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Articles
1-96 out of 96 article(s)
| Title |
Author |
Type |
Date |
Words |
| Do you have a sales prevention department in your company? Part I. |
Tehrani, Nadji |
|
Oct 1, 2009 |
856 |
| Take control of your sales: beating the slump starts with you. |
Gitomer, Jeffrey |
|
Oct 1, 2009 |
646 |
| How to train cats and salespeople. |
Boe, John |
|
Sep 1, 2009 |
450 |
| Sales strategies to capture market share in a down economy: selling is tough business in the current economic climate. After the heady days of excess, businesses and people are tightening their belts. Yet there are still customers who need or want to buy your products and services. Neil Rackham, the originator of SPIN Selling shares his views. |
Rackham, Neil |
Viewpoint essay |
Aug 1, 2009 |
1491 |
| Research and Markets: How to Empower Your Sales Force in a Down Economy: Best Practices to Inspire and Enable Your Salespeople to Deliver, Track and Close More Leads. |
|
|
Jun 5, 2009 |
269 |
| Everyone sells: mastering the essentials. |
Ziglar, Zig |
|
Jun 1, 2009 |
1262 |
| 4 sales tips. |
Goch, Lynna |
Editorial |
Jun 1, 2009 |
361 |
| Research and Markets: How to Retain and Train Your Best Salespeople: Best Practices & Strategies to Motivate, Incentivize and Empower. |
|
|
May 21, 2009 |
295 |
| Change in payouts ... |
|
Brief article |
May 1, 2009 |
59 |
| SUCCESS asks ...: what's your best tip to increase sales? |
|
Brief article |
Mar 1, 2009 |
222 |
| How to close the deal during tough economic times. |
Lawson, Rick |
|
Dec 1, 2008 |
821 |
| Landslide Technologies Announces Partnership with CustomerCentric Systems as Technology Standard for the CustomerCentric Selling Methodology. |
|
|
Sep 16, 2008 |
649 |
| CLST founder Peter Francis helps build sales volume. |
|
|
Aug 1, 2008 |
806 |
| Brilliant on the basics: rate yourself on the keys to sales success. |
Tracy, Brian |
|
Apr 1, 2008 |
1173 |
| True value: top producers never forget that there are two sides to every sale. |
Cunningham, Sharon |
|
Apr 1, 2008 |
498 |
| The key to entrepreneurship for musicians: marketing and selling. |
Savage, Dylan |
|
Apr 1, 2008 |
3932 |
| How to win the hand of lab-outreach clients. |
Francis, Peter T. |
|
Jan 1, 2008 |
2223 |
| Industry's First Sales 2.0 White Paper Examines Benefits of Integrating Web 2.0 Technologies with Proven Sales Techniques to Increase Sales Velocity and Volume. |
|
|
Oct 12, 2007 |
463 |
| The "ultimate sales machine": 7 ways to increase your lab's sales productivity. |
Francis, Peter T. |
|
Sep 1, 2007 |
3141 |
| Selling to the government: winning the buyer's trust. |
Adler, Peter |
Brief article |
Aug 10, 2007 |
328 |
| Wanted: Focused, motivated person to sell. |
|
|
May 1, 2007 |
906 |
| Expert advice on 'growing' your average daily census. |
|
|
Apr 1, 2007 |
1670 |
| A baker's dozen from the cookie lawyers on compliance: review these 13 practical tips for an effective franchise sales compliance program. |
Ward, Michael; Miller, Rena |
|
Mar 1, 2007 |
1662 |
| Ironclad contracts: are you taking your product global or into new geographic markets? Here are some tips on drafting a formal agreement for your sales reps and distributors. |
Bruno, James C. |
|
Mar 1, 2007 |
929 |
| What it takes to succeed in franchise sales. |
Dorney, Brian |
|
Jan 1, 2007 |
1583 |
| Six principles for winning the sales growth challenge: advertising still has its place in a marketer's quiver, but four walls and neighborhood marketing techniques are waxing while the once-central importance of mass-media is waning. |
Feltenstein, Tom |
|
Dec 1, 2006 |
2023 |
| Pharmaceutical representatives can deliver the brand promise: the sales representative plays a critical role in the marketing and branding processes. To do this, pharmaceutical reps in the field must constantly be in tune with the purpose of the companies they represent. |
