performance and salesperson

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The Power of the Contract in Performance Management

An essential step in managing the performance of salespeople is that of establishing a sound and agreed contract between manager and the salesperson. A contract in this context is simply an agreement between the manager and the salesperson as to how best they are going to work together. It is...

Tags: EzineArticles.com, salesperson, performance management, performance, agreement, sales

White papers 2005-04-15

The Relationship Between Salesperson Competencies and Performance in the Korean Pharmaceutical Industry

This study investigates how competencies lead to performance. It proposes that salespersons in the Korean pharmaceutical industry require three central competency dimensions: motive and traits, self-concept, and knowledge and skills. Further, it argues that the level of salesperson competencies is positively related to his/her performance, and that the quality of...

Tags: Performance management, competency, salesperson, pharmaceutical company, performance, industry, knowledge

White papers 2005-01-15

After-Sale Follow Through: A Juggling Act That Pays Off

The process of attending to established clients and winning new ones can appear to be a precarious juggling act. The juggler's fear is that if any of those whirling balls drop, the act fails. The successful salesperson needs to learn to balance and organize his performance so the movement continues...

Tags: Performance management, salesperson, performance

White papers 2003-01-01

Additional Resources

AutoMax Sales Training Implements New Program for Dealerships

AutoMax Sales Training and Consulting, arecruiting and training company for the automotive industry, has announceda new "No Risk" Salesperson Recruiting Program for automobile, motorsportsand RV dealerships. The performance-based incentive structure eliminatesup-front costs and provides comprehensive training programs for salesprofessionals in markets throughout North America. "We're excited about the rollout of...

Articles 2008-05-15

MORONS ROCK THE CASBAH

TO Marrakech, where Sralan's performing idiots took their special brand of dim uselessness to a new level. Touring this exotic city's vast market, ridiculous Raef "Cyclops" Bjayou declared: "This to me is grassroots negotiation. This is as dirty as it gets." He...

Articles 2008-05-11

Letters to the Editor.(Letters)(Letter to the editor)

Hurray for affordable performance cars To the Editor: I sit here shaking my head after reading the March 3 letter from Doug Gardner, an automobile salesperson, who finds much fault with General Motors for its continued commitment to leading the...

Articles 2008-03-17

Farmhouse Equity Research Wins 'Best Individual' Honor in First Coverage's 2007 'Top Performer Awards'

James J. Sanderson Recognized as Top North American Institutional Salesperson NEWPORT, R.I. -- Farmhouse Equity Research LLC, an independent research boutique based in Newport, R.I., announced today that James J. 'Jim' Sanderson, Managing Partner and COO of the firm, has been recognized as North America's top-performing institutional salesperson....

Articles 2008-03-03

Short Ideas Named 2007 'Top Performer' by First Coverage

Christopher Laudani Recognized as One of North America's Best Institutional Salespeople NORTH ANDOVER, Mass. -- Short Ideas, a Massachusetts-based boutique equity research firm, announced today that Christopher Laudani, Founder and President, has been recognized as one of the top-performing institutional salespeople in North America in the '2007 First...

Articles 2008-03-03

End of the 'Blue Light Special', The

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...

Articles 2008-03-01

Top 25 Women in Business: Karen Lugin

Account executive Karen Lugin makes it her business to provide clients of Topp Business Solutions with the world class service that they have come to expect of her and her company and that she also expects as well. "I work closely with my clients to get a better understanding of...

Articles 2008-03-01

Six business trends every salesperson must know.(sales)

EVERY INDUSTRY AND profession goes through changes, and the sales profession is no different. Just because a certain sales technique or mindset worked in the past doesn't mean it'll work today. To be a top performing salesperson, today and in the future, you need to continually...

Articles 2008-03-01

GROOMING THE TRIBE

PERFORMANCE ENHANCING TOOLS FOR SALES MANAGERS EDITORIAL When was the last time you: [checkmark] Received an account update full of glaring generalities? [checkmark] Gave in to a salesperson, lowered the price and still lost the business? [checkmark] Counted on the 'superstar' to hit...

Articles 2008-02-01

MARKETING READING : Bookmark

How To Close More Sales 52 essential face-to-face selling skills and how to acquire them By Roger Brooksbank Dunmore Publishing, 2007 Reviewed by Graham Medcalf Sales has increasingly become the stepchild of marketing sincemany corporates determined that sales people would no longer reportthrough the marketing hierarchy. Yet it remains the...

Articles 2008-02-01

tracking ellen's career highlights.(Special Report: Ellen DeGeneres)

Byline: JARRE FEES 1977: After one semester at the University of New Orleans, where she was majoring in communications, Ellen DeGeneres drops out. She gets a string of "regular'' jobs (clerk, retail salesperson, hostess and house painter) before realizing she wants to be...

Articles 2008-01-28

J.D. Power and Associates Reports: BMW Ranks Highest in Sales Satisfaction in South Africa for a Second Consecutive Year.(Financial report)

JOHANNESBURG, South Africa, December 13 /PRNewswire/ -- - Non-Premium Nameplates Demonstrate Considerable Improvement, Largely Due to Salesperson Performance For a second consecutive year, BMW ranks highest in satisfying new-vehicle buyers with the purchase experience, according to the J.D. Power...

Articles 2007-12-13

Connecting with the customer.(Agents & Brokers)

WHO SELLS IT: Most insurance is sold through agents and brokers, but insurers also market their risk protection products directly through the mail, the telephone or the Internet. GETTING PAID: Agents are paid commissions based on value and type of products they sell....

Articles 2007-11-01

Feet hurt, lady? Blame your shoes

A study by orthopedic surgeon Michael J. Coughlin of more than 2,100 foot surgeries performed over the last 15 years found that better than 80% of the patients were women and that the primary cause for their problems was tight shoes. Of those who had operations to relieve or correct...

Articles 2007-08-01

Test-drive for Success

Angela Bakker Lee explains why your candidate selection procedure for sales positions has to keep up with the times. A man walks into a car dealership and looks around. After spotting a car he likes, he reads the window sticker to gather some basic information. He asks a salesperson some...

Articles 2007-06-01

Jonathan Greenberg is Kislak king

The Kislak Company, Inc., the dominant multi-family and retail investment sales firm in the tri-state region, recently honored Jonathan Greenberg, vice president, as the company's 2006 Salesperson of the Year at its Annual Sales Awards gala at The Hilton at Short Hills in Short Hills, New Jersey. The...

Articles 2007-05-16

IPG Photonics Expands Sales Force with Two Materials Processing Veterans

IPG Focuses on New Markets and Applications OXFORD, Mass. -- IPG Photonics Corporation (NASDAQ: IPGP), the global leader in high-performance fiber lasers for diverse applications, today announced the appointment of Dan Eigner as Atlantic Coast Sales Manager, and Tim Webber as Pacific Coast Sales Manager. Both are responsible...

Articles 2007-05-11