring the Essential Tools [19 minutes]. Shows how to use the internet for business and personal applications. Uses on-line demonstrations to teach the basics of e-mail, discussion news groups, ftp, search engines, and world wide web.

Internet, Learn to Use the, Video Professor Industries, Inc., 1996 [45 minutes]. This video is a no-nonsense, hands-on presentation covering the following topics: what the internet is, what equipment is needed, e-mail, world wide web, hyperlinks, surfing and searching web sites, and service providers.

The Internet Video, Osprey Film Productions, Inc., 1994 [91 minutes]. This video offers a step-by-step on-line journey through the vast resources of the information superhighway. Osprey Film Productions, Inc. welcomes you to explore the possibilities! Tap into the resources of nearly every computer in the world and explore cutting edge technology! From hardware and software suggestions to actual log on, enter the world of cyberspace.

Internet Video: Doing Doughnuts on the Information Superhighway, Video Com, Inc, 1995 [75 minutes]. This video explains what the Internet is, what you need to get started, and how to make it work for you. It is loaded with amusing web pages, enlightening mailing lists, and video that will teach you how to get started exploring the Internet.


J

J. C. Penney: Main Street Millionaire, A&E Television Networks, 1997 [50 minutes]. J.C. Penney is the focus of this video from the A&E Biography series. Every young businessperson needs to learn the important lesson of adapting to current trends. Penney was a master of this important task.

Jerry Maguire, Columbia Tristar, 1996 [138 minutes]. Tom Cruise stars in this story about a sports agent who suddenly discovers his ethics. Shows several sales negotiations as well as a very nice portrayal of mental imagery prior to an important presentation.
(not in sales library)


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Kellogg Brothers: Corn Flake Kings, The, A&E Television Networks, 1995 [50 minutes]. This video from the A&E Biography series tells the story of John and William Kellogg. In this documentary, A&E examines the kings of breakfast cereal and shows how they created a new eating habit around the world. This video is ideal for teaching how successful businesses develop a loyal customer base.

Kill the Man, D.E.J. Productions, Inc., 1999 [90 minutes]. All over America giant corporate mega-stores are wiping out the little guys. Stanley Simon and his best friend are the struggling owners of Long Shot Copies. Their hopes of success are quickly disappearing after a copy superstore opens across the street. Now there’s only one thing to do...declare war. With the help of a radical rocker, a revolutionary rapper, and Stanley’s beautiful girlfriend, they’re going to take them on, take them down, and take them over.


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Late Shift, The. Letterman, Leno and the battle over The Tonight Show. 1996. [95 minutes] When Johnny Carson announces his retirement from the Tonight Show, it throws the networks and their executives, two talk-show stars and millions of late night television viewers into a frenzy. Who could replace the most important talk show host in history? It soon comes down to The Tonight Show’s guest host Jay Leno, and the later late night star David Letterman in a fight to the finish.

Lauder, Estée: Sweet Smell of Success, A& E Television Networks, 1999 [63 minutes]. A video from the A&E Biography series, this tape tells how marketing genius Estée Lauder turned her cosmetics company into a thriving industry. Viewers will enjoy the story of this successful woman.

Leadership & Influence, Acorn Principles for Business Growth, Cathcart Institute, 2000 [30 minutes]. Jim Cathcart.

Life Management Systems: A Part of the Personal Power II Package, Nightingale-Conant, 1996 [60 minutes]. In this video, Anthony Robbins describes his own personal strategies for creating balance and happiness in your life. A seminar is presented providing you with the tools needed to overcome bad habits and achieve your goals.

Life of Brian, Paramount, 1979 [94 minutes]. Monty Python created one of the greatest comedies ever in this parody on a person named Brian who was born in a Bethlehem manger next door to Jesus. It features John Clease and Eric Idel among other well known stars. The video has a very humorous depiction of distributive bargaining in which a vendor forces Brian to haggle over a purchase.

