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- Science And Technology
- The article further explains that, Pharmacogenomics is about getting the right drug to the right person at the right time. Its more personalized medicine. For detailed reading, check out the full article.
- White papers 2003-01-01
- The Key To Effective Advertising
- The success of a product largely depends in the manner it has been advertised in the market. Effective advertising is a skill, which needs to be explored and nurtured to gain perfection. It involves four basic capabilities; it generates orders, generates leads, provides information, and projects an image of products....
- White papers 2003-01-01
- Implementing A "Part Time" Approach To Outside Sales
- Experts suggest that adopting a part-time approach to outside sales goes a long way in boosting sales. The approach includes performing certain important functions viz. structuring the selling procedure, avoiding overloading like doing too much task than is actually required, identifying the key prospects, and keeping track of the number...
- White papers 2003-01-01
- A "Part Time" Approach To Outside Sales Makes A Lot Of Sense
- From the executive summary: ‘All of the evidence indicates that outside sales fails more often than it succeeds for quick, digital, and small commercial printing companies. The evidence also indicates that having someone out there competing for new business and keeping in the competition for established business is a critical...
- White papers 2003-01-01
- Brokering As A Marketing Tool
- From the executive summary: ‘Brokering can be a very powerful marketing tool for a quick/digital/small commercial printer. Like any other tool, though, it is important to learn how to use it properly and carefully.' It is utmost important to judiciously decide on the brokering options for very large jobs, even...
- White papers 2003-01-01
- A Few Good Thoughts On "Selling" Vs. "Service"-And On "Good" Customers Vs. "Bad" Ones
- Selling involves interacting with the prospective customers and offering them products or services that fulfill their needs. In today's information-centric business world, the prospective customer has become very much informed about the trends and nuances prevalent in the market. He/she has become demanding in his/her choice of the product. The...
- White papers 2003-01-01
- How Much Should A Sales Call Cost?
- Sale is an important activity in an organization. An effective sales process is responsible for nurturing and cultivation of strong customer relations. This, in turn, helps in building customer loyalty with time. The modern business era has posed several challenges in the sales domain. However, it is important to keep...
- White papers 2003-01-01
- Motivating The Modern Printing Salesperson
- The activity of sales in an organization is carried out by the sales force. A highly motivated sales force is instrumental in increasing the sales productivity of the organization. This increases the significance of sales force management. Modern business era has shifted focus from transaction selling to relationship selling. The...
- White papers 2003-01-01
- Two Common Sales Problems
- Sale is an important activity in an organization. An effective sales process is responsible for nurturing and cultivation of strong customer relations. This, in turn, helps in building customer loyalty with time. The modern business era has posed several challenges in the sales domain. The need of the hour for...
- White papers 2003-01-01
- What Does A Salesperson Do?
- From the executive summary: ‘In some companies belonging to the printing industry, the salesperson is responsible for the relationship, but someone else manages the individual print jobs. In other printing companies, the salesperson is responsible for both the relationship and the jobs themselves. It is a mistake to make a...
- White papers 2003-01-01
- The Printing Sales Knowledge Base
- From the executive summary: ‘What does it take to be an effective printing salesperson? Many people talk about a sales personality, but the most critical elements of success in printing sales are knowledge-based. The most outgoing and enthusiastic salesperson in the world will have trouble selling printing if he/she doesn't...
- White papers 2003-01-01
- Making Changes In Sales Compensation Plans
- Compensation plays an important role in sales management. An effective compensation plan boosts the motivation of the sales force. This encourages the salespeople to give out their best, thereby increasing the sales productivity level. The paper examines the changes to be made in the sales compensation plans to boost sales...
- White papers 2003-01-01
- Maxing Out
- Most salespeople do multiple tasks of selling products, building customer relationships, and managing company's profits. As a result, they often complain of ‘maxing out', which takes most of their energy. Experts suggest certain ways to reduce the burden of selling off the shoulders of salespeople. One of the ways is...
- White papers 2003-01-01
- Entertainment Marketing
- From the executive summary: ‘The bottom line on entertainment as a selling strategy is that it can work very effectively for companies. Or else, it can represent one of the black holes into which profits go. The key is to measure and manage, and look at where the money is...
- White papers 2003-01-01
- Market Research
- An extensive market research goes into success of a business. The research involves identifying the target customers, focusing on needs of customers, and searching the market place where a product is to be sold. In addition, there are certain elements required that support the aforesaid factors. The elements are research...
- White papers 2003-01-01
- Traditional Reorganizations
- crux is that a focused, differentiated, and emotionally loaded positioning strategy will make the brand sell more effectively.
- White papers 2003-01-01
- Return On Investment Metrics
- Brands in the tech sector need to work on their positioning. The article studies that within the technology community, there is serious disagreement and even discord as to which comes first and which is more effective – the brand or the position. Perhaps branding is easier within the realm of...
- White papers 2003-01-01
- Should You Hire An Outside Salesperson?
- This article summarizes the process of implementing an outside sales program. That can mean anywhere from thinking about doing it, to developing a compensation plan, to trying to evaluate a salesperson's early performance. Should I hire an outside salesperson? In other words, should my company have someone out making sales...
- White papers 2003-01-01
- Hiring, Training, Managing And Motivating Quick Printing Salespeople
- This article covers the process of hiring the right person. If selling in general is a mystery to many quick printers, then hiring and managing salespeople must seem to be up there with the greatest mysteries of all time. You only need to look at the failure rate among quick...
- White papers 2003-01-01
- Solving The Sales Compensation Puzzle
- How do you compensate a quick printing salesperson? How do you solve this puzzle? I think the first step should be a clear understanding of the underlying purpose of compensation. And that purpose should be viewed from two different perspectives: that of the employee/salesperson and that of the owner/sales manager....
- White papers 2003-10-16
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