The article says that during sluggish business periods, many companies try to jump-start sales activity by "pushing" specific products/services on their customers. Many routinely do so through monthly or quarterly sales contests where a specific product/service is promoted, and sales teams and individual salespeople are enticed to "push" it with...
Top producers or potential top producers possess certain characteristics and even if they have no experience, with proper coaching one can unleash that powerful potential. Article defines the experts view as "Top producing hockey players are like top performing race horses, they have to have a heart, that extra...
Article asserts that the professional salesperson utilizes a philosophy, which guides every aspect of his, or her behavior and which naturally extends into their work. The entire approach is based on "non-manipulative" techniques, which create win/win situations for both buyer and seller every time, all the time. The cornerstone of...
The article asserts that in the sales world, finely honed skills must be applied in order to obtain meaningful and truthful information. Through skillful questioning, one can initiate and maintain conversation that leads to sales and builds your image as a professional. One should keep in mind the following general...
The Internet and computers in general can be powerful tools in the hands of a capable salesperson, and those salespeople who take the initiative to become automation-enabled will find themselves growing in importance to their customers and in value to their companies. Rather than wait fearfully for an answer to...
The article briefs a comparison of two sales approaches adopted. The major difference between traditional and collaborative sales is the amount of study that takes place. The traditional salesperson spends little time studying. He or she assumes a need exists based on cursory external observations. The professional salesperson, however, is...
In the ongoing campaign to acquire customers, salespeople represent the company's front-line force. So quality sales training works best when it provides these tools: expert customer relations skills, enhanced communication techniques, comprehensive product knowledge and advanced selling skills. An effective sales training program should have several broad objectives: increased productivity...
Article renders post-close closings to help secure every sale. Read in the article the "salesperson as executive" has to monitor the overall sale with great attention to fine detail so that each step is fully completed before moving to the next. The sales executive must have the sales process, the...
Does every salesperson have a unique style of selling? Are they just trying to hide from accountability under the cover of individual "style"? Or is there some other explanation? More importantly, should a company allow every salesperson to have their own style, or should it have system for selling...
Sales Life Without Tactical Discounting Declining profit margins are a major concern for most businesses. Despite this concern, many sales managers truly believe their salespeople are selling value rather than price. However, price discounting remains the primary cause of profit margin erosion. An issue of the...
Jim Beckwith joined the MODERN CASTING and ECS advertising staff in February as its new advertising salesperson. Beckwith received a bachelor's degree in advertising from the Univ. of Illinois before going on to account representative positions with the News-Gazette, Champaign, Ill., and Lakeland Newspapers, Grayslake, Ill....
Coldwell Banker, Miller-Arnason welcomed Steve Kelly as a new associate broker. Kelly is a graduate of the University of California at Irvine. His background includes executive level experience in the retail food business, including responsibility for negotiating a large number of multi-million dollar transactions. ...
The battle for electricity customers has reignited withelectricity retailer Contact Energy offering a two-year price freezefor new customers. Christchurch customers are being targeted in a door-to-doorcampaign, while Contact is offering the price freeze in Wellingtonthrough telephone marketing and has taken the same approach in NewPlymouth. A Christchurch door-to-door...
These low-value life insurance policies generally sell in amounts of less than $1,000. The premiums are collected by the salesperson on a weekly or monthly basis at the home of the insured. [GRAPHICS OMITTED...
Byline: Donna Harris The turnover rate among sales employees at franchised dealerships dropped to 42 percent last year, from 48 percent in 2005, the National Automobile Dealers Association says. As sales slow, salespeople are less likely to change jobs, says...
An effective salesperson goes beyond dropping off brochures and shaking hands at events. True sales stars make the most of unexpected opportunities and, in our interviews for this report, exude a memorable, energetic persona that makes a lasting impression on prospects. ...
If everyone is going to eat, someone has to sell By Rick Hill Selling is a journey, not a destination The last few articles have focused on sales teams and motivating them. But what if you are...
Byline: Charles S. Lauer I peruse a number of magazines and newspapers every day to get a feel about what's going on in the world. Oftentimes, however, the most interesting things I read are not necessarily on the front page of a newspaper...
Byline: John K. Teahen Jr. Toyota's new full-sized Tundra pickup now has both a buyer giveback and a dealer payoff. The customer rebate is new. It is $0 to $1,000 and is scheduled to expire June 4. ...
Byline: Rick Kranz Can a dealer body with success selling small and mid-sized front-drive cars also move a rear-drive, V-8-powered, premium sports sedan? Hyundai wants to make sure the answer is yes. The first of several rwd cars it...
Articles 2007-05-07
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