Listening For the Sale, CRM: McGraw-Hill, #### [20 minutes]. This video demonstrates that salespeople can benefit from good listening. It instills trust and a reciprocal climate of idea exchange with customers. The video presents the concept of active listening which involves planning ahead, taking notes, asking questions, giving attention to detail, remembering, and using verification.

Listening, The Power of, Alessandra & Associates, 1992 [55 minutes]. In this video, Tony Alessandra explains the need for good listening and describes a 6-step program (CARESS: concentrate, acknowledge, research, emotional control, sensing, and structure) to improve listening skills.

Listening, Succeed by, JWA Video, 1995 [35 minutes]. In this video Madelyn Burley-Allen reveals the keys to effective active listening. She explains how to focus complete attention on the person speaking, sequence information, and tactfully steer the conversation. An audio cassette and a book titled Listening: The Forgotten Skill are also in the package.


M

Mackay, Harvey, on Customer Service: Always Deliver More Than You Promise, Inc. Magazine, 1993 [80 minutes]. In this video, discover why customer service must be a strategy that is practiced in every aspect of your business, by everyone in your company. This video provides anyone serious about growing a business with a Customer Service Action Plan that’s ready to put to work right now!

Making Unhappy Customers Love You, The Richard Diercks Company, Inc., 1992. No matter how efficiently or carefully run, every business in America is going to experience the irate, unhappy customer. The methods and techniques provided in this video work in virtually all situations. This 2-video package also includes the video “Making Everyone in Your Company a Salesperson.”

Marcus, Neiman, A&E Television Networks, 1997 [50 minutes]. Is it possible to beat the competition by charging more? Neiman Marcus believed so, and his amazing story proves his theory. This is a video in the A&E Biography series.

Marketing, The Standard Deviants® Present: Cerebellum Corporation, 1998 [105 minutes]. Discover all the fundamentals: distribution channels, market share, research, focus groups, interviews, mission statements, positioning, pricing, the promotional mix, and much more! Viewers catch on quickly as young hosts present the valuable information and illustrate each concept. Colorful 3-D graphics, humorous skits, and detailed narration enhance this extraordinary video.

Merger Between Disney and ABC, MPI Home Video, 1990 [30 minutes]. What is corporate culture? This fine ABC News, Nightline, program examines how differing company climates become evident in a major merger. As one of the largest combinations of modern times, the Disney-ABC deal offers valuable insight into company politics and the challenges of managing a major work force.

Modern Marvels®: The Internet - Behind the Web, A&E Television Networks, 1996 [50 minutes]. Documentary; The History Channel.

Moncrief/Shipp: Sales Management Role Plays, HarperCollins Publishers, 1992. This video accompanies the book and provides examples of how TCU sales management students handled various role play assignments.

Motivation: The Classic Concepts, CRM: McGraw-Hill, 1987 [21 minutes]. This video covers the basic issues involved in motivating a work force. It shows managers how to motivate employees to full potential by addressing employee needs, aspirations and values. The video illustrates five classic motivational theories of motivation with on-the-job scenarios. Strategies for inspiring and recognizing top performance are identified.


N

National Collegiate Sales Competition 2000*, Championship Round Competitors.

National Collegiate Sales Competition 2001*, Championship Round Competitors.

National Collegiate Sales Competition 2001*, UA Competitors – Jason Brown & Meghan Sullivan. Ball State University Competitors – Rachel Trout & Nicholas Utley.

National Collegiate Sales Competition 2002*, Highlight Tape.

National Collegiate Sales Competition 2002*, UA Competitors – Bacari Brown & Michelle Newman.

Negotiating*, American Management Association, 1994 [25 minutes]. In this video, a realistic negotiation session is shown as two managers work to reach the best possible and mutually acceptable agreement. Viewers are encouraged to avoid the mistakes made by the on-screen players.

Negotiating, Advanced Tactics for Power, Nightingale-Conant, 1996 [60 minutes]. In this video, Roger Dawson talks about using power to win any type of negotiation. It covers the basis of personal power, how to resist it when others have it, and how to use it when you have it. The impact of time pressure is also carefully explained. In addition, the “knowledge is power” adage is discussed. The stages of negotiating are described in relation to methods for resolving a crisis negotiation. The most critical pressure point in negotiation is also identified.