Barlow, Janelle; Wardlaw, Jim |
|
Nov 1, 2006 |
2023 |
| The "dos" and "don'ts" of lead follow-up. |
Schott, Max J., II |
|
Nov 1, 2006 |
2083 |
| 'No-show cash' can be a sign of no-good customers. |
Willax, Paul |
|
Oct 13, 2006 |
721 |
| Designed to sell. |
Liebman, Bonnie |
|
Oct 1, 2006 |
1181 |
| No more cold calling: a complete system that will help any sales professional make the shift to referral selling. |
McCrea, Bridget |
|
Oct 1, 2006 |
537 |
| Too many leads, too little time: having a definitive development process will help with the challenge of "too many leads, too little time.". |
O'Connell, Mary Ann; Franklin, Mark |
|
Oct 1, 2006 |
1300 |
| How to select a lead referral network: criteria for reducing a franchise system's risk, optimizing costs and enabling faster scaling. |
Omholt, David E. |
|
Oct 1, 2006 |
1366 |
| Do you have a sales prevention department in your company? |
Tehrani, Nadji |
Editorial |
Aug 1, 2006 |
1873 |
| The art of persuasion: how to get what you want from employers, clients, and staff. |
Jackson, Lee Anna |
|
Jul 1, 2006 |
487 |
| Precision selling. (Sales and Marketing Insights from Purdue University. |
Downey, W. David |
|
May 1, 2006 |
697 |
| Attracting sales to your business: it takes a lot more than Web sites and vanity telephone numbers. |
Mlotkiewicz, David |
|
Apr 1, 2006 |
1799 |
| Have a talent for sales? Becoming a direct-selling consultant could be your ticket to financial independence. |
Tahmincioglu, Eve |
|
Nov 1, 2005 |
748 |
| Selling the importance of selling. |
Tropper, Elisha |
Column |
Jul 1, 2005 |
1374 |
| Back to basics: power down your PowerPoint. |
Basile, Tom |
Brief Article |
May 13, 2005 |
344 |
| 10 steps to take when preparing to sell your business. |
Staley, William C. |
|
May 9, 2005 |
744 |
| Firing up the sales force. |
Zager, Masha |
|
May 1, 2005 |
1621 |
| Back to basics: gaining the trust of the buyer. |
Adler, Peter K. |
|
Apr 15, 2005 |
455 |
| Finding the right international master franchise partner: master franchisees, who have the right to grant franchises to unit franchisees in their territory and, usually, to open franchised units themselves, become the brand's alter ego. |
Zwisler, Carl E. |
|
Apr 1, 2005 |
2690 |
| What 'tough' means in selling: if you filled invesco field with 76,000 businesspeople of all sorts, there would only be 50 really top sales producers among them. It would be tough to find them in the crowd. |
Wiesner, Pat |
|
Feb 1, 2005 |
575 |
| Solving problems vs. the need to sell. |
Krieger, Ian |
Column |
Jan 17, 2005 |
678 |
| Relationship management: planning vs. persuading. |
Downey, W. Scott |
|
Jan 1, 2005 |
1348 |
| Chicken or egg? Deciding what the core business driver of a company is helps in choosing between a focus on sales or investments in order to be more successful. |
Hoeg, Gregory J. |
|
Dec 1, 2004 |
690 |
| Selling should be a rewarding business for brokers. |
Demchick, Jules |
|
Dec 1, 2004 |
643 |
| Not all sales are good sales. |
Marcus, Dan |
|
Dec 1, 2004 |
833 |
| Sales Multiplication. |
|
|
Oct 7, 2004 |
741 |
| Shemp, Larry, & Moe got it wrong! Building effective teamwork does not have to look as chaotic as an old Three Stooges comedy short. The secret is to establish ground rules that encourage mutual support (No slapping! No eye pokes!)--and then enforce the code. |
Mooney, Jim |
|
Oct 1, 2004 |
1447 |
| VIPs (Vichiunai's very important people) will make SIAL scene. |
|
Brief Article |
Oct 1, 2004 |
144 |
| Accelerate your sales: using an integrated trade-show-marketing program. |
Hoffman, Jeff |
|
Oct 1, 2004 |
618 |
| Measure twice, cut once: cutting salespeople may save money today, but cost insurers much more tomorrow. |
Hoeg, Gregory J. |
|
Aug 1, 2004 |
773 |
| Jump-starting franchise sales: how technology can help. |
Pamecha, Amit |
|
Aug 1, 2004 |
831 |
| Effective selling: learn the techniques that will help you successfully close sales. |
