Selling Short

September 2006
Marketing Health Services;Fall2006, Vol. 26 Issue 3, p29
Academic Journal
This article reports on the importance of combining marketing and sales. The article examines the differences between marketing and sales and how the relationship between the two works. The author describes the characteristics of good salespeople and describes the sales process. The author also details the distinction between prospective and relationship selling. Finally, the author asserts that many companies try to market without selling, believing that their products will be able to sell themselves.


Related Articles

  • Hallmarks Of Professionalism. Brooksbank, Roger // NZ Marketing Magazine;Oct2004, Vol. 23 Issue 9, p29 

    Discusses the key attributes of a good salesperson. Importance of being oriented with customers; Ways to be expert in the field of selling; Skills needed to be honed for effective selling.

  • Why You Can't Get an Appointment. Gitomer, Jeffrey // njbiz;9/1/2003, Vol. 16 Issue 35, p30 

    Provides pieces of advice to salespeople regarding business appointments. Significance of business appointments; Tips on getting an appointment.

  • Suit Yourself. Farber, Barry // Entrepreneur;Jul2005, Vol. 33 Issue 7, p76 

    Gives advice on selling. Observation that customers want to work with people who don not put up fronts, who are not arrogant and whose presence they enjoy; Importance of looking customers in the eye.

  • Are you fighting mediocrity in your sales group? Robers, Tim // Indianapolis Business Journal;5/23/2005, Vol. 26 Issue 11, p14 

    Focuses on the prevalence of sales mediocrity in Indiana. Need for salespeople to take responsibility for their actions Importance of using a systematic approach to sales.

  • Personal Selling & Sales Management Abstracts. Evans, Kenneth R. // Journal of Personal Selling & Sales Management;May88, Vol. 8 Issue 1, p59 

    The article presents information on the abstracts of several papers related to personal selling and sales management that were published in different journals. In the paper "Salespeople's Use of Entertainment and Gifts," by Robert E. Hite and Joseph A. Bellezzi, that appeared in the journal...

  • Stop Making Excuses for Your Sales Woes. Jamail, Nathan // American Salesman;Feb2014, Vol. 59 Issue 2, p27 

    The article discusses how the sales team should be motivated despite the economy by taking responsibility and putting correct emphasis on logical sales goals and market share. It notes that sales people need to be a blind optimist and think only of how they will they achieve their sales...

  • Do You Give Up Too Easily On Tough-To-Sell Prospects? Karr, Ronald E. // American Salesman;Nov2005, Vol. 50 Issue 11, p14 

    This article recommends ways to deal with marketing challenges. If one looks at his brain as being a computer, then, he should be able to program his brain. It involves motivating one's prospect to change his or her way of doing things by developing a relationship with a new vendor, learning how...

  • The Practice of Sales. Kahle, Dave // Sales & Service Excellence Essentials;Jan2009, Vol. 9 Issue 1, p14 

    The article focuses on the professional practice for salespeople that can produce the best results. There are four disciplines that define practice, it says, which include repetition in order to improve like memorizing a 30-second introduction and the process of carrying out an idea and applying...

  • Take out the garbage. Port, Michael // Entrepreneur;Aug2009, Vol. 37 Issue 8, p26 

    The article presents effective sales methods. The author suggests that sales personnel should become a masterful permission marketer. He also recommends the need for sales personnel to listen to their customers' preferred products. He further emphasizes the importance of building credibility...


Read the Article


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

Try another library?
Sign out of this library

Other Topics