Management Goes To The Movies

Study Guide 25: SALES
Movie Feature: THE BIG KAHUNA

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Guide opening:

So, your boss is sending you to Wichita, Kansas, for a two-day convention. It sounds like fun. You'll be working the booth during the day and staffing a small reception in the evening. Now what?

Tradeshows and conventions are a lot of work and require a lot of planning and preparation. Larry, Phil, and Bob could have made their tradeshow experience much more successful and enjoyable had they done better advance planning and followed some of our tips and common sense advice. Fortunately for your potential clients, you'll have learned from the experiences of Larry, Phil and Bob's mistakes in The Big Kahuna and won't repeat them.

An excerpt from the commentary:

The film focuses on the interactions between three main characters: Larry Mann, Phil Cooper, and Bob Walker. Kevin Spacey's fast-talking and sarcastic Larry Mann, Danny DeVito's portrayal of Phil Cooper - an aging sales pro and recovering alcoholic, and Peter Facinelli's wonderfully naīve and churchy Bob Walker are all memorable. Bob is actually the most pivotal character in the film, as he struggles through his first and possibly last tradeshow marketing experience. Robert Rueff adapted his play, "Hospitality Suite," and the movie remains true to the stage version. The dialogue is strong, though it often makes a career in sales seem miserable. The film raises more questions than it answers, but offers lots of lessons for the sales professional, as well as lessons in life.

The commentary is supplemented by BREAKOUT BOXES dealing with these topics:

Lessons From The Big Kahuna

The Trade Show Experience: First Things First

Sales Lessons Inspired By Bob Walker

The Business Film As Life Metaphor

THE GUIDE also includes an essay that looks at business as depicted in the movies. For an introductory section on how to use the Management Goes to the Movies™ program, click through to Using The MGTTM Training Program.

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