Why it's good to talk
- 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...
- How DO I Handle the Internet Shopper? Huisken, Brad // JCK;Jun2006, Vol. 177 Issue 6, p324
The article gives advice on how to persuade shoppers to buy from a jewelry store instead of buying on the Internet. It is important to earn a customer's trust by telling a company story during a sales presentation that discusses the benefits of buying from the company. Jewelry stores should...
- Sales should shy away from 'inspired' hot air. Nussbaum Jr., Walter // Marketing News;10/09/2000, Vol. 34 Issue 21, p23
Presents a perspective on how the motivation business is exploited by public figures and politicians. Motivation of salespeople in selling products; Impact of high-pressure motivational speakers on the sales industry; Importance of product knowledge in a sales person's ability to sell.
- Why they won't, what they want - the real secret. Gitomer, Jeffrey // Enterprise/Salt Lake City;6/16/2003, Vol. 32 Issue 51, p8
Deals with how might a salesperson deal with barriers or objections to a sale. List of some barriers to a sale; List of the needs of customers; Tips for eliminating objections.
- Star Qualities. Farber, Barry // Entrepreneur;May2006, Vol. 34 Issue 5, p84
The article offers advice on selling. It describes the top five traits of successful salespeople. It discusses the importance of focusing on the customer, and following through. Sales representatives should have the right knowledge and the ability to understand customers' problems. The article...
- SELF-EFFICACY, COMPETITIVENESS, AND EFFORT AS ANTECEDENTS OF SALESPERSON PERFORMANCE. Krishnan, Balaji C.; Netemeyer, Richard G.; Boles, James S. // Journal of Personal Selling & Sales Management;Fall2002, Vol. 22 Issue 4, p285
This paper posits and tests a model of the individual characteristics of self-efficacy, competitiveness, and effort as potential antecedents of salesperson performance. Based on two studies in different selling contexts, it is observed that whereas effort mediates the relationship between...
- Product knowledge, and what to do with it to make sales. Gitomer, Jeffrey // Business Journal (Central New York);11/23/2007, Vol. 21 Issue 47, p7
No abstract available.
- How to Achieve the Status of Consultant. Gitomer, Jeffrey // Business News New Jersey;05/24/99, Vol. 12 Issue 21, p16
Points out the difference between a sales representative and a person with a consultative approach to selling. Consultant's willingness to forego short-term gains to achieve greater long-term benefit to himself and the customer he serves; Ways by which a consultant gains and builds credibility;...
- Don't Know The Answer? Then Turn It Into A Sale! // Grand Rapids Business Journal;7/9/2001, Vol. 19 Issue 28, p22
Offers advice to salesperson on how to respond to a question when one does not know the answer. Importance of trust in any relationship; Admission of not knowing the answer; Significance to salesperson of not knowing the answer.