Applying Process To The Art Of The Deal
- Topics:
- Negotiation
- Tags:
- International Data Group,
- Marketing,
- Marketing Research,
- Sales,
- Sales Force Management,
- Sales Strategy
- Source:
- IDG (International Data Group)
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Overview: If one is involved in sales long enough, he may remember a time when selling was considered by most of its practitioners to be more of an art than a science. This article summarizes the findings of research done with Strategic Account Management Association (SAMA) and Society for Sales and Marketing Training Professionals (SMT). The research brought about a change in the thinking of salespeople as they stopped thinking of it as a series of behaviors and started thinking about it as a process. It allows them to determine what was causing problems and to do something about it. At the same time, it would enable them to understand their successes and, accordingly, be able to repeat them.
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Format: HTML | Date: Sep 2003 | Pages: 1
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