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"To be truly successful, sales professionals need to create an irresistible attraction -- not only to their products but also to themselves."

"Great selling is invisible. Influence occurs at a level just below the buyer's awareness. That's important because today's buyer is savvy and all too familiar with traditional selling techniques. However, a few simple words - the right words - can transform an awkward sales call into a comfortable conversation and a resistant prospect into a happy customer. Some people, for example, want to hear about the money they'll save, while others respond to the pain they'll avoid. By identifying different ways buyers are motivated, salespeople can quickly customize their conversations and lead prospects to "yes". "The Secret Language of Influence" reveals the best ways to approach buyers who are: motivated by benefits vs. problems; proactive vs. reactive; big-picture vs. detail oriented; systems thinkers vs. creative minds; and, influenced by external feedback (testimonials, evidence) vs. internal factors (feelings, personal experiences, beliefs). From the use of storytelling, humor, and emotion-evoking language to words to avoid and questions that advance the sale, this entertaining and practical book demonstrates the power of words to break down resistance and change buyers' minds."

"PT Modern Internasional Tbk merupakan perusahaan yang bergerak dibidang bisnis fotografi dan ritel, yang memiliki lisensi merk ritel 7-Eleven di Indonesia. Pada program magang ini, penulis ditempatkan di divisi food and beverages. Jabatan penulis adalah sebagai bagian dari tim sales dan marketing yang berperan untuk mengelola produk secara keseluruhan mulai dari proses impor hingga produk sampai ke tangan konsumen akhir. Tujuan dari laporan akhir magang ini yaitu untuk melihat seberapa efektif kegiatan promosi penjualan yang dilakukan dan apakah berdampak postitif pada penjualan Welch`s.

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PT Modern Internasional Tbk is a company engaged in the business of photography and retail, which has licensed the 7-Eleven retail brands in Indonesia. At this internship program, the authors placed in the food and beverages division . Position the writer is as part of a sales and marketing team whose role is to manage the overall product from the import process until the product reaches the final consumer. The purpose of the final report of this internship is to see how effective sales promotion activities are carried out and whether a positive impact on sales of Welch`s."

"Skripsi ini meneliti tentang perbedaan respon antara konsumen yang loyal dan non loyal terhadap promosi penjualan yang dilakukan gerai-gerai kopi Jakarta. Starbucks, Coffee Bean & Tea Leaf, Bengawan Solo, Anomali Coffee, Spinelli Coffee. Penelitian ini menggunakan kuesioner online dan kertas. Berhasil mendapatkan valid respon sebanyak 124 warga Jakarta yang mempunyai kegemaran minum kopi. Skripsi ini menggunakan uji perbedaan yang akan diuji menggunakan mann-whitney untuk jenis loyalitasnya dan menggunakan kruskal wallis untuk mengetahui loyalitas menurut SES nya. Hasil dari penelitian kami adalah benar-benar terdapat perbedaan responantara pelanggan loyal dan non loyal. Pelanggan non loyal cenderung mudah tergiur oleh tawaran-tawaran promosi penjualan sedangkan pelanggan loyal cenderung memegang teguh gerai favoritnya. Walaupun pelanggan loyal tidak memungkiri bahwa mereka juga menunggu diadakannya promosi di gerai favoritnya. Namun promosi penjualan yang diadakan gerai lain tidak akan mempengaruhi loyalitasnya. Jadi, promosi yang diadakan gerai favorit justru menambah nilai plus bagi pelanggan loyal. Sedangkan ternyata fakta mengatakan bahwa terdapat perbedaan responterhadap promosi penjualan pada faktor SES seperti pengeluaran, jenis kelamin dan umur.

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The focus of the study is difference reaction among brand loyalist and non-loyalist in respect to coffeehouses sales promotion suck as Starbucks, CoffeeBean & Tealeaf, Excelso, Bengawan Solo, Anomali Coffee and Spinelli Coffee. This research using online and paper questionnaire, with up to 124 valid response, this research using difference test analysis. Mann-whitney for testing loyalty difference and kruskal wallis to test the SES loyalty difference.

Result of this research shows that there is really exist consumer behavior differentiation between loyalist and non-loyalist. Non-loyalist are really easily allure and switch to another brand due to sales promotion while loyalist tend to stick to their favorite brand despite sales promotion. But loyalist still find sales promotion is favorable and delightful and can enhanced their loyalty status to their favorite brand. In other hand difference consumer respon behavior are someway influenced by SES factor such as gender, expense and age."

"Tesis ini membahas mengenai penggunaan promosi penjualan sebagai salah satu strategi perusahaan sebagai media pemasaran produk untuk membentuk perilaku pembelian dari konsumennya PT. Bintang Baru Indonesia Perkasa Raya sebagai perusahaan yang memproduksi cat mencoba memanfaatkan promosi penjualan sebagai alat untuk menaikkan volume penjualan produknya. Promosi penjualan yang digunakan adalah promosi penjualan yang berupa pemberian insentif pada waktu yang terbatas yang ditujukan kepada agen scbagai channel distribusi. Penelitian ini adalah penelitian kualitatif dengan desain deskriptiff Penelitian deskriptif dilakukan peneliti dengan tujuan untuk menerangkan proses bagaimana perusahaan yang diteliti menentukan dan menjalankan promosi penjuakannya sampai ketika agen menerima promosi penjualan yang berujung pada proses pembelian. Dengan menerapkan metode induktif peneliti dapat menganalisa hasil dari penelitian. Hasil penelitian menyatakan bahwa promosi penjualan dalam pcmbentukan perilaku pembelian sukses dalam penerapannya. Agen dalam mengambil program promosi penjuaian yang diadakan olch PT. Bintang Baru Indonesia Perkasa Raya dimulai dari kebutuhannya akan mencari keuntungan dalam krisis global yang sedang terjadi.

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This thesis is about using sales promotion as one of marketing tools ofa company to fomi buying behaviour of its costumer. PT. Bintang Baru Indonesia Perkasa Raya as a paint manufacturer use sales promotion to increaseits sales volume. Type of sales promotion was used is trade sales promotion, it’s a form of giving incentive to wholesaler as their channel of dsitribution. This thesis is using qualitative research method with descriptive design research method. Descriptive research design method was used to explain the process, how the company who being research choose and applied their Sales promotion method in their everyday marketing, and how the wholesaler accept the sales promotion which leads to buying behaviour. With applied inductive method, researcher analysed the these. And the research results is implied that the sales promotion that being used is succes on its applied. The wholesales on this research found that sales promotion is one of their answer to their needs to get more profit on this golbal crisis that happen lately."

"Development and role of selling in marketing -- Sales strategies -- Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Sales responsibilities and preparation -- Personal selling skills -- Key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- Recruitment and selection -- Motivation and training -- Organisation and control -- Sales forecasting and budgeting -- Salesforce evaluation."