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BNET Business Dictionary
- Sales
- the activity of selling a company's products or services, the income generated by this, or the department that deals with selling
- Sales definition on BNET »
BNET Resources
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- How to Make Successful Cold Calls
- Most salespeople treat the cold call the same way as the actor's cold reading. And that's the problem. The actor has an excuse. There really isn't any way for the actor to know what to expect. There is no excuse, however, for the salesperson. The salesperson has methods available for...
- White papers
- Why the Sales Funnel is Outdated
- Why the Sales Funnel is OutdatedYes it is outdatedWith years of experience in selling, sales management and sales training I can certainly agree with some of the points that Mark makes, however one important ingredient is missing.Would anyone, as a business owner or shareholder, want to see a salesperson generate...
- Discussion threads 2008-05-22
- How High Achievers Win
- Irina Haydon talks about how she rose the ranks from an entry-level salesperson to the executive director of sales and service at Heartland Payment Systems.
- Videos 2008-04-23
- Are You a Top Salesperson?
- Think you have what it takes to be a top salesperson? According to Ron Willingham, author of Integrity Selling for the 21st Century, top salespeople, regardless of industry, share the four specific characteristics: Complete goal clarity. Top salespeople have clear, specific, written-down statements...
- Blog posts 2008-04-16
- Is Your Customer Clueless?
- Is Your Customer Clueless?Inform and SellAt the end of the day a salesperson's job is to sell. However, the reputation of your company is always at stake which should oversee the quality and ethical nature of the sale. I say "should" cautiously. I have been at companies where "making the...
- Discussion threads 2007-08-14
- Is Your Sales Process Obsolete?
- Is Your Sales Process Obsolete?Embrace Technology in your sales processI couldn't agree more with this article regarding the sales process. Back in the "industrial age" sales people could obtain an appointment and meet with a prospect and provide them with their company information in hopes of making a sale....
- Discussion threads 2007-04-05
- The Go-To-Market Frontier: Global Account Management (GAM)
- Go-to-market systems, that complex web of multiple marketing channels that link suppliers with their customers, have radically evolved beyond simple advertising or salesperson marketing channels. Unfortunately, many academicians and industry practitioners are relatively unaware of the significance of these changes. The traditional salesperson has been replaced by specialized selling teams...
- White papers 2006-12-29
- The Umpire Strikes Back
- Well, well... My recent post about sales process appears to have offended some of the old guard, specifically David Kurlan, author of "Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball". He left a comment on...
- Blog posts 2007-04-12
- Five Deadly Sales Letter Mistakes
- To be effective a sales letter must be opened, read, believed and acted upon. In order to do this it must attract attention, warm the interest of the reader and create a desire for what the person is offering. An effective sales letter, not surprisingly, achieves the same objectives as...
- White papers 2006-05-12
- 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...
- White papers 2005-04-15
- The Art Of The Complex Sale
- Selling is a complex process. Many a times the salespersons try to tap wrong prospects and, in the end, return with unsuccessful sales. Salespersons need to concentrate on the close of sale. It is one of the most important aspects that can make or break a sale. The paper examines...
- White papers 2004-05-25
- Sales Formula: Pick Up The Pace, Punch Up Presentation, Personalize It
- A salesperson has to deal with customers on a daily, which gives a lot of pain in the neck at times. However, the manner in which a salesperson closes the pitch goes a long way in establishing rapport with the prospective buyers. The credit for the same goes to the...
- White papers 2004-02-13
- Facilitating Decisions: A New Way To Boost Sales
- The main job of a salesperson is to convince people to buy a particular product. However, experts suggest that no matter how good a salesperson is at selling, a product cannot go off the shelves unless a customer is thoroughly convinced about its benefits. Thus, salespeople should focus on good...
- White papers 2003-10-13
- When Push Comes To Shove, Everyone Loses
- The article says that during sluggish business periods, many companies try to jump-start sales activity by "pushing" specific products/services on their customers. Many routinely do so through monthly or quarterly sales contests where a specific product/service is promoted, and sales teams and individual salespeople are enticed to "push" it with...
- White papers 2003-09-29
- Why It's So Hard To Hire Good Salespeople
- A salesperson usually comes across as a warm and friendly person who would do anything to make a lasting impression, either negative or positive. A salesperson is dressed to kill and leaves no stone unturned to show how smart he/she is. However, it has been observed that sales applicants are...
- White papers 2003-03-13
- You're Falling Short. Now - What Do You Do About It?
- The success of a sales process is gauged by the kind of close it had. A successful sales close implies that the sale was successfully made. Researches show that majority of the salespersons fall short of closing a sale. The paper examines some factors towards effecting the close of sale....
- White papers 2003-03-11
- Know Customer's Needs while Selling
- This webcast discuss how benefits do not always sell products. It discuss what questions to ask in what way to find out what the customer wants. The key to any success in the field of sales lies in the mind of prospect. The buyer-need is what has to be understood....
- Webcasts 2003-02-25
- Thinking About Sales: Using the Internet & Automation as Tools for Salespeople
- The Internet and computers in general can be powerful tools in the hands of a capable salesperson, and those salespeople who take the initiative to become automation-enabled will find themselves growing in importance to their customers and in value to their companies. Rather than wait fearfully for an answer to...
- White papers 2003-01-01
- Sales Compensation
- This article says that the way salespeople conduct themselves is often a reflection of the company's sales compensation program. A salesperson's commission is typically based on either a percentage of sold revenues or profit margins. It also explains some factors that depends on salesperson’s compensation. Read on to know more....
- White papers 2003-01-01
- The Salesperson’s Role in the Sales Forecasting Process
- The article starts with the fact that as the competition in markets for products and services continue to become more intense, it is imperative for organizations to improve their attempts to plan for the future. This non-empirical paper looks at past research as it applies to the roles of salespeople...
- White papers 2003-01-01
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