TITLE

Redefine the meaning to understand success

AUTHOR(S)
Gitomer, Jeffrey
PUB. DATE
September 2001
SOURCE
Warsaw Business Journal;9/10/2001, Vol. 7 Issue 37, p6
SOURCE TYPE
Periodical
DOC. TYPE
Article
ABSTRACT
Describes unconventional definitions of various terms used in the conduct of sales. Sale; Purchasing agent; Complaint; Company policy; Satisfied customer; Loyal customer.
ACCESSION #
6078064

 

Related Articles

  • The basics are over; maybe you don't know yet. Gitomer, Jeffrey // Enterprise/Salt Lake City;6/27/2011, Vol. 40 Issue 48, p14 

    The article argues that the term "basics," where selling process is concerned, is over. Rather, people should reportedly be talking of fundamentals such as great attitude, fast response and error-free delivery since they are what the customer expects. The imperatives of sales and selling are...

  • Sidestep word confusion and communicate with confidence.  // Sales Insider;7/22/2009, Vol. 3 Issue 67, p4 

    The article defines three sets of words which are usually confusing to people. The first set is proscribe and prescribe. Proscribe means to stop while prescribe means to give a direction. The second set is disburse and disperse. Disburse means to distribute while disperse means to spread. The...

  • party plan.  // Bloomsbury Business Library - Business & Management Dictionary;2007, p5543 

    A definition of the term party plan is presented. It refers to a sales technique in which local agents host parties to demonstrate or sell products to customers.

  • Prospect says she isn't looking for a change; can she be persuaded otherwise?  // Sales Insider;2/11/2011, Vol. 5 Issue 105, p1 

    The article provides information on how salespeople can convince their prospects to consider the services and products that they offer. It offers an example of a conversation between a salesman and his prospect wherein the salesman committed mistakes which caused his prospect to reject his...

  • Don't leave 'em laughing: Keep flubs from undermining your message.  // Sales Insider;4/23/2008, Vol. 2 Issue 37, p4 

    The article offers tips to sales professionals on avoiding being misheard when making a sales presentation. Due to the way could've, the contraction of "could have," sounds, many people often mistakenly assume they heard the phrase "could of." Use the phrase "once in a while" instead of "once...

  • high-pressure.  // Bloomsbury Business Library - Business & Management Dictionary;2007, p3626 

    A definition of the term "high-pressure" is presented. It refers to a selling technique in which the sales representative attempts to persuade a buyer forcefully and persistently.

  • sales territory.  // Bloomsbury Business Library - Business & Management Dictionary;2007, p6574 

    A definition of the term sales territory is presented. It refers to a defined area within which a designated salesperson is responsible for selling a product or service. A sales territory is usually organized along geographic lines, but it can also be defined by market sector or by product group.

  • Watch your language: Steer clear of these deal killers.  // Sales Insider;1/30/2008, Vol. 2 Issue 31, p3 

    The article focuses on words and phrases that can kill a deal when used during the sales process. Sales professionals are suggested to use the word invest instead of buy to give customers the feeling that they are making their money work for them than parting with their money. Between the...

  • Words and phrases are the only critical tools in the selling craft. Gallagher, Bill // Business Journal Serving Fresno & the Central San Joaquin Valley;03/30/98, Issue 322283, p4 

    Emphasizes the importance of words and phrases conveyed our products and services as tools in selling. Examples of conversations between retailers and customers; Suggestions in using words and phrases in the selling process; Terms and phrases to avoid.

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

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

Try another library?
Sign out of this library

Other Topics