Negotiating Corporate Change*, Harvard Business School, 1996 [30 minutes]. This video is a thought provoking dramatization based on a real-life corporate situation. It takes you into the heart of an interaction between a manager responsible for a critical project and executives in other divisions whose help is needed. It shows the tradeoffs of internal negotiation.

Negotiating, Guide to Business, Nightingale-Conant, 1987 [70 minutes]. In this video, Roger Dawson talks about the secrets of negotiating. He covers many “gambits” such as the higher authority gambit. He also explains ways to break an impasse or deadlock, how to get something in return for a concession you make, and how to win while making others think that they have won.

Negotiating, Guide to Everyday, Nightingale-Conant, 1996 [45 minutes]. In this video, Roger Dawson talks about the basics of negotiating. He covers the importance of patience, why it is so important to ask for more than you expect to get, bracketing your objective, flinching for instant results, how to put insight into your use of negotiating techniques, and why the word “no” is one of the best opening positions.

Negotiating, The Stanford Video Guide to: The Sluggers Come Home . . .*, Kantola Productions, 1997 [59 minutes]. A negotiation between the owners of a baseball stadium and a team owner demonstrates key principles of rational negotiation and common tactics and strategies for negotiating profitable agreements. Topics covered include the stages of preparation, bargaining and settlement.
[2 copies]

Negotiating Strategies and Tactics*, Business Advantage, Inc.,#### [24 minutes]. In this video, a number of negotiation vignettes are shown in which specific advanced strategies and tactics for seasoned negotiators are presented.

Negotiating Successfully, Ambrose Video, 1980 [Six 30 minute lessons on 2 videotapes]. This course includes 6 video lessons hosted by Chester Karass. The programs are packed with extensive content on the art of deal-making.

Negotiating, The Three Rules of Win-Win, HRDQ, xxxx [30 minutes]. Before you enter your next negotiation, learn how to create a situation where both parties can walk away winners. The Three Rules of Win_Win Negotiating unveils a three_step strategy that will satisfy both sides of the deal. This self_learning video from HRDQ teaches you how to explore options for mutual satisfaction and how to develop solutions built on areas of agreement. You'll learn how to: add value to your negotiations, create an atmosphere of cooperation, develop trust, and become an expert at handling adversarial negotiators.

Negotiating: The Win-Win Process*, Business Advantage, Inc.,#### [24 minutes]. In this video, viewers are shown how to make negotiating a process in which everyone wins. It demonstrates, through vignettes, how negotiations can be conducted without hostility and with a practical, problem-solving approach where both sides get what they need.

Nerds 2.0.1: A Brief History of the Internet, Oregon Public Broadcasting, 1998. The internet is one of the great technological developments of modern times, but do you know how it got its start? Learn the captivating story that began years ago. See how a simple government communication system turned into a worldwide trend. This incredible three-volume PBS special features all the brilliant entrepreneurs who made it happen!
Volume 1 Networking the Nerds [60 minutes]
Volume 2 Serving the Suits [60 minutes]
Volume 3 Wiring the World [60 minutes]

Nonverbal Selling Power, Personal Selling Power, 1998. In this innovative training kit, you will learn to use nonverbal communication techniques together with professional selling skills. The kit includes 2 videotapes, a conference leader’s guide and 5 participant workbooks.
Video One - Nonverbal Selling Power [20 minutes]. This video presents realistic vignettes and superb graphics that show how to read your customer’s nonverbal signals during the call. Sales people will be able to identify negative emotions even before the customer expresses them verbally.
Video Two - Review and Role Plays [22 minutes]. With this video, salespeople will be able to test their nonverbal observation skills in a series of selling situations and learn how to use the most effective verbal and nonverbal response strategies. This is an ideal training tool since it reveals effective role-playing techniques.


