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Date: June 2009 |
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- Showing items 41-80 of 383
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The How-To's Of Planning National Sales Meetings
Planning the national sales meetings has become a ritual in many organizations. In many cases, some of the same people do the same planning year...
Company: eFrog Pond
Date: January 2003 |
eFrog Pond |
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Ethical Selling
Ethical selling, when done correctly, means more sales not just in the long term. Selling ethically means selling more in the account today. The simple...
Company: Barry Maher & Associates
Date: January 2003 |
Barry Maher & Associates |
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Take A Total Approach To Sales and Service
What undermines many financial institutions' efforts at developing a sales and service culture is the misperception that a bank can simply run their people through...
Company: Romano & Sanfilippo
Date: January 2003 |
Romano & Sanfilippo |
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The Key to Successful Sales
In today’s competitive sales environment, customers buy solutions that help them capitalize on opportunities or reduce problems. Successful sales professionals use questions to: Uncover facts,...
Company: East Point Consulting
Date: January 2003 |
East Point Consulting |
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The Merger of Sales Forces
Job uncertainty and the thought of possible relocation, the possibility of new performance evaluation criteria, changes in reporting relationships, and a certain degree of loss...
Company: Systema
Date: January 2003 |
Systema |
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How to Identify and Overcome Objections
People in sales expend a lot of time and effort to find prospects that need the product or services. Yet, no matter how compelling the...
Company: Edward Lowe Foundation
Date: January 2003 |
Edward Lowe Foundation |
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You Inc. A Strategy For Better Sales
When you establish YOU Inc, you’ll find it absolutely liberating. You will no longer become a victim of circumstances. You’ll stop whining and worrying and...
Company: Teleconcepts Consulting
Date: October 2003 |
Teleconcepts Consulting |
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Seven Traits of a Professional Seller
This article basically provides seven characteristics that set apart the top achievers from run-of-the-mill performers. Some of these are planning, relating to other people, offering...
Company: Pfingsten Publishing
Date: January 2003 |
Pfingsten Publishing |
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The Top Ten Reasons Why Salespeople Get Outsold
This article covers why salespeople really do not know why they have won or lost business, although often they think they do. To perform a...
Company: EyesOnSales
Date: June 2003 |
EyesOnSales |
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10 Commandments for Good Sales Time Management
Sales time refers to the time when one gets face-to-face with his customers. It’s the fundamental reason for job. Sometimes customers have urgent issues. On...
Company: Pfingsten Publishing
Date: April 2000 |
Pfingsten Publishing |
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How Sharp Is Your Sales Structure?
Distributors can achieve enormous improvements in sales productivity by sharpening the structure of their sales organization. The structure is the sum total of all the...
Company: Pfingsten Publishing
Date: December 2001 |
Pfingsten Publishing |
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The Emerging Role of the Sales Manager
Companies are implementing processes and technology in the hopes of creating effective, efficient, predictable sales forces. Until now, the focus has been on how these...
Company: Siebel Systems
Date: January 2003 |
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Five Most Common Mistakes
The article explains the most common negative tendencies seen that dampers on success. But if one is not immune, and some of the tendencies in...
Company: Pfingsten Publishing
Date: January 2003 |
Pfingsten Publishing |
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Critical Sales Call Coming Up?
Sales support people under perform when they are called into a sales meeting without being well briefed. Executives are e-mailed 25-page tomes with more detail...
Company: The Stein Advantage
Date: September 2003 |
The Stein Advantage |
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Political" Selling 101
Most people who have been selling for even a short period of time understand that some level of corporate politics is present in every organization...
Company: The Stein Advantage
Date: May 2003 |
The Stein Advantage |
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Timing is Money
So much of sales success is dependent on time. Driving mechanism, compelling event, end of quarter, budget cycle, presenting first, presenting last, product life cycle,...
Company: The Stein Advantage
Date: April 2003 |
The Stein Advantage |
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Advancement In Sales Means Being A Leader
After years of beating the streets and fighting on the front lines for the company, many sales professionals develop a desire to move into sales...
Company: Sales Research & Consulting
Date: January 2003 |
Sales Research & Consulting |
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The Difference Between Sales Leaders and Sales Managers
In the average sales organization, the successful sales reps get promoted to managers. These "new" sales managers are suddenly tasked with leadership and training. The...
Company: The JDH Group
Date: January 2003 |
The JDH Group |
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Business Ethics
Businee Ethics are an important part of Organizational behaviour. Alas! Few corporates realise this. Given our business climate today, and the need to bring values...
Company: eCustomerServiceWorld.com
Date: January 2003 |
eCustomerServiceWorld.com |
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Ask, Don't Sell! Strategies for Selling Innovation
The article explains the various strategies for selling innovation. It states that objectives of the innovation selling process are not to make sales, but to...
Company: InnovationNetwork
Date: January 2003 |
InnovationNetwork |
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The Advantage of Hearing No More Often
In a classic win-win situation, persistence paid off for both the buyer and the seller! Remember this when one is meeting resistance to the...
