2. Copyright © 2003 by South-Western/Thomson Learning. All rights reserved. O'Malia and Whistler Welcome to The Entrepreneurial Journey Ch. 8: How Do I Sell?

3. The Entrepreneurial Journey O'Malia & Whistler 2 Good Of The Order... G O T O

4. The Entrepreneurial Journey O'Malia & Whistler 3 Let’s review our journey to date

5. The Entrepreneurial Journey O'Malia & Whistler This Session: Distribution & Selling Classic 5 step distribution channel How will you sell? Journey: Hard Candy

6. The Entrepreneurial Journey O'Malia & Whistler 5 Distribution & Sales Toolkits Distribution can mean opportunity Only change is constant

7. The Entrepreneurial Journey O'Malia & Whistler 6 An Example The changing world of a toolbox What are the changing channels and what are the benefits?

8. The Entrepreneurial Journey O'Malia & Whistler 7 Classic 5-Step Channel Manufacturer starts the process Value added along the way— or is it?

9. The Entrepreneurial Journey O'Malia & Whistler 8 How Will you Sell? Sales channels you control People who can take a chance on you Can you afford a sales force?

10. The Entrepreneurial Journey O'Malia & Whistler 9 Non-Individual Dependent Sales Not junk mail How to telemarket successfully Benefits of trade shows

11. The Entrepreneurial Journey O'Malia & Whistler 10 Sales Channels You Don’t Control Certain industries more attracted to VARs Create synergies with corporations Reward customers for buying MLM can be effective Internet

12. The Entrepreneurial Journey O'Malia & Whistler 11 Sales People are often Good Entrepreneurs Approach is cause for success Learn all you can

13. The Entrepreneurial Journey O'Malia & Whistler 12 Steps to Sales Success First impressions count Practice makes perfect Brag Ask for the order

14. The Entrepreneurial Journey O'Malia & Whistler 13 Journey Eight: Hard Candy Dineh Mohajer Baby blue nail polish

15. The Entrepreneurial Journey O'Malia & Whistler 14 How many steps does it take for you to sell your product?