Listening for the right pitch
- Sales Assistance Is Not Asking 'How's It Going?' Matthies, Bill // TWICE: This Week in Consumer Electronics;07/10/2000, Vol. 15 Issue 16, p20
Comments on some sales personnel's tendency to offer help customers but end up not helping at all because of ignorance. Need for training sales personnel to offer help based on their ability to do so; Product suggested to bypass this problem.
- Words That Betray Our True Motives. Graham, John // American Salesman;Jan2011, Vol. 56 Issue 1, p12
This article explains the importance of serving customers and taking care of their needs. It advises salespeople to take special pride in these commitment. It suggests to show sincerity in achieving the commitment. In addition, the article recommends ways to build long-term relationships with...
- Unravelling Criteria for Assessing the Performance of Salespeople: A Causal Analysis. Avila, Ramon A.; Fern, Edward F.; Mann, O. Karl // Journal of Personal Selling & Sales Management;May88, Vol. 8 Issue 1, p45
The article focuses on the causal order among the factors that influence salesperson performance assessment, the indicators used to measure performance, and the overall performance evaluation. Gilbert A. Churchill, Jr., Neil M. Ford and Orville C. Walker, Jr. conceptualized "performance" as...
- First impressions: lasting impressions. Fogg, Hall // New Hampshire Business Review;6/29/2001-7/12/2001, Vol. 23 Issue 13, p12
Stresses the importance of first impressions that salespersons make. Misconception among salespeople; Preferences of buyers.
- Proactive Prospecting. Miller, William "Skip" // Sales & Service Excellence Essentials;Oct2005, Vol. 5 Issue 10, p16
The article presents information on ways for salespeople to avoid prospecting. It is important for the salesperson to have the right attitude. The use of a reference and a portrayal as an expert could warm a cold call. A speech, which every call usually start out with, should include an...
- Face Rejection. Fenton, Richard; Waltz, Andrea // Sales & Service Excellence Essentials;Nov2008, Vol. 8 Issue 11, p14
The author analyzes the fear of hearing a no response in marketing and sales. It points out that the most important quality of great salespeople is their willingness to confront rejection. It cites the case of a salesperson who was taught by his store manager to not decide when the sale is over...
- Getting what you want: a matter of self-truth. Gitomer, Jeffrey // Long Island Business News (7/1993 to 5/2009);7/9/2004, Vol. 51 Issue 29, p25A
Offers advice on how sales personnel can improve their strategies when dealing with prospective customers. Influence of self confidence on the sales transaction; Transfer of the mental image to a physical action.
- Elements of persuasion. McCarthy, John J. // Electrical Wholesaling;Feb2000, Vol. 81 Issue 2, p52
Part II. Suggests that the salesperson be able to identify the customer's product or service needs and/or any problems he is facing as a technique in selling. Need to be careful when offering an improved product especially when the previous equipment has been sold by the salesperson; Need to...
- After The Sale--What Really Happens To Customer Service. Urbaniak, Anthony J. // American Salesman;Feb2001, Vol. 46 Issue 2, p14
Provides information on customer service strategies. Role of sales personnel in providing customer services; Ways to engage in suggestion selling; Common customer-related problems after the sale; Objectives of customer follow-up methods.