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- Should Sales Run the Company?
- Should Sales Run the Company?Is it thoruoghbreds led by donkeys?Maybe this is an example of a total failure to understand how to both manage and motivate a salesforece.A very old fashioned view is to target the sales team to maximise revenue if you do then its is the management focus...
- Discussion threads 2008-01-22
- Inside Sales: A Secret Weapon - It Really Can Work in Your Business
- The need to increase sales and lower the cost of selling has driven many previously reluctant sales managers to consider adding an inside sales function to their sales process. If one is considering adding an inside sales function to his/her sales process, or if he/she would like to improve the...
- White papers 2003-09-01
Additional Resources
- Northwest Airlines reorganizes marketing and sales function.
- M2 PRESSWIRE-16 June 2005-NORTHWEST AIRLINES: Northwest Airlines reorganizes marketing and sales functionC1994-2005 M2 COMMUNICATIONS LTD RDATE:15062005 EAGAN, Minn. - Northwest Airlines today announced a reorganization of its marketing and sales function in order to better reflect the airlines renewed commitment...
- Research articles 2005-06-16
- Business Ethics: How The Sales Function Can Transmit Company Values
- From the executive summary: ‘Most people get paid for doing a day's work. However, most salespeople are paid for the results of their work, not necessarily for a day's work. This leads to the tendency of sellers to have a different focus in their jobs than their non-sales colleagues: they...
- White papers 2004-02-11
- Marketing versus Sales
- Marketing versus Sales.. eeerrhhI think you've stated some good points.The logic way: First Marketing, then Sales. Like first chicken, then egg eerrhh. There's no sales approach without marketing preparation. Remember guys, the 5 P's or more of Marketing ... you sales guys and the communication geeks are both under the...
- Discussion threads 2007-05-11
- Countering Misconceptions about Sales
- After reading some of the comments on this blog from non-sales folk, I’m convinced that there are a fair number of businesspeople who neither like nor respect sales pros â€" especially the ones working in their own company. That attitude can be a major impediment to getting things done,...
- Blog posts 2007-05-30
- Do You REALLY Need a Sales Force?
- One of the great myths of marketing is that it's possible to replace a sales force by using marketing to create demand. That's absurd, however, because even the stuff that comes out of a vending machine (i.e. with no sales person present) involves all kinds of sales activity. ...
- Blog posts 2009-05-06
- The Sales Rep is Dead.
- For years, American businesses have treated sales pros as second-class citizens. That's about to end, though, because in the future that's rapidly approaching, solution selling will become the soul of B2B commerce. And that's good news for the selling profession. Let me explain:The Internet transforms any product...
- Blog posts 2007-06-27
- Should Direct Sales Be Outsourced?
- Should Direct Sales Be Outsourced?RE: Should Direct Sales Be Outsourced?What stuff do "sales only" companies typically sell: widgets, services, or both?RE: Should Direct Sales Be Outsourced?QUOTE: What stuff do "sales only" companies typically sellPutting aside retail which is a different case and focusing on B2B, companies that are in the...
- Discussion threads 2008-09-03
- Georgia-Pacific. (people update).(hires Mattie Gould, Wendy Rimel to lead containerboard sales)(Brief Article)
- Georgia-Pacific's Containerboard Division hires Mattie Gould and Wendy Rimel to lead its containerboard sales function in the western region. Gould will serve as regional sales manager--West, and continue to be ... Georgia-Pacific's Containerboard Division hires Mattie Gould and Wendy Rimel to lead its...
- Research articles 2002-05-25
- Should Sales Run the Company?
- This question keeps coming up, so I'm going to answer it. Let's start with the basics: The only reason a for-profit business exists is to make profitable sales. Read that last sentence three times, because there's an entire MBA's worth of business...
- Blog posts 2008-01-21
- Top 5 Dirty Tricks Sales Managers Play
- Most sales managers aren't evil. They're just trying to help you make their company more successful. Unfortunately, some sales managers believe that the most effective way to achieve this goal isn't building and training a sales team that can deliver consistently. Instead, they think it's smarter to manipulate sales reps...
- Blog posts 2009-08-04
- Does Outsourcing Threaten Sales Jobs?
- Two days ago, in the post "Should Direct Sales be Outsourced?" I posted a sales letter from a company that provides outsourcing services to companies that don't want to build and train a sales force. It occurred to me today that the "sales is a science" mindset...
- Blog posts 2008-09-05
- Egenera Inc. Appoints Mike Heal Vice President Sales, Americas Northeast Region
- MARLBORO, Mass. -- Egenera Inc., a global leader in utility computing, today announced that Mike Heal has joined the company as sales vice president for the Americas Northeast region. In this role, he is responsible for overseeing the sales-management team; recognizing competitive issues; devising sales strategies, solutions and promotions; directing...
- Research articles 2005-07-25
- Clear Choice Names Jeff Brown to Newly Created Post of Vice President, Marketing and Sales
- BEND, Ore. -- Clear Choice Health Plans, Inc. (OTCBB:CCHN) today announced it has named Jeff Brown as Vice President, Marketing and Sales. Brown joins Clear Choice with more than 20 years of experience in sales, sales management and marketing in the commercial insurance sector. Most recently, he was Director...
- Research articles 2008-03-14
- Achieving High Performance Through Improved Sales Force Productivity: The Role of Incentive Management
- Despite its importance, the sales function in many companies is not excelling-for two significant reasons: insufficient employee awareness of corporate sales strategy and basic shortcomings in the behaviors and capabilities of sales people. Some companies have attempted to address these shortcomings by creating a pay-for-performance culture. Yet in doing so,...
- White papers 2005-05-18
- Integrating CI Into Your Sales Force
- This paper shares some insights into the sales character and psyche, and some tips on how to work with this unique and often misunderstood group - the company sales force. The paper also provides one with a concise guide for implementing CI into the sales function: 'Levy's Ten Rules for...
- White papers 2002-07-24
- Gulfstream Aerospace Names Colin Steven Regional Vice President, Northern Europe Sales
- SAVANNAH, Ga.--BUSINESS WIRE--June 13, 1999-- Gulfstream Aerospace Corporation today announced that Colin Steven has been named regional vice president, Northern Europe sales. Steven will report to Ernest "Ernie" Edwards, vice president, international sales and will be responsible for managing the sales function in this important growth region for...
- Research articles 1999-06-14
- Brink's Home Security, Inc. Announces the Promotion of Scott Jackson to Director, National Sales
- Business Editors IRVING, Texas--BUSINESS WIRE--June 27, 2001 Bob Allen, President, announces the promotion of Scott Jackson to National Sales Director for Brink's Home Security, Inc., with corporate offices in Irving, Texas. Scott will assume responsibility for the National Sales function including Brink's University, Central Sales and Sales...
- Research articles 2001-06-27
- Protegrity Appoints Mike Howse as Director of Sales, EMEA
- STAMFORD, Conn. -- Protegrity Corporation, a leading provider of data security management solutions, today announced the appointment of Mike Howse as its Director of Sales for EMEA. Formerly the Vice President of Sales for EMEA at Eracom Technologies AG, he brings 20 years of pan-European sales and marketing experience, specializing...
- Research articles 2006-04-25
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