This article summarizes the process of implementing an outside sales program. That can mean anywhere from thinking about doing it, to developing a compensation plan, to trying to evaluate a salesperson’s early performance. Should I hire an outside salesperson? In other words, should my company have someone out making sales...
From the executive summary: ‘In some companies belonging to the printing industry, the salesperson is responsible for the relationship, but someone else manages the individual print jobs. In other printing companies, the salesperson is responsible for both the relationship and the jobs themselves. It is a mistake to make a...
From the executive summary: ‘It is critical to be able to measure the effectiveness of each salesperson and all sales transactions. The process involves simply looking at sales volume and sometimes margins. But, this is not enough. One needs to measure at least five variables if a company wants to...
CaseCentral, a San Francisco-based litigation support firm, may seem as recession-proof as a business can be. It provides an electronic platform for evidence management to companies battling lawsuits--not a sector likely to see a precipitous falloff in business. Even so, CaseCentral isn't immune to corporate belt-tightening, says...
CASE DESCRIPTION Pearl Beer is purposefully written in an easy-going style intended to appeal to students, and is designed to stimulate classroom discussion. The case can be used in and management policy strategy classes or marketing classes. There is no intention to cast odious reflections on particular people...
CASE DESCRIPTION Pearl Beer is purposefully written in an easy-going style intended to appeal to students, and is designed to stimulate classroom discussion. The case can be used in and management policy strategy classes or marketing classes. There is no intention to cast odious reflections on particular people...
Bob was one of the most successful telecommunications salespeople in his company. Assigned to cover four of the most populated ZIP codes in Washington, D.C., he generated $1.2 million in broadband sales to small businesses in less than six months. After becoming the company's top salesperson, Bob...
Advanced TelCom Group, Inc. announced that Bonnie Rozales has joined the company as an account executive. Rozales will be responsible for developing and presenting proposals for various data and voice products to potential business clients. Rozales is a recent graduate of Boston University's...
Call centers, although seen as a boost for customer services strategies, in many cases have simply managed to make processes less personal and more frustrating. Now vendors, having also failed to make full use of the information call centers generate, are starting to integrate them into their...
Business Editors BEVERLY HILLS, Calif.--BUSINESS WIRE--June 20, 2000 Keith Hymel has been named vice president, sales strategy and technology for Hilton Hotels Corporation, effective immediately. Hymel most recently served as managing director, business organizational development, a position he held since March 1999. ...
Customer relationship management is moving online. But for e-CRM to be successful, there must be a seamless tie-in of customer relationship strategy, technological ability, managerial willingness, time and money, says Stephen Platt, global co-leader of Deloitte Consulting's CRM practice. ...
Tax incentives and cost savings allow US firms to sell their products at much lower prices in overseas markets. Unfortunately, many companies are finding out that products intended for their foreign distributors are being diverted back to the US, thus undercutting their own sales. Moreover, diversion can also cost...
Articles 1995-07-01
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