The document discusses various topics related to sales and communication including the basics of sales operations, elements of sales like conviction and emotions, conditions of existence, products and different types of exchanges, an emotional tone scale, acknowledgment in communication, a formula for communication, and handling objections. It provides definitions, lists, and short explanations on these topics.
5. Products - Ice cream
Result of YOU
Result of Product
Result of Company
L. Ron Hubbard, Management technology defined
6. Products and exchange
Conditions of exchange
1. Rip-off
First consider a group which takes in
money but does not deliver anything in
exchange. This is called rip-off.
2. Partial exchange
The group takes in order or money for
goods and then delivers part of it or a
corrupted version of what was ordered.
L. Ron Hubbard, Finance series 36
7. Products and exchange
Conditions of exchange
3. Fair exchange
One takes in orders and money and one
delivers exactly as was ordered.
4. Exchange in abundance
Here one does not give two for one or free
service but gives something more valuable
than money was received for.
Л. Рон Хаббард, Серрия Финансы 28
8. The Emotional tone scale
4.0 Enthusiasm
3.3 Strong interest
3.0 Conservatism
2.5 Boredom
2.0 Antagonism
1.5 Anger
1.1 Covert Hostility
1.0 Fear
0.5 Grief
0.05 Apathy
L. Ron Hubbard, The emotional tone scale