Resources

170 Resources for

sales force

Subscribe to this listing via:
RSS
Email

Did you mean sales force management (3,158 results), SFA (23 results)

BNET Business Dictionary

Sales Force: a group of salespeople or sales representatives responsible for the sales of either a single product or the entire range of an organization's products. A...; Sales Force definition on BNET »

BNET Resources

sales force Management - Mediocre to Meteoric: The ultimate reward to a sales management executive is a sales organization that manages itself, reaches and surpasses their difficult to achieve goals and requires very little in the way of supervision. Exactly how many sales organizations can claim this level of success? Well, there are a tremendous number of...; Tags: Sales strategy, sales organization, sales force management, sales, sales force, tool; White papers
Mizumi Printing Presses Ahead of the Competition: Though relatively small, with 250 employees and 30 salespeople, Japan-based Mizumi Printing caters to a large territory stretching from Central Asia to the Western United States. Quality and service had helped the company grow, but serving its expanding markets was straining its dispersed sales force. Sales representatives needed a way...; Tags: Sales force management, Groupware, Cisco Systems Inc., sales force, SFA, collaboration tool, printing, collaboration, sales, mobile, tool, Internet; Case studies
Aligning a sales force With a Changing Business Mix: A mid-size, family controlled manufacturer of non-durable goods found its profits eroding from intense price competition due to fundamental industry shifts of production facilities to low-cost overseas plants. To survive and grow in the face of industry consolidations, the company knew it would have to de-emphasize low-margin commodity products and...; Tags: Sales strategy, Sales force management, Mercer, sales force, compensation, industry, sales, performance; Case studies
Making More of Pharma's sales force: US pharmaceutical companies have long prospered by following a sales model in which a stream of sales representatives, confident that at least one of them will gain access, call on the very same doctors. This article proposes two ways in which pharmaceutical companies can target their sales efforts more precisely....; Tags: Sales strategy, Sales force management, McKinsey & Co., pharmaceutical company, physician, sales force, sales, industry; White papers
Designing Comp in Record Time to Drive Global Sales: Coming out of a market downturn, a global leader of telecommunication automation solutions was eager to regain market share. But a "business as usual" approach wasn't going to make up for past losses. Management wanted a more strategic and profitable business strategy. This meant that the sales force needed to...; Tags: Sales strategy, Sales force management, Mercer, sales force, professional services, business strategy, sales, leader, telecommunications, team; Case studies

