Resources

52 Resources for

product and sales force management

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BNET Business Dictionary

Product: anything that is offered to a market that customers can acquire, use, interact with, experience, or consume, to satisfy a want or need. Early marketing tended to focus on tangible...; Product definition on BNET »

BNET Resources

Competing For Profits: The true test of a marketing program is to deliver products and services that are both competitive and profitable. To do this you need to understand the factors that differentiate your business from your competitors and focus on developing your strengths. In some cases that means enhancing your products or...; Tags: BNET Editorial, Profitability, Marketing, Sales, Sales Force Management, Self-service, Service, Information, Product, Marketing Research, Sales Strategy, Customer; Articles 2008-01-03
Defeating Feature Fatigue: The Idea in Brief Are you adding features upon features to your products to boost revenues? If so, you're probably endangering your brands--and your customer relationships. Why? Consumers think they want feature-loaded offerings when they're shopping....; Tags: Debora Viana Thompson, Roland T. Rust, features, product development, Sales, Sales Force Management, Sales Strategy, Feature, Customer, Product, Rebecca W. Hamilton, Harvard Business Review, In Brief; Articles 2007-12-14
Improving Your Market Research: You can use information found within your organization to research customer needs and assess the likely success of your sales and marketing campaigns. By conducting a thorough analysis of your customers' business operations, you can compare your plans and their business needs to better judge whether there is a viable...; Tags: Market Research, Customer, Business, Information, Sales Strategy, Sales Force Management, Financial Statements, Marketing Research, Financial Accounting, Finance, Competitor, Product, Business Structures, Leadership, Sales, Marketing, Management, BNET Editorial; Articles 2007-12-03
Planning the Campaign Cycle: Every sales prospect goes through a "customer journey," moving from a prospect with little or no awareness of a company and its products to a loyal, repeat customer. At each stage of the journey, companies can use specific marketing tools and activities to engage prospects and communicate with them effectively....; Tags: Prospect, Product, Business, Channel Partner, Sales Strategy, Marketing Research, Sales Force Management, Sales, Marketing, Solution, Customer, BNET Editorial; Articles 2007-11-30
Producing Case Studies: Case studies build confidence in both customers and prospects. They demonstrate a company's products and services in action and help explain benefits. Case studies should include background, objectives, achievements, and measurable results. In addition to published items, they can be used as the basis for press articles and advertorials. ...; Tags: Product, Customer, Service, Case Study, Sales Strategy, Sales Force Management, Sales, Web Site Development, Internet, BNET Editorial; Articles 2007-11-27