O

Objections, Do You Have Any?: Lessons from the Selling Zone, Dartnell, 1993 [24 minutes]. This video explains that every salesperson gets customer objections, no matter how experienced or successful. How do salespeople handle these inevitable stumbling blocks? This entertaining video has the power to change the sales person’s way of thinking.

Other People’s Money, Warner Bros. Inc., 1991 [101 minutes]. A man is known by the company he keeps. But not Lawrence “Larry the Liquidator” Garfield. He’s known for the companies he gets rid of. Danny DeVito hilariously deals, connives, wheedles and cajoles as Garfield, the Wall Street buccaneer. In Other People’s Money, Garfield’s never met a donut he didn’t like or a debt-free corporation he didn’t want to devour.

Overcoming Objections*, CRM: McGraw-Hill, #### [16 minutes]. This video explains that in order to satisfy the customer, you must first uncover and analyze exactly what he or she is really thinking. This includes how to use the customer's perspective to discern their needs and subsequently develop statements of proof that convince the customer to buy.


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P. D. R. For Top Performance*, Tom Hopkins International, 1996. Tom Hopkins delivers his proven effective selling strategies and demonstrates them in role plays. Actually seeing, not just reading about strategies, is guaranteed to put you in the winner’s circle.

Patterns, VCI Home Video; Blair & Associates, Ltd., 1998. Patterns takes an insightful look at the ethics of big business. An aging but humanistic executive (Ed Begley) not only has to handle his ruthless, all-powerful boss (Everett Sloane), but must also try to guard his position when his up and coming replacement (Van Heflin) begins nipping at his heels.

Peale, Norman Vincent: The Power of Positive Preaching, A&E Television Networks, 1996 [50 minutes]. In this installment of the A&E Biography series, you will take a look at the life of Norman Vincent Peale, one of the great motivational speakers. Here, A&E examines his best strategies for success.

Perot, H. Ross: A Vision for Success in the ‘90s, Inc. Magazine, 1992 [90 minutes]. Gain valuable insight and inspiration from the advice of the great entrepreneur who founded Electronic Data Systems Corporation (EDS) with $1,000 and sold it to General Motors for $2.5 billion! Perot will present a rare inside look at the “inner workings” of one of the most dramatic start-ups in American business and share his vision for running a successful business in the ‘90s. This video includes excerpts from his keynote speech at Inc.’s Growing the Company Conference plus a dramatic and revealing interview.

Perot, Ross, A & E Home Video, 1994 [50 minutes]. At first glance, Ross Perot seems like an unlikely candidate for one of America’s richest men. From humble beginnings, he combined country-style savvy with a keen business acumen and created the EDS empire. This video from A&E’s Biography series covers the life and career of an ever controversial and colorful American original - Ross Perot.

Pirates of Silicon Valley, TNT Originals, 1999 [96 minutes]. The revolution came when we weren’t looking. It happened in a garage. In a dorm room. In countless hours of effort, imagining and intrigue. Apple® co-founder Steve Jobs and Microsoft® co-founder Bill Gates were changing the way the world works, lives and communicates. The event-packed saga of the quirky visionaries who jump-started the future unfolds with exhilarating, cutting-edge style in Pirates of Silicon Valley.

Power of Doing, The Positive, Gove-Siebold Group, XXXX. This video features Bill Gove.

Power of Listening, The, Revised Edition, CRM Films, #### [20 minutes]. In this video, Tony Alessandra demonstrates how to improve listening skills for more effective selling. Listening is a skill -- one that good leaders have mastered. This video includes drama, animation, and workplace examples.

Power of Time Management and Goal Setting, The. Learning Forum. [30 minutes] Video program from the Learning and Life Skills Video Series. Super Camp programs have been helping students master valuable skills for academic and personal success. The Learning and Life Skills Video Series puts most valuable Super Camp lessons at your fingertips.

Present With Confidence--Fear No More! National Press Publications, 1994. In this two volume series, Neil Poindexter helps you to conquer the many fears and anxieties associated with making presentations. Turn fear into positive performance material!
Volume 1 [72 minutes]. Learn how to meet the needs of your audience as well as keep them in tune with your presentation.
Volume 2 [72 minutes]. Learn how to control your audience and get members on your side.

