ERIC Number: ED290848
Record Type: Non-Journal
Publication Date: 1987-Dec-8
Pages: 12
Abstractor: N/A
ISBN: N/A
ISSN: N/A
EISSN: N/A
National Alliance of Business Sales Techniques and Results (STAR).
Golightly, Steven J.
This paper presents an overview of the Sales Techniques and Results (STAR) training program developed by the National Alliance of Business in conjunction with IBM. The STAR training program can be used to help vocational directors, teachers, and counselors to be better salespersons for cooperative education or job placement programs. The paper describes 11 basic assumptions on which STAR is based. These ideas are described under the following headings: (1) people who help other people obtain jobs are sales representatives; (2) the customer-oriented selling approach; (3) focusing on the customer; (4) call phases; (5) communication skills; (6) three kinds of customer obstacles; (7) true concerns versus requests for information; (8) the social styles approach; (9) think, feel, behave; (10) "cross" foil (social styles); and (11) assumptions about versatility. The paper concludes with a 10-question true/false test about STAR, with answers and explanations provided. (KC)
Descriptors: Cooperative Education, Counselor Role, Counselor Training, Guidelines, Inservice Teacher Education, Job Placement, Job Skills, Job Training, Persuasive Discourse, Postsecondary Education, Salesmanship, Secondary Education, Skill Development, Teacher Education, Teacher Role, Training Methods
Publication Type: Reports - Descriptive; Speeches/Meeting Papers
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Grant or Contract Numbers: N/A
