Sales clinic

September 1995
Agri Marketing;Sep95, Vol. 33 Issue 8, p12
Trade Publication
Answers the question on how a salesperson can overcome a price objection in seed sales. Advice on never placing price discretion in the hands of a sales representative; Three scenarios.


Related Articles

  • Selling tact. McCarthy, John J. // Electrical Wholesaling;Mar1997, Vol. 78 Issue 3, p38 

    Presents suggestions and techniques for successful salesmanship. Costumer relationships; Extra efforts not to dislike costumer; Perspective view of personal feelings; Appreciation of other attributes and traits; Costumer service objectives; Visualize challenges.

  • Sales force automation 101. Johnson, Gail // Electrical Wholesaling;Aug98, Vol. 79 Issue 8, p35 

    Gives advise on what sales technology tools to invest in. Separation of actual from perceived needs; technological limitations of company and customers; Assessment of equipment options and limitations; Importance of long range plans for technology.

  • Direct Sales.  // Black Enterprise;May86, Vol. 16 Issue 10, p59 

    Direct Sales the business of buying products from a manufacturer wholesale and selling them to your own customers retail is becoming increasingly popular as a way for people to supplement their incomes.

  • Sales as practical logic. Harker, Jay E. // Bank Marketing;Nov93, Vol. 25 Issue 11, p44 

    Reports on the importance of identifying customer needs. Prospect's action as the ultimate goal of a sales professional; Use of rational argument and practical logic in sales presentation.

  • Lessons from a cookie saleslady. Gitomer, Jeffrey // Business News New Jersey;10/18/95, Vol. 8 Issue 19, p35 

    Presents the lessons learned by the author on sales from a seven year old girl selling Girl Scout cookies. Technique used in present her product; Method of convincing customers; Benefits of her sales adventure; Application of the girl's technique on businesses.

  • Accountability for your accounts. Gitomer, Jeffrey // Business News New Jersey;3/6/96, Vol. 9 Issue 5, p21 

    Discusses the importance of accepting responsibility for prospective clients' refusal to make a sale deal. Questioning the client why he is not deciding; Taking a proactive stance upon follow-up; Moving on to the next prospect.

  • Checking points then and now. Gitomer, Jeffrey // Business News New Jersey;3/31/97, Vol. 10 Issue 9, p18 

    Focuses on the unchanging nature of selling. Common interest of the company and the sales force; Finding an outstanding figure in a customer firm; Need for experimentation and practice; Value of time management; Persistence in selling; Knowing everything about the product; Buyers' knowledge of...

  • Treating customers as partners. Gitomer, Jeffrey // Business News New Jersey;4/14/97, Vol. 10 Issue 11, p24 

    Explains that establishing partnerships with customers contribute to effective selling strategies. Values recommended for making successful business links; Techniques suggested to build a business environment conducive to partnerships.

  • Sell the group from the front of the room. Gitomer, Jeffrey // Business News New Jersey;05/25/98, Vol. 11 Issue 21, p16 

    Presents several tips on selling to an audience. Creation of a mood of upbeat excitement; Elements of presentation; Creation of a sense of urgency.

  • I mean, I wasn't born yesterday. Green, Alan // Consumers' Research Magazine;Jan1994, Vol. 77 Issue 1, p33 

    Looks at some reactions to advice and sales pitches that the author believes were gullible responses. Car sealant; Service warranty for a VCR; Disability insurance; Magazines at cut-rate prices; More.


Read the Article


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

Try another library?
Sign out of this library

Other Topics