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- Collaborative Selling for Network Marketing
- One can separate Traditional Selling from Collaborative Selling through three words: pressure, tension, manipulation. The focus of traditional selling is a contest of wits between the salesperson and the prospective customer. Collaborative selling avoids the unhealthy, tension-laden sales environment. It's a fresh approach, which utilizes skills taken from psychology, counseling,...
- White papers 2003-01-01
- Foolproof Sales-Training
- A manager is ultimately responsible is the performance of sales team. Part of the mission is to improve sales figures year after year. To achieve that goal, one carefully analyzes and manage territories, hire and fire, set minimum standards, set goals, create incentive programs. The best sales training in the...
- White papers 2003-01-01
- Telephone Tips
- It is found that the most basic telephone etiquette is ignored or abused. Article provides some guidelines for polite and effective telephone usage for ones receptionist, secretary, and oneself, which will help in propelling into many rewarding, people-oriented experiences on the telephone.
- White papers 2003-01-01
- Today's Salesperson: Plague Or Professional
- Article asserts that the professional salesperson utilizes a philosophy, which guides every aspect of his, or her behavior and which naturally extends into their work. The entire approach is based on "non-manipulative" techniques, which create win/win situations for both buyer and seller every time, all the time. The cornerstone of...
- White papers 2003-01-01
- Preparing for the Sales Call
- Being fully prepared for the sales interview has a number of advantages for both the company and the customer. By being prepared, company is better able to react to the demands of the sales transaction. The company can talk about those service benefits that relate directly to the needs of...
- White papers 2003-01-01
- Selling Without Words: The Language Of Nonverbal Communications
- Researchers in the area of nonverbal communications claim that as much as 90 percent of the meaning that is transmitted between two people in face-to-face communications can come via nonverbal channels. Body language is an essential part of interpersonal communications. For salespeople, knowledge and mastery of reading body language is...
- White papers 2003-01-01
- Collaborative Negotiating Strategies
- This article is about the negotiating strategies that explains two ways to negotiate: manipulatively and collaboratively. In other words it can be known as "win-win" versus "win-lose." Manipulative negotiating sees the participants as adversaries. Tactics include exerting power, using subterfuge and hiding your own nonverbal communications. The collaborative negotiator sees...
- White papers 2003-01-01
- Collaborative versus Traditional Selling
- The article makes the comparison between collaborative and traditional selling method. Collaborative selling overcomes the unhealthy, tension-laden sales environment. It is not a new bag of tricks. There are no surefire gimmicks. In fact, it is a fresh look at some very long-standing and respected techniques used in clinical psychology,...
- White papers 2003-01-01
- Confirming the Sale
- The article explains one of the step that should be followed by sales people for sales process. For the professional salesperson, the confirmation is just the beginning of a mutual commitment to an ongoing business relationship. The emphasis is not solely on the confirmation of the sale but on...
- White papers 2003-01-01
- Why Leaders Fail
- In the recent past, one witnessed the public downfall of leaders from almost every area of endeavor -- business, politics, religion, and sports. One day they're on top of the heap, the next, and the heaps on top of them. This article has discussed "warning signs" of impending failure. Some...
- White papers 2003-01-01
- Cultural Diversity: Our Future
- The article gives some suggestions for dealing with multi-cultural challenges in the work place. It assumes that if the listener repeats what one has said exactly in the words, he probably did not get through. If there are no questions, there is likely to be no understanding. So one has...
- White papers 2003-01-01
- How To Communicate Like A Pro
- The article talks about six techniques one can use to say things simply but persuasively, and even forcefully. One has to get his thinking straight. The most common source of confusing messages is muddled thinking. People should try to say what they mean and get to the point. Effective communicators...
- White papers 2003-01-01
- How To Write Effectively
- The article reveals that efficiency experts claim that at least 40% of the average worker's time is spent doing tasks that are either unnecessary or have to be done over because they were not done according to instructions. Hence it lays some pertinent guidelines where it is suggested to focus...
- White papers 2003-01-01
- Changing The Language Of Selling
- The article briefs a comparison of two sales approaches adopted. The major difference between traditional and collaborative sales is the amount of study that takes place. The traditional salesperson spends little time studying. He or she assumes a need exists based on cursory external observations. The professional salesperson, however, is...
- White papers 2003-01-01
- After-Sale Follow Through: A Juggling Act That Pays Off
- The process of attending to established clients and winning new ones can appear to be a precarious juggling act. The juggler's fear is that if any of those whirling balls drop, the act fails. The successful salesperson needs to learn to balance and organize his performance so the movement continues...
- White papers 2003-01-01
- Direct Mail Prospecting
- Direct mail as a means of prospecting offers the major advantage of allowing one to reach a large number of people without being physically present. There are basically two basic kinds of direct mail strategies -- one-time mailings and "campaigns." Many experts believe that direct mailings should be followed by...
- White papers 2003-01-01
- Increase Your Sales - Creative Programs That Work!
- "The successful business today, one who is experiencing the joy of increased sales, is the one who knows the customer, the need and then creates and integrates programs that address that need. Far too many businesses make the mistake of offering programs that may approach the customer well up...
- White papers 2003-01-01
- Propecting -- Promotional Strategies
- In the sales profession, two effective ways to get business are to go out after it, or have it come to you. The first you do by prospecting; the second through promotional strategies. The beauty of promotional strategies is: they plant a seed in one prospect's mind. In effect, you've...
- White papers 2003-01-01
- Six steps to Sales Success
- It has been seen that most of the orgnisisation fail or remain inefficient when it comes to selling. As a result it leads to degradation of the organisation in the long run. There are six steps, or phases, to any successful selling process. These steps are the Target Stage ,...
- White papers 2003-01-01
- Sales Force Management
- Motivation by definition comes from within, whereas job as sales managers is to create an environment. First, all people are motivated. They may be motivated to work hard and also be motivated to help customers or just get commissions. Techniques can be learned to teach sales force to set the...
- White papers 2003-01-01
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