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- Lead Your Team To Victory: 5 Tips To Inspire Your Sales Force To Success
- From the executive summary: ‘The most efficient strategy for getting a sales team, or individual, to move up to the next level is through the code-breaker approach. The process calls for salespeople teaming up with influential people known as code-breakers, who would introduce salespeople to their clients in exchange for...
- White papers 2003-01-01
Additional Resources
- 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
- How To Stop Being The Lowly Order-Taker, Become The Consummate Marketer, And Get More Sales From New Buyers
- Article comes up with suggestion t is important to point out that you can be the complete sales professional with your clients whether you see them in person, deal with them on telephone or by mail. And, indeed, it's important to think through in advance precisely how to act in...
- White papers 2003-01-01
- Yamaha: sales are strong but supply is tight.
- Bob Starr, manager of corporate communications at Yamaha Motor Corporation, says that things are going well for the OEM and its dealers, but he notes that the company is walking a fine line between maximum profitability and lost sales. Bob Starr, manager of...
- Research articles 2004-12-06
- Recapturing depreciation in installment sales.
- IRS clamps down on recapturing depreciation in installment sales. Gain on the sale of an asset attributable to straight-line depreciation is taxed at a maximum rate of 25%. Rest of the long-term gain is taxed at a 20% top rate (some at 10% for taxpa ...
- Research articles 1999-02-05
- The Seven Myths of Sales Management
- In the post "Better Sales Manager: Obama or McCain" I discussed the role of the sales manager in terms that we're entirely complimentary.  That's not because I don't respect sales managers, though. Let's talk seriously for a moment. Being a sales manager is one of the...
- Blog posts 2008-09-02
- Sales Manager's Guide To Establishing Sales Quotas
- Accurate sales quotas can help to predict the future business, motivate the sales team and serve as the basic for a solid sales compensation plan. The key word here is "accurate," which requires that a person must consider the seven factors identified in this Sales Manager's Guide To Establishing Sales...
- White papers 2003-01-01
- How to Coach a Sales Rep.
- One of the most important, and often most neglected, job responsibilities of the sales manager is coaching reps. Unfortunately, many sales managers don't know how to coach. I asked Linda Richardson (one of the world's top sales trainers and founder of the sales training firm Richardson) how...
- Blog posts 2008-02-26
- Zoot Enterprises Appoints New Chief Sales and Marketing Officer
- James Franklin to head company departments BOZEMAN, Mont. -- Zoot, a leading provider of advanced instant credit decisioning and loan origination solutions, announced the addition of James Franklin as Chief Sales and Marketing Officer. Franklin will manage the Sales and Marketing departments and will be responsible for organizing sales...
- Research articles 2006-11-29
- Managing Your Inventory - Part 2 of 3
- The article boils down the terms like ordering period: the frequency with which you place orders, order lead-time: the number of ordering periods that pass while you are waiting for an order round up fractions, lead-time sales: average sales per period multiplied by order lead-time, safety quantity conservative: maximum sales...
- White papers 2003-01-01
- Increasing Leads with Web Conferencing
- There was a time when many were predicting the Internet would make sales representatives completely obsolete. We now know that just the opposite is true. With so many product choices so readily available online, the role of a sales rep to help differentiate their products and services from...
- Webcasts 2008-04-24
- Are You Working With Sales Losers?
- Are You Working With Sales Losers?RE: Are You Working With Sales Losers?YES... and AMEN on the thoughtful epistle.RE: Are You Working With Sales Losers?yes, if really reach the bumper sales you can't afford the losers,so we took the result giving staff. the basic gaol of company to reach the profit...
- Discussion threads 2008-08-20
- URS Selected to Support Federal On-Line Real Estate Asset Sale Initiative; Contract Has Maximum Value of $25 Million to URS
- SAN FRANCISCO -- URS Corporation (NYSE: URS) today announced that the Company's EG&G Division has been awarded an indefinite delivery/ indefinite quantity contract with the General Services Administration GSA to support the Federal Asset Sales FAS initiative. The five-year contract has a maximum value of $25 million to URS. ...
- Research articles 2006-03-01
- Managing Your Inventory - Part 3 of 3
- The article discusses the issues involved in the management of inventory. To put the entire topic into perspective, it will probably help to summarize the terms and calculations that have been covered during this series. Those are Ordering (Ordering Period, Bulk Order Quantity and Order Lead-Time), Sales (Average Sales, Maximum...
- White papers 2003-01-01
- The Sales Practice at Campbell Alliance
- The sales force is a pharmaceutical company's most expensive promotional resource. Too often, however, companies fail to realize the maximum return on that investment. On its own, a purely numbers-driven approach to sales forces optimization - focused solely on size, structure, and alignment - is insufficient to drive superior performance....
- White papers 2005-03-23
- Compensating Your Sales Force
- Compensating your sales force presents a particular challenge because packages must be extremely competitive and provide adequate incentives to motivate employees to do their best. Although businesses compensate salespeople in a wide variety of ways most use a combination of salary and incentive components, along with common benefits such as...
- White papers 1999-01-10
- Getting Sales & Warehousing On The Same Page
- In this issue focus is on successfully coordinating the sales department with the fulfillment of the actual outbound shipments. The goal is to leverage technology that permits consistency in customer requirements and policies within the organization in order to leverage that technology to the maximum. To bring together these three...
- White papers 2003-01-01
- Impact Of The Echannel On Sales Job Design, Metrics And Compensation
- The advent of technology has made business processes less tedious than they were earlier. In the contemporary era, more and more companies are relying on a modern sales technique viz. eChannel. The channel will help in reaching out to whole segments of customers without contacting them directly. The process will...
- White papers 2003-01-01
- A Feminist Perspective Of Printing Sales
- It has been observed that maximum number of buyers comprise of women and most salespeople also fall under the same category. Thus, there are different ways to deal with female customers and salespeople. The various factors that go into a making of successful female sales person are empathy, gaining respect...
- White papers 2003-01-01
- Promotional Ideas to Boost Milk Vending Sales
- This article presents few ideas that are intended to support vending machine sales. The programs listed in this article are intended to create interest and promote milk vending to achieve a healthy school environment. The article advises to create maximum attention and interest to drive initial sales, when a new...
- White papers 2004-07-16
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