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8 Resources for

software and salesperson

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BNET Resources

The Power of the Contract in Performance Management: An essential step in managing the performance of salespeople is that of establishing a sound and agreed contract between manager and the salesperson. A contract in this context is simply an agreement between the manager and the salesperson as to how best they are going to work together. It is...; Tags: EzineArticles.com, salesperson, performance management, performance, agreement, sales; White papers 2005-04-15
Facilitating Decisions: A New Way To Boost Sales: The main job of a salesperson is to convince people to buy a particular product. However, experts suggest that no matter how good a salesperson is at selling, a product cannot go off the shelves unless a customer is thoroughly convinced about its benefits. Thus, salespeople should focus on good...; Tags: Sales strategy, Sales force management, iEntry Inc., salesperson, customer service, sales, job, benefit; White papers 2003-10-13
Should You Hire An Outside Salesperson?: 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...; Tags: Document management, Sales strategy, Benefits, salesperson, printing, sales call, hiring, sales, compensation, printer, advertisement, performance, benefit; White papers 2003-01-01
Internally-Generated Cash Flow: One should know how much money it costs to add a new salesperson to your staff and how long before that salesperson starts to generate positive cash flow. Other companies can cut back on advertising and promotion. Customers who see a company fall from excellent customer service to poor customer...; Tags: Product marketing, Customer relationship management (CRM), Operational accounting, salesperson, customer service, payment, advertisement; White papers 2003-01-01
Building A Company-Minded Sales Staff: Part 1: This paper examines two areas in which the salesperson's needs are of direct concern to top management. The first is the area of personal needs, and the second is the area of job needs. If a salesperson is to be company-minded, their association with the company must satisfy four personal...; Tags: Office Automation Consultants Inc., salesperson, job; White papers 2003-01-01

Building Pride In Your Company: Salespersons are the personnel responsible for carrying out the sales activity in an organization. Their job entails interacting and mixing with external clients on a large scale. In this way, salespersons become the prime representatives of the organizations they belong to. They should have complete information about their firm and...; Tags: Office Automation Consultants Inc., salesperson, job, sales; White papers 2003-01-01
Referrals: The sales activity requires an exhaustive database of customers. It is imperative for the salespersons to engage in precise networking with their contacts. Such networking helps in establishing referrals or ‘word of mouth’ communication of information about the sales endeavor. This enables the salespersons to reach very large number of...; Tags: Sales strategy, Sales force management, Office Automation Consultants Inc., referral, salesperson, sales, network, database; White papers 2003-01-01
What Does A Salesperson Do?: 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...; Tags: Document management, Sales strategy, Recruitment & Selection, salesperson, printing, sales, job, pricing strategy, strategy; White papers 2003-01-01

Additional Resources

Extended Sales Cycles Hurting Custom Manufacturers: The average salesperson selling custombuild-to-order and engineer-to-order manufacturing products can sellwithout engineering or IT assistance only 25 percent of the time or less.This is according to a research report released today by software makerCincom Systems ( www.cincom.com/q2o ). In fact, sales managers surveyed forthe report said that fewer than 10...; Articles 2008-03-25
Career guide.(books, software & lit): The American Welding Society has published a new welding career guide called "Your Career in Welding." It is available free to students, teachers, guidance counselors and parents by visiting the AWS Web site. The guide features general information about welding and the society, industry success stories,...; Articles 2008-03-01
Blue Ridge Numerics Promotes Four Sales Leaders: Blue Ridge Numerics, a leader in upfront computationalfluid dynamics , has promoted four team members integral to thecompany's success: Kevin O'Shea, Martin Cregg, Ryan Stamm and Tim George. O'Shea, previously vice president of North American sales, adds Europe tohis responsibilities in his new position. A veteran of software...; Articles 2008-02-13
CONNX Solutions Welcomes John Butler as Territory Account Manager: CONNX Solutions, Inc., a leading provider ofsimplified data access management and integration software solutions,announces the addition of John Butler as the Rocky Mountains and GreatPlains territory account manager. "We are excited to add such a qualified and experienced salesperson to ourongoing efforts to penetrate the integration market," said Douglas D.Wright,...; Articles 2007-11-07
Technology to Connect : Selling Automation: I have a confession to make. I am a salesperson. Arrrgh. Quick - lock up the cheque book, divert all the phones and hide the key to the drinks cabinet! Yes it is true, I sell software to the graphics industry. I know it's not sexy but...; Articles 2007-11-01
CRM: HELPING SALESPEOPLE Sell: There is an odd notion in many IT departments that the salespeople in their organization are all the same. This thinking is flawed, of course. Yet when IT departments install the organization's sales force automation SFA software, they tend to lock the customer data grid into specific categories, which in...; Articles 2007-06-01
CRM: helping salespeople sell.(FrontPage): There is an odd notion in many IT departments that the salespeople in their organization are all the same. This thinking is flawed, of course. Yet when IT departments install the organization's sales force automation SFA software, they tend to lock the customer...; Articles 2007-06-01
Strategies for Forming an Effective Forensic Accounting Team: Imagine this scenario: A CPA is leading a team of financial statement auditors assigned to the routine audit of a software manufacturer. As the team begins reviewing sales transactions, it becomes apparent that hundreds of seemingly inconsequential transactions present a noticeable pattern. Each small transaction would fall below the scope...; Articles 2007-04-01
All the right stuff.: By Erik Keller, Contributing Editor Every vendor has a value proposition; choosing what's right for a business is the challenge Somewhere in the world right now, an enterprise software salesperson is pitching a prospect for one of...; Articles 2006-12-01
Hunt has power to track down glory: You might think that suffering from seasickness precludes a successful career as a powerboat racer. But as Jackie Hunt could tell you, you would be wrong. This ebullient computer software salesperson from Hampshire goes green in the face at the merest suggestion of rolling motion on...; Articles 2006-09-30
Eighteen Years Of Mergers: In May of 1998,1 wrote a column in these pages entitled "Merger Fever - For Better Or For Worse." In that column, I mentioned that at that time, one of our exhibit salespeople came to me and exclaimed, "The industry is contracting!" (www.tmcnet.com/338.1). It turns out, of course, that this...; Articles 2006-08-01
Lee Chang Yung Chemical Industry Corporation Selects Ultimus for Enterprise BPM Platform; Leader in Business Process Management Enables Taiwan Manufacturer to Replace Paper-Based Processes and Improve Customer Service: CARY, N.C. -- Ultimus, the #1 provider of Business Process Management BPM and workflow software and solutions, with more than 1,600 customers worldwide, today announced that Lee Chang Yung Chemical Industry Corporation LCY is using the Ultimus BPM Suite for process automation and improvement. LCY is a leading...; Articles 2006-07-10

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