Table of Contents
- Market Directly to the Consumer
- Party Plan
- Direct Mail
- Telemarketing
- Multilevel Marketing
- Television Infomercials
- Pay-Per-Call
- Internet
- Market Through the Government
- Market Through Distribution Channels
- Market Through Foreign Trade
- Market Through Specialty Channels
- Market Through Email
- Retail Stores
- Sales Promotion
- Media Outlets
- Entrepreneur Profile
- Start-Up Costs
- Operating Costs
- 20 Financing Approaches
- Choosing a Bank
- 4 Cs of Credit
- Underwriting
- Loans
- Equity Financing
- Extending Credit
- Equipment Leasing
- Venture Capital
- Angel Investors
- Personal Guarantees
- Bookkeeping and Financial Statements
- Entrepreneur Profile
- Tax Basics
- Income Taxes
- When To Pay
- Minimizing Taxes
- Home Business
- Travel and Entertainment Expenses
- Automobile Expense and Mileage
- Retirement Plans
- Medical Expenses
- Sales and Use Taxes
- Property Taxes
- W-4 and I-9
- W-2, W-3 and Form 1096
- FICA, Social Security and Medicare
- Unemployment Taxes
- Form 1099
- Payroll
- Business Tax
- Excise Tax
- Tax Tips
- Audits
- Business Insurance Agents
- Workers’ Compensation
- Property Insurance
- General Liability
- General Medical
- COBRA
- Directors and Officers
- Employment Practices Liability
- Errors and Omissions
- Product Liability
- Operations
- Business Interruption
- Disability
- Life
- Claims
- IRS Section 125
- Home-Based Business
- Entrepreneur Profile
- Nondisclosure Agreement
- Sale of Goods Agreement
- Sale of Specialty Goods Agreement
- Terms and Conditions
- Promissory Note
- Guarantee
- Corporation Articles of Incorporation
- Corporation Bylaws
- Bank Resolution
- IRC Section 83 Election
- Independent Contractor Agreement
- Employment Agreement
- Sexual Harassment Policy
Contributing Authors
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Joe Kennedy
Author of The Small Business Owner's Manual |
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ORDER NOW: The Small Business Owner's Manual |
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|
Tom Severance
Author of Business Start-Up Guide |
|
ORDER NOW: Business Start-Up Guide |
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|
Stephanie Chandler
Author of The Business Startup Checklist & Planning Guide |
|
ORDER NOW: The Business Startup Checklist & Planning Guide |
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Steven D. Strauss
Author of The Small Business Bible |
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ORDER NOW: The Small Business Bible |
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Strategies and Tactics
Knowledge and personal skills make up two of the three legs on the personal selling needs list. Good training, along with proper utilization of proven selling strategies and tactics, is the third leg. Practice is imperative.
The personal selling skills you need to learn and master are:
- Prospecting for future customers
- Making original contact with the prospect
- Qualifying the prospect
- Making the presentation
- Handling concerns and objections
- Closing the sale
- Obtaining referrals and additional sales
Excerpted from Business Start-Up Guide © 2002, Tycoon Publishing