Probing For the Sale, CRM: McGraw-Hill, 1982 [19 minutes]. This video examines how the customer's needs must be determined by a systematic line of questioning to gather information before a sale can be made. Four types of questions (general, specific, probing, and leading) are demonstrated.

The Professional Speaker™: Speaking and Presentation Skills Sub-System, Bill Brooks and Jim Cathcart, 1998. The Professional Speaker™: Speaking and Presentation Skills Sub-System is a program designed by two of the world’s foremost leaders in the speaking industry, Bill Brooks and Jim Cathcart. In these videotapes, Brooks and Cathcart offer a multi-media learning system with the answers you need to the vital question of what it takes to earn higher fees and make a powerful impact on your clients and audience.
Title 1 “An Overview of the Professional Speaker”
Title 2 “The Eight Competencies of Professional Speaking”


Q

Quadrant Solution, The, The H. R. Chally Group, 1992 [12 minutes]. The Quadrant Solution is both an entertaining “business novel” and a set of principles to guide a world class quality sales strategy. These principles match the right customers or markets with the right sales approach in order to increase customer satisfaction and profitable sales growth. The Quadrant Solution Video explores these principles in multiple segments: (1) Defining Customer Needs, (2) Matching Customers and Salespeople, and (3) Critical Success Principles. (2 copies)


R

Recognizing Opportunity, Nightingale-Conant, 1993 [12 minutes]. Earl Nightingale teaches that with a simple attitude adjustment you can join the top 5% of all people in the world by recognizing opportunity.
Rethinking Motivation, Cathcart Institute, #### [25 minutes]. In this video, Jim Cathcart presents the latest in psychological and behavioral science research on motivation.

Rethinking Sales, Cathcart Institute, #### [25 minutes]. Jim Cathcart demonstrates how to become the preferred supplier and subject matter expert through six simple steps from his book, Relationship Selling.

Rethinking Service, Cathcart Institute, #### [25 minutes]. Learn how to build loyal customers through employees who enjoy taking care of customers. Jim Cathcart gives advice on how to cultivate good customers.

Rethinking Yourself: Finding Your Natural Path for Growth, Cathcart Institute, #### [50 minutes]. In this presentation, Jim Cathcart demonstrates the importance of identifying your strengths and aligning your life to achieve growth.

Rudy, Columbia Tristar, 1993 [112 minutes]. This inspirational video shows how a young man with a dream, but only modest skills, works his way on to the Notre Dame Fighting Irish football team. Demonstrates that effort and commitment lead to success, even when ability is only marginal.


S

Sales as a Strategic Tool in Your Organization, Stanford Alumni Association, 1993 [60 minutes]. In this video from the series Executive Briefings: Strategies for the Competitive Edge, Michael T. Bosworth shows how to use sales as a strategic tool in your organization.

Sales Force Management, 6th edition, The McGraw-Hill Companies, Inc., 2000
Two tapes that accompany the text, Sales Force Management (6th Edition) by Churchill, Ford, Walker, Johnston and Tanner. Tape 1 is approximately 76 minutes. Tape 2 is approximately 84 minutes. (Both tapes are divided into segments of varying lengths covering chapter topics.)

Sales Presentation, How to Build an Effective (2003). Pat Leiby seminar presented at The University of Akron, September 18 2003. Pat Leiby is a member of the Executive Advisory Board of the Fisher Institute for Professional.

Salesman, Maysles Films Inc., 1968 [90 minutes]. Salesman is the compelling story of that elusive myth known as The American Dream. Following four door-to-door Bible salesmen from Webster, Massachusetts to OpaLocka, Florida, the Maysles and Charlotte Zwerin dramatically and tenderly reveal a reality of American life that now seems forgotten. From the crass hype of sales meetings on the road to the living rooms of anonymous families, sometimes with humor and sometimes with despair, Salesman brings us to a peculiar threshold of public and private spaces in America.

