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- Chapter Twelve: The Fourth Hat - Skillful Influencer
- The final measurement of your success is money changing hands. And a major part of bringing that exchange about has to do with your skill at influencing people to do business with you. Without your customers saying "yes" to you in a regular fashion, you're going to soon be without...
- White papers 2003-01-01
- Is Integrity a Sales Strategy?
- The company should believe that salespeople should adhere to a no-exceptions policy of maintaining absolute integrity. If the company has integrity, it saves the customer time. In today's frenzied world, time is more precious than money for a lot of people. If the customers cannot believe the company, then they...
- White papers 2003-01-01
- The Ten Commandments for the Ethical Salesperson
- The article talks about the ten commandments for the ethical salesperson. One should not lie to a customer. When we become aware of any significant misunderstandings the customer has that impact the buying decision or the larger relationship, we need to correct them. Now, this does not mean that we...
- White papers 2003-01-01
- How to Deal with the Salesperson Who Has Leveled Off
- Every manager has, or will, confront this troublesome issue- how to deal with the salesperson that has leveled off. It is arisen in every workshop for sales managers or branch managers. The simple, effective strategy is - first, verify that a problem exists. Then, place the responsibility for solving the...
- White papers 2003-01-01
- Creating Long Term Goals
- One of the habits often practiced by highly successful people is the habit of regular goal setting. There is a reason for that. Goals compel us to work with discipline and concentration rather than going about the job mindlessly and routinely. Goal-setting is a discipline that helps us focus. This...
- White papers 2003-01-01
- Smart Strategies for a Challenging Economy
- It says to view the time as a great opportunity to make structural changes in the business - changes that will bring the greater growth and profits when the market swings back up. Instead of just implementing some temporary, cost-cutting and cash flow enhancing tactics, consider a series of longer-term,...
- White papers 2003-01-01
- Dealing with Difficult Customers
- It is easy to work with people we like, and it is even easier to work with people who like us. But that is not always the case. Sooner or later, we will have to deal with a difficult customer. Difficult customers come in a wide variety. There are those...
- White papers 2003-01-01
- Is it Time to Concentrate on Sales Productivity?
- Sales productivity may be a new concept for many distributor executives. "Sales" is easy to understand, and "productivity" is pretty clear, but when those two words are combined the combination becomes a bit vague. What exactly is sales productivity, and why should you be concerned about it? This all is...
- White papers 2000-01-01
- The Fourth Hat - Skillful Influencer
- It has been seen that Influencing customer is just one of the six hats, not the whole of the job. Without the customers saying "yes" to in a regular fashion, one can soon be without a job. This concept has been explained with the help of illustration and diagrams. It...
- White papers 2003-01-01
- Think a Lot
- It's a difficult year for a lot of sales people. The world is changing rapidly, and every new headline seems to some how impact business in a significant way. Here are three of the most important things. Think about your customers, Think about each sales call. Going through...
- White papers 2003-01-01
- Improving Your Sales Performance
- Selling is more difficult now than it was just a couple of years ago. Continuous improvement in selling is like that. For the rest of working life, one is going to make living, at least in part, by continually improving themselves and, while everyone can do it, not everyone can...
- White papers 2003-01-01
- Sales Reengineering: Times Have Changed. Is Your Sales Organization Still the Same?
- This article is about radical change of Sales System. The litany: growing competition, increasing rate of change, new channels of distribution, increasingly sophisticated customer expectations, mergers and consolidations at every level of the business, new strategies and demands by manufacturers, pressures on margins. All that means is that it may...
- White papers 2003-01-01
- Developing Account Strategies
- In sales parlance, an account refers to the sale, which was made in the past to the buyer and the contacts developed thereof. Effective account management entails developing strong relationships with clients. This helps in building customer loyalty with time. The paper examines principles and processes used to develop effective...
- White papers 2003-01-01
- Sales Management Myths:Straight Commission
- Compensation plays an important role in sales management. An effective compensation plan boosts the motivation of the salesforce. This encourages the salespeople to give out their best, thereby increasing the sales productivity level. The paper argues that straight commission plans rarely motivate an established salesforce to sell more. This issue...
- White papers 2003-01-01
- Don't Fire All the Salespeople Just Yet!
- Sometimes, due to dwindling economy or otherwise, the sales graph begins to come down. At this moment, the management begins contemplating on dismantling the salesforce and exploration of other sales options. The paper argues that such times call for the consideration of various factors before arriving at a decision. A...
- White papers 2003-01-01
- A Take It or Leave It Attitude Begins at the Top
- The article says that management is at the root of poor customer service. We stress the importance of good customer service. The issue of delivery time has been given importance. There should not be any uncertain terms. One should get hold of someone who can fix the problem but not...
- White papers 2003-01-01
- One of the Emerging New Rules for Sales - The Value-Added Sales Call
- The writer of this article tries to show that no matter what we sell, it is likely that the customer has more to do and less time in which to do it than ever before. The customer is lack of time is a relatively recent phenomenon. It was not much...
- White papers 2003-01-01
- Dealing With Your Customer's Time Constraints
- Article explains that one has to respect customers' time constraints. If one tries to overstay his welcome, he'll only succeed in making customer more irritated with you. Think of the issue being quality time, not quantity time. Article provides three strategies that will work for you. It shows another way...
- White papers 2000-01-03
- Victory Over Voicemail
- Article says that voice mail has become the number one irritant for salespeople in the Information Age. Voice mail is one of the most likely outcomes of one's telephone call. Read the article and know electronic barrier of voice mail was overcome by creatively pre-conditioning the customer to respond to...
- White papers 2000-01-01
- Do You Have a Selling System?
- 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...
- White papers 2000-01-01
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