Dale Carnegie

A salesperson’s career depends largely on the respect that others have for him. Without respect, Willie cannot sell himself to his family, friends, or clients. Willie understands this, and takes pride in the positive reputation he thinks he has with buyers across the country. In this way, Biff is a client of Willie’s, who purchases the wisdom that his father has to offer.

Upon learning that most advertising agencies required prior sales experience, he moved to Chicago to accept a job offer with Northwest Airlines as a salesman. During this job, he would report to his designated field office and learn from his supervisor where he would be working that day. His primary task was selling “flight-perk cards” to various businesses for $400. Since this was his first job, most of his communication was in the form of face-to-face interactions with potential buyers. The job security was relatively low considering that there were many other salesmen doing the same work.

Introduction: In this assignment I will be giving information the following point talk about each sales staff must do or be like when working for these different scenarios. Also I have included the sales technique out of four of them: Cold-calling, Face to face, Telemarketing and drop in visits. Also I have included their own personal interpersonal skills of what it takes to be a sales staff to be working for those scenarios, I have also included examples and relevant pictures.

Every book as a meaning for being written, and every teacher has a specific purpose for a book to be read by their class. Each book presented to this class provided a multitude of life lessons to take from them. These books are Choosing Powerful Words, Outliers, and How to Win Friends and Influence People. Each book was assigned for a given purpose whether it be to teach the class the eloquence of words, how to use those words to influence others, or just being successful in life. Choosing Powerful Words was written by Ronald Carpenter and is a source for tips about speaking and using your words to better present your message to others. In his book, he states that two ways to do this are emphasis and metaphor. In Outliers, Malcolm Gladwell provides examples of successful people who’s achievements ‘fall outside normal experience”. In this he explains the ten thousand hour rule as well as the Matthew Effect. The final book for reading is How to Win Friends and Influence People, written by Dale Carnegie. Originally published during the depression, Carnegie gives tips for being a leader as well as techniques in handling people. Two key components of this are to not criticize, condemn, or complain. One aspect of being a leader is to praise every and the slightest of improvements. Each of these components of each book are important and can be related to parts of every person’s life in some manner.

What is the most important I have learned from this book is that common sense and kindness make a better world.

3) Although some people take away clear benefits from selling Girl Scout cookies, not every Girl Scout is going to go into a marketing career, and many might find the job of cookie selling particularly difficult. Do you think the experience of cookie selling, and more generally the lessons you might learn from this course about marketing and sales, can still be beneficial, especially to someone who might find the activities challenging? The Council of Nassau country, New York brought in professional sales trainer Jeff Goldberg, who teaches the Scouts the same techniques he would use for any other business. Says Goldberg, ‘’ Goal setting, which was the first thing we covered. Is the first thing I cover with any group of sales people, if you don’t have a goal with any group of sales people? If you don’t have

The ability to respond in an effective way can be challenging for me at times. There are times when I say something, but by the tone I said it people take it the wrong way. I find myself having to explain myself more than I should. This class has helped me express myself in a way that I do not have to explain myself as much. The two responding styles that I find myself using more after reading chapter 8 are evaluative and supportive.

“Give honest and sincere appreciation.” The lesson from Chapter 2 of Book 1 was one that stood out a lot to me, and is a piece of advice I’ve tried to adhere to my daily life. It’s such an important thing, and yet, as Carnegie states outright, not enough people do it day to day. There’s a specific quote that stuck out to me, and I’ve actually had quite a bit of experience with it:

Dale Carnegie’s classic, “How to Win Friends & Influence People,” has been the reason for many young business men and women’s success. Filled with knowledge on how to become a more likable individual, the “how-to” improvement book is filled with lessons and experiences that support the many principles found in the book. As a Senior, fast approaching graduation and the real world, I wanted to get a sense of how to become a better person that is ready to interact and communicate with a wide range of people in the business world. One of the many problems young adults face is learning how to manage others, collaborate with peers, and work for their boss. Carnegie’s book provides many lessons on how to do so, and puts them in to many different scenarios leaving the reader feeling informed and changed for the better.

     The first chapter deals with how to handle people successfully. In this chapter it highlights one of the most important things you can do when dealing with people

During this course, I feel that I should work on building a more professional attitude and behavior, and improving on business practices. These areas will be important in any profession I decide to take upon graduating with my degree in Business Administration. Maintaining a professional attitude and behavior in the workplace will be helpful to insure that I do not disrespect coworkers by interrupting them while they talk about their ideas. It will also help me to value colleague opinions, avoid gossip, and be cordial

Another very important tip is to "be a good listener. Encourage others to talk about themselves." This is a lesson I learned after coming back from studying abroad. I had so many stories to tell and I wanted to show EVERYONE my pictures. But I had forgotten that they all had their stories too and didn't necessarily want listen to me ramble on about my adventures in Spain for hours and hours. Luckily, I have a great group of friends who didn't mind hearing my tales, and expressed a genuine interest in what I had to say. It made me appreciate what great friends I have. Which brings me to Carnegie's final principle, "make the other person feel important, and to it sincerely."

For the most part I’m optimistic, but sometimes pessimism prevails when optimism really should be taking over. This book showed me how powerful optimism can be, and how vital it is to living life. This book has also reinforced my belief in honest feedback. However it has also given me a greater appreciation for receiving this kind of feedback. The book has also touched on a point that I think lots of people struggle with. Most people will place material items over other people. This is a pretty warped view on life, and the book has taught me to put people first. Another important lesson I learned is not to waste time with small arguments or disputes. Sometimes, your life can get easily sidetracked because of some minor disagreement, and you just need to learn to let it go or else it will eat up a large amount of time you could have spent elsewhere. Pausch has also taught me that a bad apology is worse than no apology. I’d never really thought about this before but it definitely makes sense. Giving a bad apology is just like insulting the person further because it shows you don’t care. The final point that spoke to me in this book was that no job is beneath

“The more you get out of this book, the more you’ll get out of life.” This is the claim that Dale Carnegie makes in reference to his book, How to Win Friends and Influence People. Carnegie proposes that there are four main ideas that one should use when dealing with people: 1) Know how to handle people, 2) Make people like you, 3) Win people to their way of thinking, and 4) Be a leader. These skills are essential not only in being a good manager, but also in dealing with people in day to day life.

The next stage in the personal selling process is approaching the prospect. This means actually having an initial first meeting with the prospect for the first time, face-to-face. (Personal Selling, pg.136) Like most things in life, “Practice Makes Perfect”, and in this particular case, this statement holds true in that the more a sales representative practices and rehearses their sales presentation, the better. Practicing and rehearsing one’s presentation assist sales representatives in