Self-motivation, Acorn Principles for Personal Growth, Cathcart Institute, 2000 [30 minutes]. Jim Cathcart.

Sell and Spin: A History of Advertising, A&E Television Networks, 1996 [100 minutes]. Documentary; The History Channel.

Selling at Mach 1 -- Motivational Acceleration, Motivational Resources, Inc., 1996 [65 minutes]. This video explains Steve Sullivan's departure from accepted theory on why salespeople succeed. It has been embraced by sales organizations worldwide. He rejects the concept that selling is about satisfying customer's needs. Instead, Sullivan argues that successful salespeople are the ones who know how to influence others. Whether you are selling to your toughest customer, or selling yourself to your boss for a promotion, understanding what is needed helps you succeed.

Selling to Tough Customers, CRM: McGraw-Hill, #### [19 minutes]. This video uses an entertaining dramatization to present an overview of selling skills when dealing with troublesome customers in both retail and industrial markets. The four problem personality types examined are: complainer, know-it-all, indecisive, and unresponsive. The video shows how to recognize each type of customer and explains methods for meeting their needs. It also shows the importance of the salesperson's personality and how it affects the customer’s response.

Selling in the 90's, Nightingale-Conant, 1989 [61 minutes]. Larry Wilson explains the behavioral patterns that will lead to greater success in sales and in life.

The Sales Connection Intelligent Communications. Lesson #120 Setting The Pace: Managing the Sales Force [28:38]. A 26 part-television series about sales and selling. Four people contemplating sales careers, as well as those already active in the sales field, the challenge is to find a vehicle which provides the tools and insights needed for success. The Sales Connection is that vehicle. This 26-part telecourse offers both insight into the world of consultative-style selling, and provides the tips, tools and tactics that will help ensure their success in contemporary sales.

Steve Schiffman’s Cold Calling Techniques, Horizon Video Partners [24 minutes]. Video accompanied by one participant’s workbook. The premise behind this tape is that you can’t make a sale unless you have an appointment first. The tape stresses that cold calling/prospecting is the most important part of selling. This tape will teach you how to set a sales appointment over the telephone.

Steve Schiffman’s Cold Calling Techniques, Horizon Video Partners [24 minutes]. Video accompanied by one participant’s workbook. The premise behind this tape is that to be successful in sales, you must first develop a set of prospect management skills. This tape will teach you how to prospect more successfully, sharpen your fact-finding skills, and avoid “sales pit falls” and down periods in income. This tape actually teaches you how to manage your sales prospects and increase your sales.

Successful Negotiating, American Management Association, 1992 [27 minutes]. Would you like to negotiate without stressful haggling, pressure tactics and adversarial confrontation? If so, watch this video. It presents a win-win approach to negotiation that can produce more amicable outcomes and stronger relationships.

Swim with the Sharks, © Britannica Training & Development, XXXX [23 minutes]. The Training Edge® video training program. Would you like to succeed in business? Swim With the Sharks Without Being Eaten Alive: Outsell Outmanage Outmotivate and Outnegotiate Your Competition featuring Harvey Mackay gives you dozens of tips on how to outsell your competition using what the Wall Street Journal called Harvey's "supersalesman secrets," outmanage them using an exclusive organization system called the "Mackay 66," outmotivate them using ideas to help yourself and your children join the ranks of America's one million millionaires, and outnegotiate them by knowing "smile and say no" and when to "send in the clones".


T

Time and Territory Management: Turning Time Into Gold, Bureau of Business Practice (Simon &Schuster), 1991[20 minutes]. The Bureau of Business Pracitce provides integrated Systems for Quality, Safety, Customer Service, and Leadership Development. Each system is designed to offer a continuous, on the job connection between your people and the very best ideas, strategies for excellence, current information, proven techniques and practical solutions. Accompanied by a leader’s guide.

