Give the cold call the cold shoulder
- Give the cold call the cold shoulder. Curry, Lynne // People Management;2/22/1996, Vol. 2 Issue 4, p36
Discusses the methods and techniques on achieving the success in marketing ventures through training of the sales staff. Innovative approach through understanding the customer; Chartered Institute of Marketing's Paul Williams techniques on increasing efficiency with customer relations to achieve...
- Developing an International Marketing Training Approach. Mitchell, Frank G. // Training & Development Journal;Nov81, Vol. 35 Issue 11, p48
Focuses on the development of an international marketing training approach. Use of the training audit process to develop specific training courses abroad; Training of distributors.
- Staff training tops meeting spending as sales force management declines. Bunish, Christine // Advertising Age's Business Marketing;May99, Vol. 84 Issue 5, pS11
Focuses on the expenditures for sales force training in business-to-business marketing in 1997 in the United States. Sales force management; Need for training and training tools.
- State-of-the-art sales training. Morrall, Katherine // Bank Marketing;Aug94, Vol. 26 Issue 8, p11
Discusses the different approaches used by banks in sales training. On-time training; One-on-one coaching; Behavioral change training; First Union National Bank's television training system; Norwest Corp.'s training materials; Michigan National's incorporation of retail principles into its...
- Sales and Brain Surgery. Greenberg, Stephen // Origination News;Nov2010, Vol. 20 Issue 2, p27
In this article, the author discusses the significance of extensive and ongoing training on the specific disciplines of sales person to achieve and realize one's successful potential in the U.S.
- Sidestep sales pitfalls when times are tough. Canada, Richard // Indianapolis Business Journal;12/8/2003, Vol. 24 Issue 39, p16
Discusses sales 'traps' which salespersons must watch out for. Belief that prices must be reduced to retain customers or develop new business; Stronger push to 'close business' at the end of revenue periods to improve performance; Placing of primary emphasis on sales results; Cutting back on...
- Sales for sale. Sheehan, Jan // Colorado Business Magazine;Jul95, Vol. 22 Issue 7, p56
Assesses the prospects for direct marketing in the United States. Total advertising revenues from direct marketing in 1993; Suggestions on how to refine sales techniques; Training courses offered by Dale Carnegie Training; Reasons behind surge in sales-training businesses; Other companies that...
- Detail Diagnosis. Kessler, Michael; Shaw, Peter; Williams, Deryk // Pharmaceutical Executive;May2003 Supplement, Vol. 23 Issue 5, p30
Reports on the use of benchmarking in pharmaceutical marketing in the U.S. Evaluation in the performance of sales personnel; Viability of marketing strategies; Quality of sales force training. INSET: BENCHMARKING BENEFITS.
- Selling power. Dudley-Jones, Mike // Cabinet Maker;03/19/99, Issue 5130, p16
Discusses the how and why in bedroom furniture retail selling. Retail selling as learned skill; Need for companies to have a management plan to help salespeople learn the selling process; Profile of a good customer; Need to understand why a retail selling job is frustrating, confusing and...