Turn Customers Into Your sales force: The most effective sales team you'll ever find is enthusiastic customers. The reason is simple enough: Customers aren't paid to praise. When a customer becomes a passionate believer in your brand, it means you truly earned it. Whenever they buy your product or service, customers feel like special club members...; Tags: Sales strategy, Sales force management, Microsoft Corp., sales force, sales, brand; White papers
Does Your sales force Overdeliver and Underperform?: A true understanding of products and customers can help a company create a "best of all possible worlds" - the right value proposition for each customer, delivered via the most efficient and, therefore, most profitable go-to-market business model. Ralf Schwarzendahl, director, and Tom Marriott, U.S. Process Consulting...; Tags: Sales force management, Deloitte & Touche, business case, sales force, business strategy, allocation, leader, sales, game; White papers
Pharmexx Finds The Ideal Front-end With Microsoft: Pharmexx GmbH, a new pharmaceutical service provider is using Hewlett-Packard 820e Windows Powered Handheld PC Pros (based on Windows CE 2.11 Pro) to give customers access to sales force information stored on F.O.R.C.E., a modular online marketing and distribution solution developed by EasyCom GmbH. No longer do paper forms have...; Tags: Sales strategy, Sales force management, sales force, sales, database, marketing; Case studies
Oncontact Software Case Study: Foremost Insurance: Foremost is the largest specialty insurance carrier in the U.S. The company was in search of technology that could simplify the weighty sales process its mobile sales force was juggling. Prior to implementing Oncontact's Customer Relationship Management (CRM) application, Foremost's mobile sales force was completely unautomated and its system for...; Tags: Sales force management, Advertising & Promotion, Oncontact Software Corp., sales force, mobile, insurance, CRM, strategy, sales; Case studies
Fixing CRM (Pt. 1): Rename It.: Last week, in the post "Why Sales Reps Hate CRM," I promised to fix CRM and make it into something useful. This is going to take a few posts, so bear with me. Product names are important. Companies spend millions of dollars trying to...; Tags: Sales strategy, Sales force management, Sales force automation (SFA), Customer relationship management (CRM), Advertising & Promotion, Enterprise software, Geoffrey James, Sales Pro, Product Names, sales, CRM, SFA, sales force, sales pro, Computer Assisted Selling; Blog posts 2008-03-17
sales force Automation Guide: 100 Questions Consultants Get Paid To Ask: Evaluating and selecting a Sales Force Automation (SFA) solution among so many vendors is a challenge. There are many to make a bad decision and only a few ways to make good one. To help simplify the process, the authors have created this Sale Force Automation Evaluation Guide which includes...; Tags: Sales force automation (SFA), Sales strategy, Sales force management, Customer relationship management (CRM), Enterprise software, Entellium, SFA, sales force, sales; White papers 2006-06-26
CRM is (Almost) Dead.: Not the technology, but the buzzword. Ten years ago, "Customer Relationship Management (CRM)" was called "Sales Force Automation (SFA)." Then SFA started getting a bad name because so many of the systems turned out to be expensive mistakes. Vendors switched to CRM buzzword to avoid...; Tags: Sales strategy, Customer relationship management (CRM), Sales force automation (SFA), Advertising & Promotion, Sales force management, Enterprise software, Geoffrey James, CRM, sales, SFA, sales force; Blog posts 2008-02-22
Exciting Innovations to Supercharge sales force Productivity: Advances in technology have made it possible to bring sales force productivity to new heights. Learn about the latest exciting innovations in CRM and SFA software and how they can help take your sales force to the next level. This issue of the Sales Performance Journal offers...; Tags: Sales force automation (SFA), Sales force management, Sales strategy, Customer relationship management (CRM), Enterprise software, SFA, sales force, CRM, innovation, sales, software; White papers 2007-08-01
The People You Know: Social Networks of Tomorrow's sales force: Sales executives go to their networks for their core job tasks--unlike some professionals who perform their jobs without ever invoking a relationship. The main impact of social networking for sales is helping them gain access and accelerate opportunities through connections they have but that they might not know about.; Tags: Sales strategy, Sales force management, Recruitment & Selection, social networking, sales force, job, sales, network; White papers 2007-08-17
sales force Application Flies over GPRS with Mobility XE: Optident is one of the UK's largest providers of dental materials and services. Unhappy with their existing VPN, Optident wanted a remote access solution that could improve the performance of its newly deployed sales force application over wireless networks and enable its sales team to maintain their VPN and application...; Tags: Sales strategy, Sales force management, VPNs, TELECOMMUNICATIONS, NetMotion Wireless, mobility, VPN, sales force, sales, GPRS, remote access, PDA, wireless network, smart phone, wireless, performance, job, network; Case studies 2007-12-01
Competitive Information And Sales Guides: What sales forces Need To Win: Sales forces expect sales guides to arm them with information they need to confidently sell the company's solution, including ways to handle the competition. Yet some sales guides gloss over the competition, or provide weak competitive positioning. This not only harms chances of closing deals, but also undermines the marketing...; Tags: Sales strategy, Sales force management, Sales tools, Pragmatic Marketing Inc., sales guide, sales force, sales, competitive intelligence, positioning, best practice, marketing; White papers 2007-12-01
Collateral Is No Way To Support The sales force: This paper explains with the help of scenario, that the best place to shorten the process is right at the start - to create a situation where the prospect and the rep can get down to business. You may find that your answer is different - that some other element...; Tags: Sales force management, Pragmatic Marketing Inc., sales force, analysis, sales; White papers 2007-12-01
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: Sales strategy, Sales force management, BNET Editorial, sales channel, sales force, customer satisfaction, agent, sales, retail company, marketing, decision-making, competitive advantage, manufacturing, Internet, team, training, performance, strategy; Articles 2007-11-16
12 Keys To Tuning Up Your sales force: Many cars tell the driver when it is time to perform maintenance. Even better, some tell the driver that maintenance is needed in 1,000 miles with updates along the way. It would be great if as a business executive or small business owner, you had this kind of technology at...; Tags: Sales strategy, Sales force management, sales organization, CRM, sales, sales force, leadership, small business, game; White papers 2007-10-20
Successful sales force Management: This presentation explains successful sales force management.; Tags: Sales strategy, sales force management, sales force, sales; Presentations 2007-10-12