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ERIC Number: ED240118
Record Type: RIE
Publication Date: 1981-Apr
Pages: 17
Abstractor: N/A
Reference Count: 0
Physical Education and Related Services in the Future: Where Are We Going and What Will We Be Doing?
Loovis, E. Michael
Physical education (including special/adapted) is currently at a crossroads in its professional life. Analysis reveals that physical education professionals have failed to develop a grass-roots constituency which acts as an advocate when physical education's existence in the public schools is in jeopardy. One method which might circumvent this dilemma is to initiate a sales strategy. This paper shares six power strategies for selling. (1) Never begin a sales call with a presentation. It establishes one-way communication rather than dialogue. (2) Point out only those features/benefits of the product to which the prospect can relate; focus on the specific value the product will have for the prospect. (3) Encourage resistance and deal with it openly and honestly. (4) Make sure the initial sales call includes at least one request by either the salesperson or the customer for a small favor. This helps to build a continuing relationship. (5) Maintain a dialogue with the prospect. A call every other month is generally not acceptable. (6) Present new and useful information to the prospect each time you make a call. (JMK)
Publication Type: Speeches/Meeting Papers; Opinion Papers; Reports - General
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Identifiers: N/A
Note: Paper presented at the Midwest Conference on Physical Education/Recreation for the Disabled and Handicapped (LaCrosse, WI, April, 1981).