2015 Winter Sales Meeting Materials

L I

P P I

N C O T T

F O R

L I

F E

E XERCISE P HYSIOLOGY : N UTRITION , E RNERGY , AND H UMAN P ERFORMANCE , E IGHTH E DITION ( CONTINUED )

S ELLING S TRATEGIES 3 This is a core course in every program, and we have multiple offerings. Thus, we should own this course. Moving towards a curriculum-level sale here, this is a crucial hole to fill in for any program where we do not already own the business. 3 Make sure you're asking about approach and capturing that information somewhere. This is a critical component for future sales efforts. 3 Look for places where there are two exercise physiology courses, as this will often sell into the second one, and you can sell Kraemer for first one. D ISCOVERY Q UESTIONS 3 What level of rigor do you aim for in your exercise physiology course? We have mutliple offerings in this program, ranging from introductor level to McArdle, which is a very rigorous text. You should know this response for all of your exercise physiology programs so you can match the right book to the right course. 3 How much nutrition coverage do you offer as part of your exercise physiology course? One of the unique aspects of McArdle is the coverage of nutrition. This helps the book fill a very specific niche and will help you close business. C OMPETITION INDIRECT: Powers, Exercise Physiology: Theory and Application to Fitness and Performance, 7e , McGraw, 2011 INDIRECT: Wilmore, Physiology of Sport and ExerciseWithWeb StudyGuide, 5e , Human Kinetics, 2011