Developing a Channel Strategy: What's the best way to sell into a new market or improve performance in existing markets? You can build your own sales force to sell directly to customers or use an indirect channel partner to reach customers. You can also use other channels such as the Internet. The decision is...; Tags: Marketing, Partnership, Product, Customer, Outlet, Service, Decision, Channel Partner, Distributor Sales Force, Sales Strategy, Business Structures, Sales Force Management, Finance, Sales Force, Branding, Marketing Information, Strategy, Channel, Sales, BNET Editorial; Articles 2007-11-16
Building Trust Through Ethical Sales Behavior: Effective selling requires more than an ability to communicate a product's features or benefits. Sales representatives must also develop quality relationships with their customers. Regardless of a company's reputation, customers choose to do business with people they trust. Sales representatives have to earn that trust by behaving ethically and conveying...; Tags: Representative, Product, Customer, Sales Representative, Sales Strategy, Sales Force Management, Sales, BNET Editorial; Articles 2007-11-15
Product Marketing = Lost Sales.: Over the last two weeks, I've been talking about Manager-to-Manager (M2M) sales in B2B environments, and how real decision-makers want you to be responsible for results and consequently have no interest in products, even if repackaged as "solutions." If I'm right about that -- and the research...; Tags: Product, Customer, B2B, B2B Product Marketing, Sales Strategy, Product Marketing, Marketing Research, Sales Force Management, Sales, Marketing, Geoffrey James; Blog posts 2007-11-02
Composing Knockout Sales Letters: A sales letter is a low-cost selling tool; in fact, an email version is one of the most cost-effective ways to reach customers. A good letter by itself may be enough to get the message across. However, in most cases, sales letters are best used in conjunction with other promotional...; Tags: BNET Editorial, Sales Strategy, Sales Letter, Customer, Sales, Letter, Product, Sales Force Management, order form, brochure, coupon, telemarketing, incentive, barrier, phone, tool, e-mail; Articles 2007-10-11
Improving Customer Loyalty: Retaining customer loyalty is vital to the long-term success and profitability of your business. With industry consolidation, increasing competition, and changes in the marketplace, you need to work harder than ever to maintain a strong customer base. Improving customer loyalty is an essential element in customer retention. What You...; Tags: auditing, benefit, BNET Editorial, Business, Channel Management, Community, consulting, Cost Reduction, Customer, Customer Loyalty, customer relationship, customer retention, decision-making, Industry Experience, Information, Internet, Management, market research, Marketing, Marketing Research, Newsletter, performance, Product, Sales, Sales Force Management, Sales Strategy, Service, Strategy, supplier, supply chain, survey, team, Web Site Development; Articles 2007-10-10
The Keys to Prosperity in 2007: In case you missed it, the Jan/Feb issue of Business 2.0 features the thoughts of 50 bright minds on how to be successful in 2007. It offers words of wisdom from Virgin Group founder Richard Branson, Digg founder Michael Rose, and of course, The Donald. Here are the best three...; Tags: Product Marketing, Technology, Founder, Product, Leadership, Sales Force Management, Customer Relationship Management (CRM), Marketing, Management, Sales, Enterprise Software, Software, Joseph De Avila; Blog posts 2007-02-16
Matrixx Initiatives F3Q10 (Qtr End 12/31/09) Earnings Call Transcript: Question-and-Answer SessionOperator(Operator’s Instructions) We will go first to Gary Gibblin with Quentin Miller.Gary Gibblin - Quentin MillerI wondered if you could estimate what percentage of your shelf space will be permanently lost due to the withdrawal of your spray products versus regained by your other products.William J. HemeltNo, I...; Tags: Revenue, Season, Retail Company, Inventory, Shelf Space, Product, Call Transcript, Earnings, Question, Sales Strategy, Taxes, Branding, Free Trade, Personal Finance, Operational Accounting, Sales Force Management, Financial Accounting, Retail, Sales, Financial Planning, Finance, Marketing, Seeking Alpha, Matrixx Initiatives Inc.; Earnings calls 2010-01-26
Snap-on Incorporated Q4 2009 Earnings Call Transcript: Question-and-Answer SessionOperator Thank you. Operator instructions Our first question today will come from Jim Lucas, Janney Montgomery Scott. Jim Lucas -- Janney Montgomery Scott Good morning all. Nick Pinchuk Good morning, Jim. Jim Lucas -- Janney Montgomery Scott I wanted to start first with just a couple of housekeeping...; Tags: Product, Call Transcript, Emerging Market, Earnings, Sales Strategy, Marketing Research, Sales Force Management, Financial Services, Sales, Marketing, Finance, Seeking Alpha, Snap-On Inc.; Earnings calls 2010-02-04
Door-to-Door & Home Solicitation Sales: Many products and services are provided through door-to-door sales or are sold outside a normal retail environment. Some products are ONLY sold this way, such as Avon products. Because many of these companies have well-known reputations, you can benefit from the convenience of shopping at home and from having the...; Tags: Product, New Hampshire, Sales Strategy, Sales Force Management, Sales; White papers 2003-01-01
Top Secrets: Article asserts that the most important part of product description is what the product does for customer. People don't buy products or services; they buy the results (or "benefits") they expect to experience by using product or service. One must therefore determine what product or service really does for customers....; Tags: Product, Sales Strategy, Sales Force Management, Sales; White papers 2003-08-01
Smart Distribution: Where to sell products? Where target customers can buy them. One can have a great product, but it'll sit in the warehouse unless an effective distribution strategy is cultivated. Customers can't buy the product if they don't know it exists or if they can't find it in the marketplace. Take...; Tags: Edward Lowe Foundation, Product, Sales Strategy, Sales Force Management, Sales; White papers 2003-01-01
But What Do I Sell: There are various questions which arises in the selling of the product. These may be w.r.t. sales of what, exactly? What to sell? Fortunately, the options are many and varied. Basically, though, everything falls into one of two categories ... products or services. When it comes to selling software or...; Tags: Product, Sales Strategy, Operational Accounting, Sales Force Management, Sales, Finance; White papers 2001-01-01
Forecasting Items with Long Lead Times: A demand forecast is a prediction of the amount of each product that will be sold, transferred, used in an assembly, or otherwise consumed in the future. It's easy to see that inaccurate forecasts can cause major problems for a company. When forecasted demand is far below actual demand for...; Tags: Product, Forecasting, Forecast, Effective Inventory Management, Sales Force Management, Sales; White papers 1999-01-01
Why Bad Things Happen to Good New Products: The article raises some questions like: why should promising products from highly respected companies fail despite clear evidence of market need, strong marketing support, and real enthusiasm and energy from salespeople. It is a question that has puzzled generations of product managers whose meteoric rise to corporate fame has been...; Tags: Product, Contact Solutions, Sales Strategy, Sales Force Management, Sales; White papers 2003-01-01
Mastering The Personal Essence of Network Marketing.: Success in Network Marketing depends on a distributor really getting a number of key distinctions. These distinctions go far beyond mere information, training and sales techniques. The vast majority of sales techniques and selling knowledge used in the direct sales industry were developed in the "product-oriented" space age of the...; Tags: Network, Prospect, Product, Sales Strategy, Productivity, Sales Force Management, Networking, Sales; White papers 2003-01-01