June 2017
Resources Magazine;Summer2017, p12
No abstract available.


Related Articles

  • It's not just a new year; it's better, smarter, easier way. Gitomer, Jeffrey // Grand Rapids Business Journal;1/28/2013, Vol. 31 Issue 4, p9 

    The author compares the old ways of selling products to the new ways, and puts impetus on how the latter is easy to implement and can leave the salesperson as well as the customer satisfied. He mentions several elements from the traditional ways of selling including cold calling, getting past...

  • Predictive Power of Personal Factors in Studying Students' Perception of Sales Profession in Ghana. Bahhouth, Victor; Spillan, John; Mensah, Edwin // International Journal of Business & Social Science;Jul2013, Vol. 4 Issue 7, p291 

    The purpose of this study is investigates students' perceptions of personal selling as a career in the developing nations -- Case of Ghana. Studies in United States highlighting the negative perception of sales profession by people are numerous, especially when it comes to issues of ethics and...

  • Is Marketing Selling Itself Short on Sales? DUGAN, RILEY; SWEENEY, RIC; KELLARIS, JAMES // Marketing News;Dec2015, Vol. 49 Issue 12, p18 

    The authors examines several studies in the U.S. that focused on the advantages of a career in professional marketing selling. Topics covered include sales as one of the top three most common professions according to Georgetown University, the value of collegiately-trained salespeople to the...

  • Essentials 101. McCarthy, John J. // Electrical Wholesaling;Mar1998, Vol. 79 Issue 3, p50 

    Part I. Presents a review of the fundamentals of sales management. Includes self-confidence; Product knowledge and belief; Knowledge of competitors' products; Desire to solve customers' problems; Love of the work; Objections; Questioning; Stereotyping; Asking for the order.

  • The SMART way to improve sales.  // Finance Week;11/25/2002, LEADERSHIP ALLIANCE. p4 

    Provides tips and information in improving sales by Smart company in South Africa. Consolidation of the functions of traditional consulting; Assessment and simulation the changes in the sales environment; Application of customer-centric approach.

  • Establishing a sales culture. Hudson, Phil // Bank Marketing;Mar1995, Vol. 27 Issue 3, p80 

    Suggests two approaches in establishing a sales culture. Dominance of the product factor in product-based approach; Relationship between customer's needs and bank's products and services in the customer-based approach.

  • In this case, it's okay to assume. Gitomer, Jeffrey // Business News New Jersey;10/06/97, Vol. 10 Issue 34, p18 

    Focuses on how to personally prepare for positive sales moves. Information on how to close an actual sale; Discussion on the outlining of perspective wants in order to accomplish sale.

  • Get to know the competition. Gitomer, Jeffrey // Central New Jersey Business;6/14/95, Vol. 8 Issue 12, p21 

    Offers salespeople some tips for dealing with competition. Knowing where competitors stand in the market; Knowing their major customers; Getting their prices.

  • The fourth quarter is...in the basket!  // Gifts & Decorative Accessories;Aug96, Vol. 97 Issue 7, p32 

    Gives advice on sales planning. Case of A-Tisket A-Tasket Baskets; Importance of fourth quarter planning; Events, seasons and holidays during the fourth quarter; Checklist for fourth-quarter preparations.

  • If you're sales-driven, you're out of business. Graham, John R. // Marketing News;4/11/94, Vol. 28 Issue 8, p4 

    Discusses steps for sales staffs to achieve prospecting abilities. Commitment that the company be prospect-driven; Development of an accurate prospect file; Bond-building; Creation of conditions so that prospects want to become customers; Giving prospects the chance to become customers.


Read the Article


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

Try another library?
Sign out of this library

Other Topics