TITLE

Rethinking the Approach to Sales

AUTHOR(S)
Krantz, Boris M.
PUB. DATE
March 2002
SOURCE
Gases & Welding Distributor;Mar/Apr2002, Vol. 46 Issue 2, p40
SOURCE TYPE
Trade Publication
DOC. TYPE
Article
ABSTRACT
Focuses on the need for distributor's sales manager to rethink for approach to sales in time recession. Technical support in specialty gases and high-end fabrication products needed by sales representatives; Development of structured program; Selection of right targets to assure that sales time and effort are prioritized to maximize potential profits.
ACCESSION #
7254100

 

Related Articles

  • Sales performance management, because success is not a surprise. Triandiflou, Jim // Sell!ng;Feb2002, p1 

    Discusses the problems which sales management executives will face in the wake of recession in the United States in 2001.

  • Recession RX: Start With Sales Management. Haskell, John // American Salesman;Oct2008, Vol. 53 Issue 10, p12 

    The article discusses the role of sales management in addressing and surviving an economic recession. The author cites some questions to ask in times of a recession, including whether the sales manager is aggressively managing the sales force and whether the business will depend its success on...

  • 'No carnage' in Q4 TV ads. Consoli, John // Hollywood Reporter -- International Edition;9/12/2008, Vol. 406 Issue 26, p12 

    The article reports that most advertisers will not abandon national television in the fourth quarter despite a troubled economy. National advertisers are projected to finalize fourth quarter primetime upfront advertising holds to orders of over $2 billion with only 2% canceled. According to the...

  • Upping the Numbers. Brown, Carolyn M. // Black Enterprise;Apr2012, Vol. 42 Issue 9, p52 

    The article provides tips on how to be a successful sales executive in a difficult economic environment. These tips include reviewing the sales process, relieving unnecessary paperwork, aligning compensation with company goals, holding powerful sales meeting, and implementing a strong rewards...

  • THE WRITING ON THE WALL.  // Coaching at Work;May/Jun2009, Vol. 4 Issue 3, p22 

    The article presents a case study of a sales executive who found himself feeling isolated amidst the pressures of business recession in 2009. He was allegedly pressured to work on a new strategy which his peers perceived he was not committed to. It considers coaching interventions to assist the...

  • TV ad spend will improve in Q4, but decline continues. O'Carroll, Tristan // Media Week;10/6/2009, Issue 1228, p7 

    The article predicts that television advertising will slightly improve during the 4th quarter of 2009 despite media buyers and sale directors expecting an 8% year-on-year decline. The expectation is due to the dismal performance during the first three quarters where television advertisements...

  • Keeping Sales Up in a Down Market.  // ABA Bank Marketing;Jul/Aug2009, Vol. 41 Issue 6, p3 

    The article presents tips by the author for financial services sales professionals that will help them prosper in the times of recession. He advises that they should not wait for the economy to change but should rather work harder to achieve their goals. He emphasizes on the importance of...

  • Demand for sales staff bolstered by recession. Sheahan, Tim // PrintWeek (Haymarket Business Publications Ltd);3/13/2009, p8 

    The article reports on an increase in the demand for sales executives and account managers in the British printing industry during the recession. According to George Thompson, joint managing director of print recruitment business Harrison Scott Associates, the demand increased as vacancies...

  • WHAT'S YOUR PROBLEM?  // Management Today;Dec2010, p91 

    The article presents questions and answers related to management including the time to disclose the news about the marital divorce of the owners to the staff, how seriously should an individual take talk of the likelihood of a double-dip recession, and how to manage a newly-hired sales manager...

Share

Read the Article

Courtesy of THE LIBRARY OF VIRGINIA

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

Try another library?
Sign out of this library

Other Topics