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Start Over Descriptor "Sales management -- Methods" Publisher american city business journals, inc.
190 results on '"Sales management -- Methods"'

1. Sales and marketing tips for the nervous '90s

Author

Appelstein, Michael

Subjects
1990s (Decade) -- Economic aspects, Sales management -- Methods, Marketing -- Methods, Business, Business, regional
Abstract

When Don Schreiber & Co., a Laurence Harbor-based manufacturer of vinyl checkbook covers, custom looseleaf binders and pocketfolders, wanted to boost sales, the company added telemarketing to its direct-mail efforts. [...]

Published
1991

2. Replace risk with powerful closing tool: risk removal

Subjects
Sales management -- Methods, Business, Business, regional
Abstract

Sales management techniques for closing sales are discussed and outlined. The topic focused on is risk removal, which focuses on addressing customer concerns before the end of the sale to remove the factors that may lead to a lost sale.

Published
2002

3. A little service can alter history

Author

MILLER, MICHAEL

Subjects
Sales management -- Methods, Customer service -- Methods, Support services, Company business management, Sales management, Customer service, Business, Business, regional, The Beatles (Music group) -- Management
Abstract

Music history would be forever changed if Raymond Jones lived in South Florida. In 1961, Jones, a printer's apprentice in Liverpool, England, visited the NEMS record store to find a [...]

Published
2001

12. To get calls returned, try some funny voice mails

Author

GITOMER, JEFFREY

Subjects
Sales management -- Methods, Business, Business, regional
Abstract

The object of the game is to get your phone call returned. One of the first fun sales things I learned was to leave half a message and pretend you [...]

Published
2001

14. Send them jelly beans

Author

Gitomer, Jeffrey

Subjects
Sales management -- Methods, Marketing -- Methods, Business, Business, regional, Economics
Published
2001

15. Shop Talk: How do you get the most out of networking events?

Subjects
Sales management -- Methods, Business, Business, regional, Economics
Abstract

Patrice Hooper The Cookie Lady, Cookies by Design / White Marsh 'When you network it's not about what you are going to get out of it but also what you [...]

Published
2001

17. Finding ways to avoid 'think-it-over' sales roadblock

Author

KENY, NANCY DELAPA

Subjects
Sales management -- Methods, Business, Business, regional
Abstract

It seems that sales people have been forever plagued by prospects' need to 'think it over.' This tendency leads to longer-than-necessary selling cycles, which in turn create anxiety and frustration [...]

Published
2001

18. Confidence will thump sales slump

Author

GITOMER, JEFFREY

Subjects
Sales personnel -- Methods, Sales management -- Methods, Business, Business, regional
Published
2001

21. Battling your way out of a sales slump

Author

GITOMER, JEFFREY

Subjects
Sales management -- Methods, Business, Business, regional
Abstract

In a slump? Not making enough -- or any -- sales? Feel like you're unable to get out of the rut? Don't panic. Don't get down on yourself. Don't get [...]

Published
2001

22. In a slump? Get fired up

Author

Gitomer, Jeffrey

Subjects
Selling -- Management, Sales management -- Methods, Business, Business, regional, Economics
Published
2001

32. E-mailing cold calls is a new way to net sales

Author

GITOMER, JEFFREY

Subjects
Sales management -- Methods, Electronic commerce -- Methods, Business, Business, regional
Abstract

Surfing for sales? Browsing for hot prospects? Tired of cold calling? (If you're not tired of cold calling, let me assure you that the prospects you're trying to reach are [...]

Published
2001

39. Follow rules of science when selling

Subjects
Sales management -- Methods, Business, Business, regional
Abstract

Whether one-on-one or in a group selling environment, a successful presentation is a balanced combination of art and science. The art of the presentation addresses the chemistry, nuance, intangibility and [...]

Published
2001

40. Inside or out, sales and salespersons differ

Author

WEISS, ALAN

Subjects
Sales management -- Methods, Business, Business, regional, Sales management, Methods
Abstract

There are some profound differences between and among sales forces that work for the same company. Some are selling different products and services, some have different buyers, and some have [...]

Published
2001

43. Keep them coming back

Author

Mason, George

Subjects
Sales management -- Methods, Business, Business, regional
Abstract

Nothing impresses people as much as immediate follow-through. Good salespeople are those who follow up quickly on commitments, who get information to customers with minimum delay and who explain how [...]

Published
2001

47. Boost your business by increasing your close ratio

Author

Frank, Leon

Subjects
Sales management -- Methods, Services industry -- Management, Marketing industry -- Management, Business, Business, regional, Economics
Abstract

This is part four in a series about Acme Consulting Co., a fictitious company that has hired a marketing director, George Hill, to help pump life into flagging revenues. All [...]

Published
2000

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