Company: Personal Quest
Date: January 2003 |
Personal Quest |
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Sales Reengineering: Times Have Changed. Is Your Sales Organization Still the Same?
This article is about radical change of Sales System. The litany: growing competition, increasing rate of change, new channels of distribution, increasingly sophisticated customer expectations,...
Company: Dave Kahle
Date: January 2003 |
Dave Kahle |
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Sales Maxims For Life
Article displays 20 maxims for sales. It states that a true salesman is not simply a passive order-taker. If not aggressively interested in making the...
Company: Jacob Wright
Date: January 2003 |
Jacob Wright |
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Achieving a Sustainable Competitive Advantage
In undertaking an examination of sales productivity, it’s useful to sharpen the distinction between the sales environment of yesterday and the one that has emerged...
Company: Huthwaite
Date: January 2003 |
Huthwaite |
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Believing in What You Sell
A CEO who builds a sense of mission with their prospects, customers and key team members has presented this article. This article can change people’s...
Company: Entrepreneur Media
Date: April 2002 |
Entrepreneur Media |
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Biggest Time Wasters for Salespeople
This article states that people are in habit to waste their time. It discusses some examples of biggest time wasters such as allure of the...
Company: EyesOnSales
Date: September 2003 |
EyesOnSales |
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Kick Your Sales And Service Culture Into High Gear
In today’s customer centric business environment, service has assumed key importance in determining the success rate for an organization. The kind of service rendered determines...
Company: Romano & Sanfilippo
Date: January 2003 |
Romano & Sanfilippo |
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Generating Support For A Sales Quality Initiative
The paper explores the application of quality measurement tools to the sales process. The goal is to achieve performance improvements in the sales process. Before...
Company: iSixSigma
Date: January 2003 |
iSixSigma |
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Finding & Keeping Clients: Sales Management Is A New Role For Practice Group Leaders
In sales activity, attracting and retaining customers over time ensures long-term success. The sales management area has opened a new avenue for many law firms....
Company: New York Law Journal
Date: February 2003 |
New York Law Journal |
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You Can’t Delegate A Sales Culture
Institutionalization of an effective sales culture in an organization is imperative for a sustained increase in sales revenue. For the same, the organization needs a...
Company: Omega Performance
Date: January 2003 |
Omega Performance |
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Nine Reasons Credit Unions Are Not Achieving Their Sales And Service Potential nd What They Can Do About Them!
An effective sales process is responsible for nurturing and cultivation of strong customer relations. This, in turn, helps in building customer loyalty with time. The...
Company: Credit Union National Association
Date: January 2003 |
Credit Union National Association |
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PeopleSoft eLearning Demonstration This recorded session takes you on a brief tour of the PeopleSoft live webcast training sessions powered by InterWise. The session includes a visit to... Company: Interwise | Interwise |
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Creating Your E-Learning Strategy
E-learning continues to grow at a tremendous rate. Brandon Hall, editor of e-learning magazine predicts that by the year 2003, half of all training may...
Company: e-LearningGuru.com
Date: February 2002 |
e-LearningGuru.com |
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Is It Worth the Cost? - Calculating the ROI of Training
In the past corporations have viewed training as a necessary expense rather than an investment. Emphasis was on cutting the cost of this expense by...
Company: THINQ Learning Solutions
Date: August 2002 |
THINQ Learning Solutions |
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Metrics Institutionalize Account Management Best Practices
As businesses move into another era of the global economy, one driven by supplier ROI, measurements that provide immediate direction and correction are required. ...
Company: The Chapman Group
Date: September 2004 |
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10 Steps To Doubling Your Sales Without Any Costs
This white paper has been compiled by Townson & Alexander Think Tank, comprised of over 20 sales professionals who all have backgrounds in executive sales...
Company: Townson & Alexander
Date: September 2004 |
Townson & Alexander |
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The Human Capital Management Value Map
EXECUTIVE SUMMARYFor several years, human resources executives have chanted the mantra that HR is strategic. But what does this really mean? How do you know...
Company: Forrester Research
Date: March 2005 |
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The Role of Tautological Equivalence in Cross-Cultural Sales Negotiations
Much of the impetus for examining the role of tautological equivalence in intercultural negotiations arose out of salespeople's failure rates that have been shown to...
Company: Swansea University
Date: April 2000 |
Swansea University |
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Toward an Understanding of the Role of Cross-Cultural Equivalence in International Personal Selling
This study argues that the internationalization of business requires, amongst others, a sound knowledge of the impact of cross-cultural equivalence on international sales negotiations. The...
Company: Swansea University
Date: April 2000 |
Swansea University |
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Podcast: 11 Things Every Client Wants With the proliferation of consumer choices and companies cutting their prices each and every day, buying has become increasingly complex. Who do you buy from?... Company: Warren Greshes | Warren Greshes |
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