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Professional Selling: Overcoming Objections and Closing Techniques

May 11, 2021 By Dr. Dan-o Leave a Comment

Hola Todos! It’s the end of the Spring semester, the end of our class, and the end of our professional selling journey… or is it? Multiple times this semester, I stated (strongly!) that regardless if one considers a career in professional selling, the chapters on overcoming objections and closing techniques will be very useful in […]

Filed Under: Notes from Dr. Dan-o, Persuasion, Sales, Sales Force Management

Body Language Can Kill Your Interview (or Sale)!

February 22, 2013 By Dr. Dan-o 2 Comments

Hola Todos! For those of you who have been tortured in one of my professional selling classes, you have heard me say, “less than 10% of total communication is actual words coming out of your mouth.”  In other words, your body language, your tone of voice, and your eye content are more important than the […]

Filed Under: Sales, Sales Force Management Tagged With: Non-Verbal Communication

Topic Talk Tuesday – The Accidental Salesperson

December 13, 2011 By Dr. Dan-o Leave a Comment

Hola Todos! Today’s topic talk is from Sean Montellese, Medical Account Representative at Statlinx Inc.  In his TT, Sean shares his story as the “The Accidental Salesperson.”  Sean wanted to reach out students and/or young professionals who find themselves interested in marketing but might accidently end up in sales.  This “accident” is probably for the […]

Filed Under: Sales Tagged With: Sales force, Sales people

Who Is Dr. Dan-o?

Dr. Dan-o (AKA Daniel M. Ladik, Ph.D) is an Associate Professor of Marketing in the Stillman School of Business at Seton Hall University in northern NJ. His main teaching and research interests include marketing strategy, personal selling and sales management, servant leadership, and web 2.0/social media.
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