Closing the sales gap

Article Abstract:

Sales productivity may be increased by a re-examination of the fundamental sales operation. Marketing executives must be apprised of their functions from seeking accounts to providing after-sales services. Sales directors must design an exhaustive territorial assignment plan for maximum coverage and thorough market penetration. Familiarization with the industry and product knowledge are plus factors for the salesman who will best serve client needs and the interests of business owners. Concommitantly, sales personnel produce more when assured of an attractive compensation and benefits package.

Training, Sales promotions, Sales managers

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Maximum sales in minimum time

Article Abstract:

One strategy for reducing sales cycle from several weeks into a day is by conducting seminars. Seminars can gather resource persons and customers with shared interests. It multiplies salesforce effectiveness by lowering sales expenditure. Additional advantages of seminars include control of time frame, the chance to command their full attention and information furnished can cover a wider range which cannot be accomplished in sales calls. The key is to select a theme tailored for the audience at hand. Salespeople should be actively involved in the seminar activities.

Usage, Seminars

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Everybody sells

Article Abstract:

Many companies are using cross-functional sales teams to answer the needs of their customers. Customer service, marketing, product engineers and other experts are teamed up with regular sales personnel to ensure that all customer needs and support are answered. The combination of various people in the team often leads to new ways of marketing goods and services to customers. The team approach improves customer satisfaction and loyalty, increases sales productivity and generates shorter sales cycles.

Work groups, Teamwork (Workplace)

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