TITLE

Selling Process--Stages--Activities--Adaptive Selling

PUB. DATE
January 2001
SOURCE
Journal of Personal Selling & Sales Management;Winter2001, Vol. 21 Issue 1, p80
SOURCE TYPE
Academic Journal
DOC. TYPE
Abstract
ABSTRACT
The article presents abstracts related to selling strategies for sales. "The Principle Withholds Cost Information: Influencing a Salesperson's Effort to Set Price" and "Strategic Selling in the Age of Modules and Systems."
ACCESSION #
17558938

 

Related Articles

  • 20. Sales Management. Penn, William S.; Regan, William J.; Luck, David J.; Marks, Norton E.; Babione, Francis A. // Journal of Marketing;Apr1964, Vol. 28 Issue 2, p104 

    The article presents abstracts of articles about sales management and selling. They include "The 'Something Extra' in Selling," "The Sound of a Different Drummer," and "How to Create a Salesman."

  • Salespeople must keep score to win at selling. Huffaker, Tim // Enterprise/Salt Lake City;9/27/2010, Vol. 40 Issue 12, p11 

    The article discusses the need for salespeople to keep track of the activities which are necessary to make a sale. It states that salespeople should be aware of the core components of the sales equation. It mentions that successful salespeople monitor all the activities related to the sales...

  • An 'Objection' Is Really A Stall Or Barrier To Sale.  // Grand Rapids Business Journal;12/4/2006, Vol. 24 Issue 49, p28 

    The article focuses on a perception of how to treat an objection received from a prospective client on the part of a sales person. The objection can be regarded as a stall and the sales person's duty is to know the reason behind it and make the client realize the value of the product or service...

  • Effective Sales Management. Houze, Rex C. // American Salesman;Jul2008, Vol. 53 Issue 7, p21 

    The article discusses effective sales management. Effective sales management requires sales managers to know what they want their salespeople to do, make sure they know what managers want them to do and train them how to do it. Among the characteristics of a successful salesperson include a...

  • It's the right buying environment that aids selling. Graham, John R. // Marketing News;9/25/89, Vol. 23 Issue 20, p11 

    The article discusses the concept of creating the right buying environment to improve sales. The most important role of sales is to create customers and not to get order. Whether it is selling a product or service, the responsibility of a company is to prepare the way so that when the...

  • Can you overcome the sales monster within? Roberts, Tim // Indianapolis Business Journal;2/26/2007, Vol. 27 Issue 52, p16 

    The author offers advice to salespeople on how to determine the gatekeeper or a person who decides whether a product or services merit entry into the prospect's market. He claims that gatekeepers come in all forms, shapes and sizes and have varying degrees of beliefs about salespeople...

  • Sales give words meaning. Gitomer, Jeffrey // New Orleans CityBusiness (1994 to 2008);1/22/2007, Vol. 27 Issue 30, p18 

    The article offers tips on how to become successful in sales and selling. According to the author, many people have no idea or never give a thought to the depth of sales and selling. He suggests that a salesperson must have the ability to take rejection, the will, the creativity and the...

  • Is the club limited to hunters and farmers? Gorelick, Dick // American Printer;May2003, Vol. 231 Issue 2, p57 

    Discusses the theory of farmers-versus-hunters characterization of sales representatives. Explanation of the theory; Reaction to the credibility of the theory; Tips on improving sales management.

  • SELL!NG TIPS.  // Sell!ng;May2003, p16 

    Presents some selling tips and strategies for salespeople. Importance of understanding the features and benefits of a product by a sales representative; Adoption of different sales techniques; Function of referrals to make a prospect close a deal.

Share

Read the Article

Courtesy of THE LIBRARY OF VIRGINIA

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

Try another library?
Sign out of this library

Other Topics