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8 Resources for

sales organization

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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
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
CRM On Demand Best Practice: Delivering Actionable Insight Into Sales
Sales analytics allows users to proactively and continually improve their performance by providing every member of the sales organization with the information and insight they need to identify sales opportunities and challenges, diagnose causes, and develop targeted action plans to improve results. Learn how to dramatically transform your sales organization!
Tags: Sales strategy, Sales force management, Oracle Corp., sales organization, sales, best practice, CRM, performance
White papers 2007-01-01
CRM On Demand Best Practice - Delivering Actionable Insight Into Sales
Sales analytics allows users to proactively and continually improve their performance by providing every member of the sales organization with the information and insight they need to identify sales opportunities and challenges, diagnose causes, and develop targeted action plans to improve results. Learn how to dramatically transform your sales organization
Tags: Sales strategy, Sales force management, Oracle Corp., sales organization, sales, best practice, CRM, performance
White papers 2007-01-01
The Pressure Paradox
Studies have shown that senior executives are more inclined to attribute their sales organizations' difficulties not to the tough economic and competitive environment but to their salespeople's poor skills and their sales managers' lack of leadership. Any one of these forces would challenge even the best of sales organizations in...
Tags: Sales strategy, Sales force management, Forum Corp., sales organization, sales, sales force, leadership, environment
White papers 2005-02-10
How Sales Forces Sustain Competitive Advantage
The purpose of this study was to identify the factors that enable sales organizations to be highly successful. Companies today are relying increasingly on their sales organizations as engines of growth and productivity. The sales role has never been more difficult customers are more demanding, products more sophisticated, competitors more...
Tags: Sales strategy, Sales force management, Forum Corp., sales organization, sales, sales force, competitive advantage
White papers 2004-12-02
Selling is About More Than Sales
If one wants to improve the results from the sales organization, look at the total Sales and Marketing System. Don’t just look to the sales organization. Understand everything that is impacting upon the success in the marketplace. Question old assumptions and build a true understanding of the customers, prospects, the...
Tags: Sales strategy, Sales force management, Market-Partners Inc., sales organization, sales, marketing, strategy
White papers 2003-01-01
Using e-Learning to Enable One of the World's Largest Sales Forces
This white paper explores the ways IBM uses e-learning in a key area - enabling its worldwide sales force. It offers powerful proof of how e-learning meets the challenges faced by today's sales organizations. After all, with its 30,000-member worldwide sales force, IBM has one of the largest sales organizations...
Tags: Sales strategy, Sales force management, e-learning, sales organization, worldwide sales, IBM Corp., sales, sales force, industry
White papers 2002-10-01

Additional Resources

Sales Force Organization
A strong and efficient sales force is a vital asset to an organization. It helps in the smooth realization of sales targets and ensures perennial sales productivity. The organization and structure of the sales force depends on several factors. Different business scenarios require different types of sales force organization. The...
Tags: Sales strategy, Sales force management, McGraw-Hill Companies, sales force, sales, asset
Presentations 2003-01-01
Purpose Of sales organization
Organizing the sales force enables the company to accomplish the sales objectives in a more effective manner. It is always better to put the sales force in specialized groups and bring stability and continuity in the sales. Apart from educating about the different types of agents in an organization, this...
Tags: Sales strategy, Sales force management, Texas Tech University, sales force, sales, agent
Presentations 2003-01-01
A Sales Force Of One
Sales managers often face difficulty in managing sales staff. The onus of moving an organization on right track lies in the hands of sales staff. Effective sales force is the backbone of every organization. Hence, managers should keep the interest of sales force in mind by providing them necessary benefits....
Tags: Sales strategy, Sales force management, sales force, sales, benefit
White papers 2003-01-01
Estimating Potentials And Forecasting Sales
A sales forecast enables an organization to proactively prepare for actual sales management. Based on the forecast, the organization can design and allocate sales territories, determine the strength of the sales force and formulate effective sales compensation strategies. Market potential, sales potential and consumer buying power index are the three...
Tags: Sales strategy, Sales force management, Southeastern Louisiana University, sales forecast, forecasting, sales compensation, sales, sales force
Presentations 2003-01-01
Sales Knowledge: Customers, Products, Technologies
Sales knowledge pertains to the comprehensive knowledge about sales and its nuances in an organization. A thorough sales knowledge enables the organization to efficiently realize the sales target. Sales knowledge knowing the target audience, the products on sale, and the technology used to promote the products among customers. Sales knowledge...
Tags: Sales strategy, Sales force management, University of West Georgia, sales training, sales, knowledge, sales force
Presentations 2003-01-01
Motivating The Modern Printing Salesperson
The activity of sales in an organization is carried out by the sales force. A highly motivated sales force is instrumental in increasing the sales productivity of the organization. This increases the significance of sales force management. Modern business era has shifted focus from transaction selling to relationship selling. The...
Tags: Sales strategy, sales force, salesperson, sales force management, sales, printing
White papers 2003-01-01
You Can’t Delegate A Sales Culture
Institutionalization of an effective sales culture in an organization is imperative for a sustained increase in sales revenue. For the same, the organization needs a strong leadership to provide the vision, remove the obstacles, and lead the way. The paper argues that sales culture cannot be artificially implanted in the...
Tags: Sales strategy, Sales force management, leadership, vision, sales, banking
White papers 2003-01-01
Nine Steps to Building a Winning sales organization
This article discusses how you can build a winning sales organization. It also explains strategies which can be used to improve the performance of your sales team like analysing your problem, finding your success role model etc. Read on to know more.
Tags: Sales strategy, Sales force management, sales, strategy, performance
White papers
Sales Force Assessment and Strategy
This paper presents a sales force productivity framework that can be used to evaluate the status of a sales organization and develop a comprehensive statement of strategy. In this paper, one will learn what key questions to ask when assessing the sales force, how the sales force productivity drivers affect...
Tags: Sales strategy, Sales force management, American Management Association, sales force, sales, strategy, health care
White papers 2001-03-22
The Care and Selection of Manufacturer's Reps: Guidelines to an Effective sales organization
This paper explains how does one goes about getting the right ones when you have decided to use manufacturer's reps as your outside sales organization. The first question is how long this approach is envisioned to last. Are you planning to use reps indefinitely, or just until they get sales...
Tags: Sales strategy, Sales force management, sales, manufacturer
White papers 2000-02-10
The New Way To Growth: Buying Another Practice
The sales activity, in an organization, demands constant growth. This ensures the consolidation of a strong sales-oriented framework in the organization. One of the fundamental duties of the sales department of the organization is to retain important clients and build strong relationships with them. In bidding, the prime aim of...
Tags: Sales strategy, Sales force management, Charter Financial Publishing Network Inc., sales activity, sales
White papers 2003-01-01
Setting Sales Quotas For Your Sales Team
The sales force in an organization consists of different sales persons. To process the sale systematically, each sales person is given a sales quota. Setting the sales quota itself is an elaborate process. Several issues have to be addressed therein. If the sales quota is set too low, the company...
Tags: Sales strategy, Sales force management, SeaBird Associates Inc., sales, sales force
White papers 2003-01-01
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