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How to Build Master Superstars (Popularity:  )
http://www.sellingatmastery.com
In a highly competitive marketplace, the roll of a sales manager can easily become blurred. Emphasis is often directed to the short term "Now' transactions where salespeople are pushed to achieve quick successes. Sales managers are often 'under the gun' to obtain these results for owners and senior management. As a result, sales managers may neglect their other vital area of responsibility, sales member development. This article showcases seven strategies ...
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How To Get The Best From Your Sales Team (Popularity: )
http://www.jonathanfarrington.com
In terms of achieving and sustaining optimum performance levels within your team it is vital to recognise from the outset that effectiveness depends on the interaction of the following three factors;
• Task
• Team maintenance
• Individual Needs
In my view you must:
• Ensure, continuous task achievement
• Meet the needs of the group
• Meet the needs of individual group members
The balance must always be kept in mind (though some compromise may be necessary)
Your ...
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Is the Decision Maker The Most Important Person in a Sale? (Popularity: )
http://www.salesvisiononline.com
Were you to walk into a lesson on 'An Idiots Guide to Making a Sale', lesson one might start off something like this:
'Clearly define who the main decision maker in the client environment is. If you are pitching to a company this is more often than not the Managing Director or CEO of the company. Convincing the main decision maker to purchase your product is tantamount to making the sale ...
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Manage the Pipeline (Popularity: )
Pipe Line Management is fundamentally, a time management problem. It begins with answering the following questions.
- Are there alternatives to a sales person spending the majority of their time doing demand fulfillment tasks?
- How much time should be spent on maintenance accounts?
- How much time should be spent on prospecting?
- Do you have a plan for account qualification?
- What is your company's value proposition?
- What is your competitive advantage?
- Do ...
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Mesothelioma Lawyers Ask.... (Popularity: )
http://www.1stclaims.co.uk
What is the Government doing about mesothelioma?
Mesothelioma is one of the biggest killers in the UK, and statistics are set to peak over the next 10 to 15 years as the disease has a long incubation period. Swept under the carpet for years, the problem of the 'Silent Killer' (as the disease has become known) has recently received much higher public exposure with the successful conclusion of a court case ...
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Micromanagement - Killing Employee Morale (Popularity: )
http://www.mandyleonard.com
Employee morale is something that no business can ignore. It is something that greatly impacts employee performance, especially in a sales environment. Sales environments can, by their very nature, be very stressful and it falls to the managers to ensure that morale is kept up and performance optimized. Many managers are aware of this and create performance related incentives to their sales staff, including bonuses, nights out or even weekends ...
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National Account Planning - Is it Worth It (Popularity: )
Size Does Matter
The natural assumption may be to associate national accounts planning with large international enterprises. However, critical mass alone does not guarantee success. The fact of the matter is that the larger the company, the more challenging it becomes to develop national account program planning and the less likely it can act quickly on those plans. Size does matter, but size often slows reaction time.
A national accounts plan does ...
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Pacing and Leading (Popularity: )
Pacing involves establishing rapport and making persuasive communication easier; leading involves steering your prospect toward your point of view. Pacing and leading will enable you to direct a person's thoughts so they tend to move in your direction.
When you pace, you validate your prospects either verbally or nonverbally; that is, you are in agreement or rapport with your prospects. As a result, they feel comfortable and congruent with you. Pacing ...
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Presupposition: Assuming the Sale (Popularity: )
Expectations create immediate reactions so the subject doesn't even have to think--they just perform the action. Discounts, closeouts, going out of business sales, and coupons are used to draw traffic to stores. Consumers assume they will receive a reduced purchase price by presenting the coupon or by going to a "going out of business sale." One tire company made an error in printing their coupon and the misprinted coupon offered ...
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Sales Management 101 for a Staffing Firm (Popularity: )
http://www.boston-technical-recruiter.com
So you think you are a sales executive? Let's qualify you as a candidate:
1. Do you love to cold call?
2. Do you understand how to develop relationships with your recruiters?
3. Do you understand how to develop relationships inside large companies once you have them as a client?
4. Are you familiar with all the procedural processes and paper work of your clients?
5. Do you regularly attend trade fares?
6. Are you an ...
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