Value selling at Cisco

Article Abstract:

The sales force needed to begin selling products and services based on value, however, it faced some trouble doing this. Customers found efforts from services marketing more of a nuisance than a necessity. The ways to achieve specific business needs or goals include understand and assess the business issues at hand, develop the right customizable message to be delivered to the right person, remember post-sale communication and manage the customer message as a strategic corporate asset.

Telephone and telegraph apparatus, Computer network equipment industry, Network hardware industry, Evaluation, Cisco Systems Inc., CSCO, Customer relationship management

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Segmenting the sales force

Article Abstract:

The importance of market segmenting in improving the sales aptitude, role perception, selling skills and personal characteristics of a sales person are discussed. The methods of market segmentation for motivating the sales force are presented in detail.

Management dynamics, Analysis, Management, Market segmentation, Company business management, Sales personnel, Salespeople

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Planning makes perfect

Article Abstract:

Methods for business planning for the growth and success of the organization are presented. A new product launch planning is important to manage the cost, resources, and risks of all phases of product launch.

Strategy & planning, Planning, Business planning, New products, Product introduction, Company business planning, Business plans, New technique

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