Start and Succeed in Multilevel Marketing

by Gregory Kishel; Patricia Kishel

• ISBN13: 9780471247784
• ISBN10: 0471247782
• Edition: 1st
• Format: Paperback
• Copyright: 1999-01-01
• Publisher: Wiley

Summary

A complete "how-to" guide to the premier marketing/distribution method for the next century Nearly seven million people have a $10 billion secret, and it2s your turn to share the wealth! Multilevel marketing-the direct network method that uses people power rather than conventional advertising and retail outlets to sell goods and services-is fast becoming one of the leading marketing methods today. And Start and Succeed in Multilevel Marketing is an indispensable, step-by-step guide for people seeking to increase their earning power by building a top-notch, self-replicating sales network of independent distributors. This hands-on reference takes readers through every stage of the process, from choosing the ideal marketing strategy to keeping your business on track for the long haul. The authors, in their signature nuts-and-bolts style, cover all the bases, from picking the right product or service and effectively training network members to ensuring customer satisfaction and managing your time, taxes, and legal issues. Features new information on using the Internet and e-mail as sales tools, motivating yourself and other network members, and building strong relationships with people throughout the network Gregory and Patricia Kishel2s business start-up guides have sold over 200,000 copies

Author Biography

GREGORY and PATRICIA KISHEL are MBAs, business consultants, and coauthors of several bestselling books on small business. Gregory is director of the Orange County Small Business Development Center. Patricia is a professor at Cypress College. They live in Coto de Caza, California.

Table of Contents

Multilevel Marketing-The Power of Many	1	(11)
What Is Multilevel Marketing?
The Reasons behind MLM's Growth
International Expansion
How MLM Works
Money-The Multiplier Effect
Ways to Generate Income
Choosing the Right Opportunity	12	(13)
Evaluating a Company
Avoiding Pyramid Schemes
Assessing Your Own Needs
Getting Started	25	(22)
Government Regulations
Legal Form
Insurance Coverage
Furnishings and Equipment
Developing Your Marketing Plan	47	(20)
Defining Your Target Market
Generating Leads
Focusing on Good Prospects
Promoting Your Business
Making the Sale	67	(16)
Planning Your Sales Presentation
The Presentation
Handling Objections
Closing the Sale
Sales Pointers
Satisfying the Customer	83	(13)
Customer Satisfiers
The Network Marketer as Matchmaker
Maintaining Good Customer Relations
Rating Your Customer Relations
Building Your Network	96	(11)
Finding the Best People
Making Contact
The Business Presentation
Providing Training and Support
Working with Your Upline and Downline	107	(12)
What to Expect from Your Upline
What to Expect from Your Downline
Working Together
Creating Synergy
Managing Your Time	119	(10)
Time-An Accountable Asset
Overcoming Time Wasters
Setting Priorities
Balancing Business and Family Needs
Time-Management Tips
Motivating Yourself and Your People	129	(15)
Setting Goals
Developing All Dimensions of Yourself
Motivation Principles
Motivating Others
Dealing with Various Personality Types
Motivational Books and Tapes
Balancing the Books	144	(16)
The Value of Good Records
Choosing the Best System
Business Expenses
Your Taxes
IRS Tax Publications
Keeping Your Business on Track	160	(13)
Key Decision Areas
Long-Range Planning
Success on Your Own Terms
Tapping Outside Resources	173	(15)
Associations
Government Agencies
Service Providers
Publications and Websites
Multilevel Marketing Companies	188	(17)
Index	205