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sales representative (39 results)
BNET Business Dictionary
- Sales Representative
- a salesperson selling the products or services of a particular organization or manufacturer. Sales representatives are sometimes employed directly by a company as part of the sales force, or they...
- Sales Representative definition on BNET »
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- Help! My Boss is an Idiot!
- Help! My Boss is an Idiot!Idiot Sales Managers everywhereGeoffrey,Great letters about sales managers killing their teams. I had two readers of my blog send me emails about what their bosses did. Definitely Dilbert pointy-hair boss moments of shame.One was an email that killed morale....and potentially a sales rep's...
- Discussion threads 2008-06-23
- Interview Etiquette Gone Bad
- As Jessica Stillman noted in yesterday's BNET1, young job interviewees are failing in basic interview etiquette -- you know: texting on their mobiles, chewing gum, casually dropping f-bombs; the sort of stuff us 40-somethings tried to get away with in our high school social studies classes. One...
- Blog posts 2008-04-24
- How to Coach a Sales Rep.
- One of the most important, and often most neglected, job responsibilities of the sales manager is coaching reps. Unfortunately, many sales managers don't know how to coach. I asked Linda Richardson (one of the world's top sales trainers and founder of the sales training firm Richardson) how...
- Blog posts 2008-02-26
- Micromanagement = Lost Sales
- There are three things that are inevitable in this world: death, taxes and lousy management. And of all the many manifestations of lousy management, surely one of the worst is micromanagement. I was recently talking about this with Sam Reese, CEO of the sales training firm...
- Blog posts 2008-01-31
- 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...
- Articles 2007-11-15
- Yet More Marketing Idiocy.
- The sales reps for business book publishers have a difficult job. It's a crowded market with powerful resellers the big bookstores who have the clout to call the shots. And while many business books contain valuable ideas, they tend to be similar in title and appearance,...
- Blog posts 2007-11-06
- Be a Consultant = Lose the Sale, Pt. 2
- In yesterday's post, I explained that it's the kiss of death if customers see you as a CONSULTANT. Instead, you need to be seen as a MANAGER. To make this point clear, here's a classic example: IBM. Back in the '70s and early '80s, IBM comprised...
- Blog posts 2007-10-24
- How the Internet Changed Sales.
- The Internet made the business world go all weird, in ways that nobody expected. Probably the weirdest thing that happened was the transformation of product selling into consultative selling. It totally blindsided the conventional wisdom of the business pundits and made all of them look like fools. ...
- Blog posts 2007-10-22
- Kiss Your Freedom Goodbye.
- One of the big perks of being in Sales has trad- itionally been the freedom to manage your own time. The un- written agreement between sales and management has been that as long as you're making quota, you can pretty much do what you want. But that gentleman's...
- Blog posts 2007-10-16
- Common Phrases that Scuttle Sales
- The quickest way to damage a budding customer relationship is to use trite phrases that make you sound like a B2B sales rep. Don't get me wrong... there's nothing wrong with being a sales rep, but if you sound like one, it lessens your ability to achieve rapport and...
- Blog posts 2007-09-20
- Don't Negotiate With a Gun to Your Head
- "I made him an offer that he couldn't refuse." Those words, from the movie The Godfather, have become proverbial for business deals where negotiating isn't possible (or, from the perspective of one party) even necessary. This reveals a great truth - that negotiating is the application of power...
- Blog posts 2007-08-27
- 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
- Sales managers...and other control freaks.
- A few posts ago, I lambasted technology that wastes more time than it saves. I was expecting a chorus of agreement from sales reps, but what I got were grumblings from sales managers who simply adore CRM... because it lets them spy on their employees.Of course, it's that "Big...
- Blog posts 2007-06-13
- Santarus and inVentiv Health Announce Agreement to Add Representatives to Santarus' ZEGERID Sales Team
- SAN DIEGO & SOMERSET, N.J. -- Santarus, Inc. (NASDAQ:SNTS), a specialty pharmaceutical company focused on therapies for gastrointestinal diseases and disorders, today announced that it has selected inVentiv Commercial Services, LLC, a subsidiary of inVentiv Health, Inc. (NASDAQ:VTIV), to assist in the previously announced expansion plans to add 150 sales...
- Research articles 2006-11-03
- Update: Ombudsman watch.
- AVCs My researcher wanted to know why so many of the ombudsman's determinations start as follows. MrA or MrsB "complains that Prudential's sales representative improperly persuaded him or her to pay additional voluntary contributions AVCs t AVCs My researcher wanted to know why so many...
- Research articles 2005-10-03
- AMD appoints new sales reps.(Starboard, Windward Systems)(Associated Machine Design, Inc.)(Brief Article)
- Associated Machine Design, Inc. AMD has expanded its equipment sales strategy by appointing Jack McClurkin, Starboard Systems, Inc. of Inverness, Ill., as the exclusive sales representative for the Midwest market and Emilio Tellini, Windward Syst Associated Machine Design, Inc. AMD has expanded its equipment...
- Research articles 2004-09-25
- People Watch.(Novatec Inc. appoints Don Gruber)(Plasticolors Inc. appoints Wayde Jenkins)(Sonoco Products Co. appoints Roger Schrum)
- ALCAN PACKAGING FOOD AMERICAS - The film extruder in Chicago named Michael Curia vice president and general manager for food and specialty flexibles. ASHLAND INC. - The specialty chemicals company in Dublin, Ohio, named Judson Smith vice president ALCAN PACKAGING FOOD AMERICAS -...
- Research articles 2007-01-08
- Adidas lays off 15 sales reps.
- Adidas lays off 15 sales reps Adidas lays off 15 sales reps
- Research articles 1990-12-03
- A Second Act for CRM
- The 15 sales reps at Intellinet were skeptical -- and it was easy to see why. Over the previous four years, executives at the Atlanta consulting firm had introduced four customer relationship management, or CRM, systems. Each time, the execs promised th The 15 sales reps at Intellinet were...
- Research articles 2005-03-01
- Bayer Environmental Science.(People & companies)(new sales representatives appointed)(Brief Article)
- Bayer Environmental Science's four new sales representatives for the newly formed Lawn and Landscape Region are (l. to r.): Joseph Robert Robby Clemenzi II for south Georgia, Coastal South Carolina, Alabama, Mississippi and North Florida; Michael Bayer Environmental Science's four new sales representatives ...
- Research articles 2004-05-01
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