Time Management, NAC Home Video Inc., 1989 [30 minutes]. In this video based on his success manual for the 1990's, What They STILL Don’t Teach You at Harvard Business School, Mark McCormack shows you how to take control of your business life and manage your time like a business champion. This video will show you: (1) the time bombs that can blow up your business day, (2) how to take control of transition times, (3) how to use the biggest time bomb of all -- the phone, (4) how to make the most of your leisure time, and (5) the art of doing business on the road. Mark McCormack is founder and CEO of International Management Group (based in Cleveland), the world’s leading sports marketing organization.

Tin Men, Touchstone Home Video, 1987 [112 minutes]. This movie takes place in 1963 in Baltimore where 2 dishonest aluminum siding salespeople have a car accident. Several interesting but unethical sales tactics are portrayed. The movie stars Richard Dreyfuss and Danny DeVito.

Thomas, Dave: Made to Order, A&E Television Networks, 1998 [50 minutes]. In this installment from the A&E Biography series, you will take a look at the life of Dave Thomas of the famous Wendy’s restaurant chain. He jokes in his television commercials, but who is the amazing businessman who turned his daughter’s name into a famous restaurant chain? While huge competitors controlled the market, this courageous pioneer established his niche and built a loyal client following. Viewers will learn great lessons about determination, branding and advertising.

Tommy Boy, Paramount Pictures, 1995 [98 minutes]. This movie is a comedy about Tommy Callahan (Chris Farley) who goes on the road and tries to learn how to sell in order to keep the family business from closing. He learns about salesmanship on his own and demonstrates hilarious errors on the way to becoming a big success.

Tom’s Worst Day in Sales, with Tom Hopkins.2003 [19 minutes]. DVD- There’s no doubt about it. Selling is fun-most days! Due to the nature of the industry, you’re bound to have days when you’ll wonder why you ever chose the field of selling as a career. Even Tom had one of those days. Hear his story of the day he nearly left the field of sales forever. Then, learn the moral of the story-to learn from and laugh about the challenges of a selling career every day!

The Top 5%, Nightingale-Conant,1989 [55 minutes]. Earl Nightingale presents six stepping stones (attitude, integrity, the mind, goals, service and rewards, and leadership) to help you climb to the top 5% of the social and economic pyramid.

Trust, Zenith Productions Limited, 1990 [107 minutes].

Trust: Proven Strategies for Managing Sales Relationships, How to Build, Personal Selling Power, Inc., 1998 [40 minutes]. A select group of 16 seasoned sales executives from America’s leading companies share tested strategies for building, maintaining and regaining trust.

Trust: A Socratic Dialogue with Arthur Miller, The Power of, Personal Selling Power, Inc., 1998 [50 minutes]. Harvard Law professor Arthur Miller presents a realistic business scenario of an important national account opportunity, to an expert panel. Although the case is fictitious, the issues of establishing trust with a key account, within the team and between all members of both companies, are realistic and emotionally challenging.

Tuesdays with Morrie, Buena Vista Home Entertainment, Inc., 1999 [89 minutes]. Based on a true-life story, Tuesdays with Morrie is a loving memoir to a man whose lessons on life have much to teach us about ourselves. Hank Azaria plays Mitch, an accomplished journalist so driven by his job, he has little time or energy left for anything else. One night, Mitch happens to catch Morrie’s (Jack Lemmon) appearance on a national news program and learns his old professor is battling Lou Gehrig’s disease. After the telecast, Mitch contacts Morrie. And what starts as a visit turns into a pilgrimage as Mitch opens his heart to the lessons Morrie has to teach him. As the bond grows between these two men, Mitch learns that professional commitments don’t mean anything without the love of family and friends.

Turbocharged: Great Sales Moments in Movie History, SalesDriver, 2000 [8 minutes]. Bring some humor to your next sales meeting. SalesDriver has compiled classic sales clips from great Hollywood movies including: Glengarry Glen Ross, Tommy Boy, Planes, Trains & Automobiles, and Boiler Room. Now there’s a better way to create and manage a sales incentive program. It’s SalesDriver.

