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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...
- Sales Representative definition on BNET »
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- 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
- Creating Complicated Word Documents From an Intranet Application
- For the sales organization of a large pharmaceuticals company Sas has developed an intranet application with SAS/IntrNet giving an overview of several performance indicators. Some cover sales of key products; others address the activities of the sales reps who call at doctors' offices and pharmacies. The application users come from...
- White papers 2005-03-09
- Surviving a sales rep: Control the clock
- ZDNet's Ted Smith offers up tips and tricks for navigating meetings with sales reps. Don't cave in to their schedules, he advises, and take control so that you're buying something rather than 'being sold.'
- Videos 2005-09-15
- Selling Benefits
- Some sales reps offer their customers only part of the unique personal benefits they can deliver. The sales reps offer them to a few customers for whom they have a particular liking, or for those who are willing to spend considerable amount of money. A good sales rep offers them...
- White papers 2003-01-01
- Avoid The Wrong Rewards
- Most business organizations provide incentives to sales representatives that work extra hour and put in that extra effort. But, often, sales representatives are also rewarded for all the wrong reasons. Experts suggest that companies should build employee compensation plans that support the objectives of organization. Thus, it is imperative to...
- White papers 2003-01-01
- Ask For The Order
- Even the least experienced sales rep understands what one talks about when they are being told that asking for the business is a vital step in closing a sale. However, knowing that they should ask for the order does not quite solve their problem. There are sales reps who are...
- White papers 2003-01-01
- Sales Slumps
- Slumps are normal and something one should expect. Selling slumps will occur but one can overcome them when they do. The two areas that sales rep needed to focus on immediately were; 1) time & account management and 2) closing. This paper discusses some ways for sales reps to decrease...
- White papers 2003-01-01
- Is Your Pricing Dynamic?
- Dynamic pricing is not a novel concept. Buyers and sales representatives haggle. Manufacturers have always scanned competitor's catalogs and negotiated through distributors for a given deal with a given customer. But new analytical tools have come on the scene to combine and compress a variety of information that quickly gives...
- White papers 2001-08-09
- Demand-driven flow
- This article is about the future, where sales reps will find their “edge” lies in wrapping fast, targeted delivery systems around their products. Demand-driven flow techniques – in which inventory decisions are tied to actual customer sales – might be their best ticket.The sales rep should take time to understand...
- Case studies 1998-03-12
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