Tear, Dave |
|
May 1, 2004 |
484 |
| Selling: training for success. |
Langenbacher, Wolfgang |
|
Dec 1, 2003 |
797 |
| Sales training tips: your sales people need to ask the right questions. |
Tear, Dave |
|
Apr 1, 2003 |
438 |
| Creating 'evangelists'. (On Marketing). |
Karrh, Jim |
|
Dec 9, 2002 |
714 |
| Fish gotta swim: the secret to retaining top salespeople: It's all about recognizing talent, skills and personality styles. (Management And Operations). |
Greenberg, Herb; Weinstein, Harold; Sweeney, Patrick |
|
Nov 1, 2001 |
1519 |
| Improving on "blah, blah, blah" (Continued). |
WIESNER, PAT |
Brief Article |
May 1, 2001 |
667 |
| Sales Quotas: Critical Interpretations and Implications. |
Good, David J.; Schwepker Jr., Charles H. |
|
Mar 22, 2001 |
4059 |
| Debriefing system can boost sales. |
Fogg, Hall |
Brief Article |
Nov 17, 2000 |
397 |
| Study: Online Models That Bolster Existing Sales Channels Will Succeed. |
|
Brief Article |
Sep 1, 2000 |
546 |
| The Impenetrable Account. |
Kahle, Dave |
|
Feb 1, 2000 |
1774 |
| Negotiating abroad. |
Laroche, Lionel |
|
Feb 1, 2000 |
1981 |
| Information revolution. |
|
|
Jul 19, 1999 |
833 |
| Selling handgun accessories. |
Huntington, Roy |
|
Feb 1, 1999 |
1887 |
| Birth of a salesman. |
Gray, Carol Lippert |
|
Jan 1, 1999 |
1286 |
| Doubling sales using numerical displays. |
|
Statistical Data Included |
Jan 1, 1999 |
626 |
| Follow-ups prevent foul-ups. |
Martinez, Michael A. |
|
Sep 1, 1998 |
494 |
| Is's all in the attitude: set your mind to succeed in sales. |
Stanko, Gary |
|
Apr 1, 1998 |
1696 |
| Re-engineer your sales system. |
Kahle, David |
Column |
Jan 1, 1998 |
1489 |
| Pendulum of professional sales. |
Kosakowski, Paul T. |
|
Sep 1, 1997 |
1361 |
| Breaking the 'hand-to-mouth' sales cycle. |
Graham, John R. |
|
Mar 22, 1997 |
1624 |
| Field advantage. |
Demont, Thomas J. |
|
Jan 1, 1997 |
730 |
| Delegating pricing authority in mature industries. |
Greene, Walter E.; Walls, Gary D.; Sechrest, Larry |
|
Sep 22, 1996 |
3763 |
| Sales management for tax practices. |
Wolff, Michael S. |
|
Jun 1, 1996 |
1562 |
| Sales has a role in keeping customers. |
Tschohl, John |
|
Mar 22, 1995 |
788 |
| Growing your business. |
Pesavento, Gilbert J., Jr. |
Cover Story |
Mar 1, 1995 |
1449 |
| Sensing opportunity. |
Blair, Robert |
Cover Story |
Mar 1, 1995 |
1413 |
| Interpersonal skills key to sales performance. |
|
|
Dec 22, 1994 |
566 |
| Does your store resemble a camel auction? |
Popcyk, Bob |
Column |
Oct 1, 1994 |
1010 |
| Make things happen. |
Averett, Patricia V. |
Column |
Apr 1, 1994 |
1261 |
| How good are your terms and conditions of sale? |
Warden, T. Jerry |
|
Jun 1, 1993 |
668 |
| Four dimensions of sales productivity. |
|
|
Mar 22, 1993 |
618 |
| How to build a premier sales staff. |
Randall, Iris |
|
Feb 1, 1993 |
1369 |
| To sell music, you have to create a need. |
Popyk, Bob |
Column |
May 1, 1992 |
952 |
| The game's no fun if you don't keep score. |
Popyk, Bob |
|
Apr 1, 1992 |
1017 |
| Credibility and how to get it: more than any other factor, credibility will determine your success on the sales floor. |
Popyk, Bob |
column |
Jan 1, 1991 |
1427 |
| The sales building power of networking: some universally recognized, but rarely practiced methods for instantly increasing sales. |
Popyk, Bob |
|
Nov 1, 1990 |
1173 |
| Improving sales force productivity: a critical examination of the personal selling process. |
Ingram, Thomas N. |
|
Jun 22, 1990 |
2833 |
| Improving sales management. |
Verno, Joseph J. |
|
Mar 12, 1990 |
2730 |
| Put more power behind your nonwovens sales: a guide to navigating the nonwovens business in the 1990's. |
Mazzaferro, Mary |
|
Mar 1, 1990 |
1355 |
| Retailing tips from the pro's: two retailers share some of their winning formulas for success. |
Attlee, Tracey A. |
|
Jun 1, 1989 |
1087 |
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