Twentieth Century with Mike Wallace: Mystique of Leadership, CBS Inc, 1997. [50 mintues]. VHS documentary from The History Channel


U

Used Cars, Goodtimes Home Video, 1989 [111 minutes]. This movie provides a hilarious comic salute to those super-salesmen whose persuasive pitches transform rattling wrecks into "pre-owned" dream cars. Jack Warden is brilliant in a double role as two feuding brothers who own competing car lots and are trying to drive each other out of business. Rudy Russo (Kurt Russell) is one brother’s ace salesman, a charming and conniving cheat, who is merely in training for his true ambition -- politics.

Using Evangelism to Sell Products, Stanford Executive Briefings, 1990. This video shows Guy Kawasaki, author of The MacIntosh and Selling the Dream making a speech at Stanford.



V


Valuing Diversity: Multi-Cultural Communication, The Learning Seed, 1995 [19 minutes]. We often feel comfortable with people like ourselves and awkward dealing with those who are different. Who is different? People from different cultures or social classes, members of older generations, and those with unusual body sizes or visible physical disabilities. This video presentation gives viewers practical suggestions on how to decrease their discomfort communicating with diverse people. A guide accompanies the video.


W

Wall Street, Hartwick Classic Leadership Cases, 1990 [126 minutes]. This movie shows some ruthless sales people doing whatever it takes to get the deal. An instructor’s kit accompanies the video providing discussion questions and suggestions for teaching the materials. Topical coverage: ethics/values, decision-making, power/authority, organizational values, conflict resolution.

Walton, Sam: Bargain Billionaire, A&E Television Networks, 1997 [50 minutes]. From Bentonville, Arkansas, to every town in America, Wal-Mart grew into one of America’s largest corporations. How did the business thrive despite competition from established discount retailers? How did the humble founder duplicate his successful concept across the nation? This video from A&E’s Biography series gives a terrific profile of the amazing entrepreneur who always drove a beat-up pickup truck and ate breakfast at the local diner...even after he was worth billions!

Weitz/Castleberry/Tanner, Selling: Building Partnerships, 2/e, 1995. These videos accompany this text book.
Volume I. [116 minutes]
Volume II. [73 minutes]

Why People Buy, CRM: McGraw-Hill,#### [21 minutes]. This video investigates the reasons why people buy at the retail and organizational levels. It presents buying as a problem-solving process and explains the role of the salesperson in helping to analyze customer needs. Top sales representatives describe reasons why they have been successful.

Wizard of Biz, The, Jeff Slutsky, 2000. This videotape provides a sample of Jeff Slutsky’s customized show that can be written around any topic or theme that a company or organization chooses. The Wizard of Biz is a musical parody written and produced specifically for your organization. The challenges that the characters face are the same challenges faced by your employees or members. Dorothy Gale eventually goes to work for your organization, years after she survived the tornado incident. Dorothy wants to be a successful employee, but falls short of her goals. She’s magically transported on a journey to seek help from the great and wonderful “Wizard of Biz”. On her way Dorothy meets three colleagues. Each has a different challenge in achieving their goals. Eventually they discover many principles they need to be successful in your organization or industry.

The World of Selling, SMEI, 1994 [26 minutes]. This video was distributed throughout the world to promote selling as a profession to young people. It provides useful information on careers in selling.


Z

Zig Ziglar: How to Be a Winner, Nightingale-Conant, 1987 [67 minutes]. This video features Zig Ziglar discussing how to turn every day into a winning opportunity. Zig provides a formula that will help you identify the specific areas in which you may need improvement. He describes the do’s and don’ts that will enable you to be your best. The video is strong on inspiration and motivation.

Zig Ziglar: Selling--A Great Way to Reach the Top, Nightingale-Conant, 1986 [50 minutes]. In this inspirational video, Zig Ziglar talks about the importance of a positive attitude and how to best relate to the customer.

Zig Ziglar on Goals, Nightingale-Conant, 1986 [77 minutes]. This inspirational video convinces the viewer to set personal and professional goals. Zig Ziglar demonstrates why we need goals, how to maximize potential through effective goals, how to get organized for setting goals, and more.

16 MM FILM