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- 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...
- White papers 2005-04-15
- The Relationship Between Salesperson Competencies and Performance in the Korean Pharmaceutical Industry
- This study investigates how competencies lead to performance. It proposes that salespersons in the Korean pharmaceutical industry require three central competency dimensions: motive and traits, self-concept, and knowledge and skills. Further, it argues that the level of salesperson competencies is positively related to his/her performance, and that the quality of...
- White papers 2005-01-15
- Three Things To Look For In A Salesperson
- One cannot become a successful salesperson so easily. It involves an elaborate process of exploring ones inner talent, nurturing it, and bringing in the forefront. There are also certain specific characteristics that are required in abundance to sell something to people. The characteristics include intelligence, a competitive nature, and knowledge...
- White papers 2003-01-01
- The Ten Commandments for the Ethical Salesperson
- The article talks about the ten commandments for the ethical salesperson. One should not lie to a customer. When we become aware of any significant misunderstandings the customer has that impact the buying decision or the larger relationship, we need to correct them. Now, this does not mean that we...
- White papers 2003-01-01
- How to Deal with the Salesperson Who Has Leveled Off
- Every manager has, or will, confront this troublesome issue- how to deal with the salesperson that has leveled off. It is arisen in every workshop for sales managers or branch managers. The simple, effective strategy is - first, verify that a problem exists. Then, place the responsibility for solving the...
- White papers 2003-01-01
- Sales Manager's Roadmap To A Successful Field Visit
- Every successful sales manager knows that the best way to coach reps is on the job -- making calls together and sharing ideas. A person can learn more about each rep's current skills and personalize coaching by reading the article “Sales Manager's Roadmap To A Successful Field Visit.” It...
- 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
- How to Hire Top Producers
- Top producers or potential top producers possess certain characteristics and even if they have no experience, with proper coaching one can unleash that powerful potential. Article defines the experts view as "Top producing hockey players are like top performing race horses, they have to have a heart, that extra...
- White papers 2003-01-01
- Outcome vs. Behavioral Control Systems
- Effective control of the sales force is important. Not only it increases the efficiency of the organization but also motivates the salespersons to do that little bit ‘extra’. This results in overall performance improvement, both for the organization and the salespersons. Two different approaches are followed for conducting the control....
- Presentations 2003-01-01
- Sales Force Management
- Effective sales management forms the basis of an organization’s success in the long run. It enables positive interaction of the salespersons with their managers. It also helps in the ‘career planning’ of the salespersons. Over the years, as the organizational position changes, there are changes in the ability requirements of...
- Presentations 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...
- White papers 2003-01-01
- 10 Strategies For Dealing With Objections
- From the executive summary: ‘Without objections the salesperson would be out of a job. Instead of a sales force, companies would have one or two people taking orders as they were phoned in by already convinced buyers. Since objections are so important to a sales job, it is critical that...
- 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...
- White papers 2003-01-01
Additional Resources
- Interviewing for success
- EMPLOYEE MANAGEMENT Competition to hire the few "talented candidates" in our industry is fierce. Most talent is either currently employed or so highly sought after they are hired before they reach the job market. In the next few years, the challenge to find and hire qualified employees will further intensify...
- Articles 2006-04-01
- NAW 2006.(National Association of Wholesaler-Distributors conference)
- Byline: Jim Lucy, Chief Editor Your new 20-something salesperson doesn't enjoy the after-hours schmoozing with customers that was always such a big part of sales. That bright new hire in the marketing department who you thought would be part of your...
- Articles 2006-02-01
- Ultimate Software Named as Finalist in American Business Awards
- Ultimate Software , a leading provider of Web-based payroll and workforce management solutions, announced today that it has been named a finalist in the first-ever American Business Awards for the categories of Best Product Development Team and Best Salesperson. Hailed as "the business world's own Oscars" by the...
- Articles 2003-04-10
- Workforce Announces Sales Department Changes
- COSTA MESA, Calif. -- COSTA MESA, Calif., Jan. 17 /PRNewswire/ -- Workforce media, the leading integrated information source for HR professionals, is pleased to announce the assignment of Valerie Aguilar as National Online Sales Manager and Mark Weinstein as Eastern Sales Manager. Ms. Aguilar has been a...
- Articles 2003-01-17
- Paying tribute to the employee
- DHL Worldwide Express recently recognised the efforts of five of its 750 strong workforce in Malaysia with the `Employee of the Year', `Salesperson of the Year' and `Outstanding Achiever' awards. In the `Employee of the Year' category, Ahmad Tanusi and Shahrin...
- Articles 2002-07-16
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