TITLE

How to let your prospects sell themselves

AUTHOR(S)
Carter, Doug
PUB. DATE
March 2004
SOURCE
Proofs;Mar2004, Vol. 87 Issue 2, p52
SOURCE TYPE
Trade Publication
DOC. TYPE
Article
ABSTRACT
Discusses the benefits of seventh-generation sales method. Evolution of the sales process; Definition of consultative selling; Tips for applying such sales method.
ACCESSION #
12857508

 

Related Articles

  • Use feedback to end sales slump. Gitnomer, Jeffrey // New Orleans CityBusiness (1994 to 2008);8/14/2006, Vol. 27 Issue 6, p20 

    The article gives advice on how to become successful in the field of selling. According to the author, using customer feedback will help sales people end sales slump. It is also not advisable to cut funds for training sales personnel even if the profits are declining. Making budget cuts should...

  • QUICK TIPS.  // Sales Leader;1/1/2007, Vol. 12 Issue 22, p1 

    The article presents tips on selling. Sales people must not market too early for a seminar. Question clients to help strengthen their reasons for buying. They must be familiar with sales terms and provide solutions to clients, not excuses. Clients are more concerned with their problem reaching a...

  • Malls try to 'match the market' when building tenant roster. Giusti, Michael // New Orleans CityBusiness (1994 to 2008);12/15/2003, Vol. 24 Issue 25, p30 

    Some of the most persuasive salesmanship at the nation's shopping centers goes on before retailers ever decide where to hang their things. In working to fill vacant store fronts, representatives from shopping centers and retail outlets deal through a complex series of negotiations. "Several...

  • Not All Stores Are Created Equal. Raissen, Anthony // Response;Jan2011, Vol. 19 Issue 4, p46 

    The article exposes some of the myths in the retail trade, particularly to those entrepreneurs wanting to pursue the largest retailers for a bigger market. The author highlights the sales discrepancy among retail sales outlet in the U.S. such as Wal-Mart, Kroger, and Costco, as the most common...

  • How to earn extra money in the country. SCHARABOK, KEN // Countryside & Small Stock Journal;Jan/Feb2009, Vol. 93 Issue 1, p52 

    The article suggests guidelines for adding extra value to the products. It advises that one should take courses in marketing, economics, public speaking, and salesmanship if one aims to retail the product to the public. To add value to their products, it cites that a wheat farm in Cimmaron,...

  • Face Off. Farber, Barry // Entrepreneur;Jul2004, Vol. 32 Issue 7, p69 

    Discusses the concept of soft sell and hard sell in selling. Steps to a kinder and gentler approach to selling; Listening to and addressing the concerns of consumers; Ways of taking a more aggressive approach to making a sale.

  • 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,...

  • 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.

  • A Better Web Site Awaits. Haeberle, Matthew // Chain Store Age;Sep2002, Vol. 78 Issue 9, p80 

    Unveils suggestions from speakers at the eTail2002 conference in Boston, Massachusetts on how to improve the operations of electronic commerce sites and boost sales as well. Suggestion from Nessa Tallo, senior marketing manager of e-commerce at The Nine West Group; Reason for giving search...

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