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Norb Mayrhofer Shares Thoughts on Selling and Handling Objections

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Total Case Duration :

  • Date Added : 10/6/2004
  • Clip Duration : 1 min. 55 sec.

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Norb Mayrhofer

  • General Manager, North American Commercial Products, Procter & Gamble
  • male
  • Caucasian
  • Not Available
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • Video 1 of 26 in this Case
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Biography

Norb Mayrhofer is the Vice President of Procter & Gamble Professional. He began his career at P&G after graduation from college. His first role in the company was as a sales representative selling bar soap to supermarkets. Over the past 29 years of his career at P&G, he has had 18 different jobs in every P&G division with the exception of healthcare.

Norb Mayrhofer received his undergraduate degree in business from Geneseo State. He and his wife have five children.

When you are selling, you come to the close, you try to get the order, and the customer says, No, I am not going to do that. What we teach our folks is is that when a customer says no, that's when the selling begins. What you do then we go through a model. We call it the handling objections model...(Full transcript available to logged in subscribers.).

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Norb Mayrhofer videos

Video 1 of 26 Norb Mayrhofer States Lecture Format Will Be Interactive
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 1 min. 47 sec.
Video 2 of 26 Norb Mayrhofer Shares Personal and Professional Background
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 1 min. 45 sec.
Video 3 of 26 Norb Mayrhofer Discusses Importance of Determining Target Customer
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 1 min. 46 sec.
Video 4 of 26 Norb Mayrhofer States The Narrower Definition One Makes For A Target Customer, The More Helpful
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 2 min. 45 sec.
Video 5 of 26 Norb Mayrhofer States Importance of Finding Out If Anyone In Industry Is Targeting Customer Well And Learning From Them
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 1 min. 48 sec.
Video 6 of 26 Norb Mayrhofer States Importance of Understanding Market You Are Targeting
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 2 min. 34 sec.
Video 7 of 26 Norb Mayrhofer States Sales Growth Is More Important Than Cost Savings
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 3 min. 26 sec.
Video 8 of 26 Norb Mayrhofer Discusses Difference Between Controlling Costs and Optimizing Resources
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 2 min. 3 sec.
Video 9 of 26 Norb Mayrhofer Discusses Mapping the Customer
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 1 min. 46 sec.
Video 10 of 26 Norb Mayrhofer Discusses Importance of Creating and Leveraging Scale Regardless of Size of Business
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 1 min. 11 sec.
Video 11 of 26 Norb Mayrhofer States Value is Relative To the Customer
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 3 min. 1 sec.
Video 12 of 26 Norb Mayrhofer States Business Should Optimize Return on Assets Deployed
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 0 min. 58 sec.
Video 13 of 26 Norb Mayrhofer States Importance of Building Core Strength and Gradually Improving
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 1 min. 53 sec.
Video 14 of 26 Norb Mayrhofer Discusses Sensing and Finding Best Qualities in Competition
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 1 min. 41 sec.
Video 15 of 26 Norb Mayrhofer Discusses Hedging To Avoid Risk
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 2 min. 20 sec.
Video 16 of 26 Norb Mayrhofer Shares Thoughts on Value Propositions
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 2 min. 18 sec.
Video 17 of 26 Norb Mayrhofer Shares Example From P&G Where Customer Understood Value Proposition
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 3 min. 14 sec.
Video 18 of 26 Norb Mayrhofer Discusses Difference Between Brand and A Product WIth a Name On It
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 1 min. 43 sec.
Video 19 of 26 Norb Mayrhofer States Branding Strategy Is Visual
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 1 min. 39 sec.
Video 20 of 26 Norb Mayrhofer Shares Thoughts on Creating a Marketing Plan
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 2 min. 9 sec.
Video 21 of 26 Norb Mayrhofer Shares Thoughts on Selling and Handling Objections
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 1 min. 55 sec.
Video 22 of 26 Norb Mayrhofer Discusses Complex Versus Simple Sales Pitches
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 1 min. 4 sec.
Video 23 of 26 Norb Mayrhofer Shares Thoughts on Decision Making
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 1 min. 18 sec.
Video 24 of 26 Norb Mayrhofer Discusses How To Make Strategic Choices
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 3 min. 42 sec.
Video 25 of 26 Norb Mayrhofer Discusses Organizational Performance Model
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 2 min. 55 sec.
Video 26 of 26 Norb Mayrhofer States Decisions Will All Cascade Off the First Decision
  • Norb Mayrhofer - Lecture - Procter & Gamble
  • 10/6/2004
  • Norb Mayrhofer
  • 2 min. 36 sec.

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