TITLE

Focus the Sales Effort On the Customer!

AUTHOR(S)
Lefton, Robert E.
PUB. DATE
November 1982
SOURCE
Training & Development Journal;Nov82, Vol. 36 Issue 11, p18
SOURCE TYPE
Periodical
DOC. TYPE
Article
ABSTRACT
Discusses key issues relevant to professional selling, management of the sales force and sales and marketing planning. Importance of focusing the sales plan on the needs and wants of the customers; Influence of the skills and knowledge of sales and marketing executives; Development of sales training programs.
ACCESSION #
9069128

 

Related Articles

  • Winning strategies to succeed in complex sales. Thull, Jeff // Sell!ng;Aug2005, p1 

    Focuses on the use of the Diagnostic Business Development system in complex sales. Involvement of long sales cycles in business-to-business and business-to-government selling; Advantages of the system to the identification of potential customers; Phases of the system process.

  • Qualifying: What Is It? Goerger, Harlan // American Salesman;Sep2009, Vol. 54 Issue 9, p20 

    The article discusses the idea of qualifying customers. It states that quickest way to qualify a customer is to ask since there are well phrased questions which could indicate if the potential customer meets the qualifying criteria. According to the article, qualifying is important because the...

  • Uncover your own secret of selling: why you buy. Gitomer, Jeffrey // Long Island Business News (7/1993 to 5/2009);10/8/2004, Vol. 51 Issue 43, p29A 

    This article focuses on secrets of selling. Think about your most recent purchases. They hold the secrets to increasing your sales. If you list the 10 things you purchased most recently, you'll discover the motives behind your own buying decisions, and at the same time, you'll discover the...

  • Why Your Customers Will Never Be The Same. Graham, John // Business Journal (Central New York);7/11/2008, Vol. 22 Issue 28, p19 

    The article presents the author's view the five essential marketing and sales themes. The author relates that it is time to stop pretending nothing has changed. The author added to recognize that caution prevails which offers assurances that customers will avoid getting in trouble. Lastly, the...

  • Sales Success Percentage: How Low Can You Go? Gitomer, Jeffrey // Grand Rapids Business Journal;01/28/2002, Vol. 20 Issue 4, p22 

    Provides tips for effective selling. Importance of a sales call; Establishment of a relationship with customers; Implications for the practices of sales companies; Sales management.

  • Selling professional services in a down economy. Newman, Kurt // Training & Development in Australia;Dec2009, p016 

    The article offers advice in selling professional services. According to the author, in selling professional services even in a down economy, one should consider buyer behavior, think positive and think about growth. Sellers who provide professional services should also work smart by focusing on...

  • The role of customer intelligence in effective account management. Roberts, Dave // Velocity;2008, Vol. 10 Issue 1, p4 

    The article discusses the role of customer intelligence in effective account management. According to the author, intelligence needs to be actionable insight not just data or information. Intelligence is allegedly needed in areas such as organizational structure of the company, the drivers and...

  • You Now Work For Sales. Goldberg, Aaron // Adweek Magazines' Technology Marketing;May2003, Vol. 23 Issue 4, p6 

    Provides several tips on marketing. Target market; Sales prospecting; Quota needs of sales regions.

  • Selling and sales management. Fine, Leslie M. // Business Horizons;May/Jun2007, Vol. 50 Issue 3, p185 

    Abstract: According to the Bureau of Labor Statistics (http://www.bls.gov/oes/current/oessrcst.htm), almost 14 million Americans are employed in sales or sales-related jobs. Many organizations derive their entire revenue stream from the efforts of salespeople. As part of the domain of marketing,...

Share

Read the Article

Courtesy of NEW JERSEY STATE LIBRARY

Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics