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By Bill Farquharson Plan ahead to build an extended relationship from that first sales pitch. In college, many moons ago, I had my eyes fixed on a girl named Christine. [...]

By Tom Reilly Make it your mission to serve your customers, and success will follow A recent study of working people found that one-third work for the money, one-third work [...]

By Bridget McCrea, Contributing Editor Graduates of The Evergreen Marketing Group's multi-year certified tool specialist program put their knowledge to work in the field For the last three years, Kevin [...]

IN SALES, there is something infinitely more important than the techniques you employ; it's the philosophy you embrace. What you believe affects how you behave. What are your fundamental sales [...]

Better sales people are outselling you. In fact, I know a few of them and they asked me to deliver a message: 'Neener, neener.' So, now that the bully has [...]

It was late afternoon, and I was, per usual, on the phone. A chime on my Mac indicated incoming e-mail. Possessing the attention span of a toddler, I opened the [...]

Salespersons should be well informed about their company's sales collateral to ensure an effective sales presentation. There are two ways in which a salesperson can ensure effective use of sales catalogs and other marketing materials. First is making sales collateral an integral part of the salesperson's sales methodology. The other is understanding and using brochures as key component of the sales presentation., Knowing your company's product literature can make for more effective sales calls In the industrial sales arena we seem to migrate to larger and larger sales catalogs every year. We [...]

Sales personnel should develop dedication to their profession as well as key human relations skills to increase their productivity and contribution to their companies. They should develop a caring attitude towards others and have a strength of character. Moreover, they should develop effective planning skills to accurately identify market needs and to address them accordingly., By choosing a profession in sales, salespeople must realize they have a responsibility to live up to a number of requirements in order to make an honest and profitable career [...]

To find out, nail down your job description. Do you know your job description? If the answer is no, you're in good company. Most distributor salespeople haven't a clue-and yet [...]