Be yourself!

Malcmacher, Louis
March 2008
Proofs;Mar2008, Vol. 91 Issue 2, p59
Trade Publication
The article offers tips on the selling system of dental salespersons. The motives of dentists for buying should be considered, such as those depending on their needs, practice and personality. The basic presentations used by dental salesperson must be adapted to meet the needs ad personality of the dental customer. According to the article, asking the right questions will increase the sales skills of dental representatives.


Related Articles

  • New dental sales force announced.  // Proofs;Mar2008, Vol. 91 Issue 2, p68 

    The article reports on the sales organization formed by Global Practice Solutions LLC (GPS) for its trained representatives specializing in high-tech and upscale dental equipment. As of March 2008, there are 18 professional sales representatives in the organization who sell exclusively through...

  • What I ask of dental sales reps? Tell me why and how! Samaras, Charles D. // Proofs;Jun2011, Vol. 94 Issue 3, p20 

    The article offers advice for dental sales representatives on selling products to dentists. The author details three questions that dentists consider in making decisions about dental products. Dental supply companies and dental sales representative are advised to be dedicated to provide answers...

  • The importance of using independent representatives.  // Proofs;Jun2009, Vol. 92 Issue 3, p10 

    The article reports on the reasons for using independent salespeople in the dental field. They include the tendency of independent representatives to pay all of their own expenses, including automobile expenses. Good independent representatives possess excellent dealer contacts and have the...

  • Sterngold's sales team is operational.  // Proofs;Jan2007, Vol. 90 Issue 1, p90 

    The article reports on the new sales team of Sterngold Dental LLC. To become more competitive in the business segments of alloys, attachments, implants and restorative systems, the company added 10 outside sales representatives as part of its North American strategy. The team now in place is...

  • Learn how to sell without the wasted training trip. Gitomer, Jeffrey // Long Island Business News (7/1993 to 5/2009);8/4/2006, Vol. 53 Issue 32, p23A 

    The article provides information on how to make more sales without investing more in sales training. It is suggested for a salesperson to select five of his biggest customers and volunteer to spend a day working for them to discover how they use the product or service provided. In addition, it...

  • The simple formula that makes a great salesperson. Gitomer, Jeffrey // New Orleans CityBusiness (1994 to 2008);9/19/2005, Vol. 26 Issue 11, p12 

    Discusses the essentials in making great salesperson. Assessment of the characteristics of salespersons; Importance of product sales skills training for salesperson; Comparison between sales managers and entrepreneurs.

  • Sales Slip-Ups. Keegan, Paul // Fortune International (Asia);9/29/2008, Vol. 158 Issue 5, p84 

    The article looks at the mistakes committed by salespeople. Most people in sales get so caught up in their own needs that they forget to listen to the problems of the consumer. Money should not be the goal in making a sell. Before making a sales pitch, one should know not only what the customer...

  • Don't Shy Away from Revealing Price while Pitching. Gitomer, Jeffrey // njbiz;9/17/2007, Vol. 20 Issue 39, p15 

    The article provides a guideline on price presentation for salespeople. According to the author, salespeople can overcome their reluctance to discuss price information with their customers by following several procedures on personal preparation. He says that being well-informed about the...

  • You can't make the sale until you ask. Gitomer, Jeffrey // Inside Tucson Business;5/3/2004, Vol. 13 Issue 44, p10 

    Offers advise on completing a sale. Significance of timing to making a sale; Risks involved in selling; Business communication skills required in selling. INSET: Free GitBit.


Read the Article


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

Try another library?
Sign out of this library

Other Topics