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Abstract:
Selling roles have changed. For many companies, selling is more about relationship-building and less about transactional
order activities. In spite of the promised benefits of customer relationship management (CRM) solutions, the cost of sales
for many companies is rising while sales effectiveness is dec (...)
Excerpt related to
salesperson:
It’s All about the Salesperson: Taking Advantage of Web 2.0. ... Download <strong>It’
s All about the Salesperson: Taking Advantage of Web 2.0</strong>. Comments: ...
Published:
2010-03-11
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Abstract:
Many organizations find it challenging to adopt sales force automation and customer relationship management solutions. Formal
sales training and the related reinforcement tools can make the difference. We examine the key challenges and propose some
solutions. (...)
Excerpt related to
salesperson:
Many organizations find it challenging to adopt sales force automation and customer relationship management solutions. Formal
sales training and t...
Published:
2006-05-23
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Abstract:
Product knowledge is now readily available to buyers online, so it’s no surprise that salespeople are seeking new tools and
new skills to close sales. A powerful new set of tools has taken its place in the salesperson’s arsenal: 3-D applications. (...)
Excerpt related to
salesperson:
... There is a convergence of demands and expectations: how the salesperson responds to
these challenges determines whether or not he closes the sale. ...
Published:
2008-11-28
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Abstract:
Product knowledge is now readily available to buyers online, so it’s no surprise that salespeople are seeking new tools and
new skills to close sales. A powerful new set of tools has taken its place in the salesperson’s arsenal: 3-D applications. (...)
Excerpt related to
salesperson:
... There is a convergence of demands and expectations: how the salesperson responds to
these challenges determines whether or not he closes the sale. ...
Published:
2008-11-28
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Abstract:
Leveraging 3-D for Sales Automation helps maximize your sales and your efficiency. Click here to download the white paper.
It’s no longer acceptable for salespeople to respond to customers’ inquiries with “I’ll get back to you.” In the time it takes
to respond, a competitor with stronger product (...)
Excerpt related to
salesperson:
... There is a convergence of demands and expectations: how the salesperson responds to
these challenges determines whether or not he closes the sale. ...
Published:
2010-03-11
-
Abstract:
Leveraging 3-D for Sales Automation helps maximize your sales and your efficiency. Click here to download the white paper.
It’s no longer acceptable for salespeople to respond to customers’ inquiries with “I’ll get back to you.” In the time it takes
to respond, a competitor with stronger product (...)
Excerpt related to
salesperson:
... There is a convergence of demands and expectations: how the salesperson responds to
these challenges determines whether or not he closes the sale. ...
Published:
2010-03-11
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Abstract:
A sales configurator needs to be able to "decipher" products' specifications from a rule-based, constructed catalog number.
Part number users should query vendors to determine whether their enterprise solutions cater to the needs of industrial automation
manufacturers. (...)
Excerpt related to
salesperson:
A sales configurator needs to be able to "decipher" products' specifications from a rule-based, constructed
catalog number. Part number users shou...
Published:
2007-06-22
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Abstract:
Establishing a paperless office may appear to be a daunting task, but if you understand your operational goals, and if you
know what to expect from a paperless system, achieving beneficial results are much easier than you think. (...)
Excerpt related to
salesperson:
Establishing a paperless office may appear to be a daunting task, but if you understand your operational goals, and if you
know what to expect fro...
Published:
2007-11-14
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Abstract:
Traditional enterprise-level sales strategies are no longer sufficient in bringing new customer accounts. Today's self-directed
buyers delay sales contact and pre-qualify solutions via the Internet. Sales can leverage this medium by understanding the
buy cycle to deliver value and begin an influential on (...)
Excerpt related to
salesperson:
Traditional enterprise-level sales strategies are no longer sufficient in bringing new customer accounts. Today's self-directed
buyers delay sales...
Published:
2006-03-30
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Abstract:
Many software services companies are not able to turn their individual project successes into a line of business that brings
in additional revenue streams. At the root of this is the simplistic assumption that "if you build, they will come." (...)
Excerpt related to
salesperson:
Many software services companies are not able to turn their individual project successes into a line of business that brings
in additional revenue...
Published:
2006-09-14
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Abstract:
New analytical software tools have recently emerged to combine and condense a wealth of information that should give the
salesperson a more definitive "yes or no" answer fairly quickly when it comes to offering specific pricing, while also giving
management a higher-level view of business efficiency and (...)
Excerpt related to
salesperson:
New analytical software tools have recently emerged to combine and condense a wealth of information that should give the salesperson
a more defini...
Published:
2006-04-04
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Abstract:
A tightly focused vendor, IRM Corporation, has fine tuned its products, services, its sales process and even its commercial
terms to match the realities of its sole market – food manufacturers who sell to the foodservice and vending markets. (...)
Excerpt related to
salesperson:
A tightly focused vendor, IRM Corporation, has fine tuned its products, services, its sales process and even its commercial
terms to match the rea...
Published:
2003-01-06
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Abstract:
A tightly focused vendor, IRM Corporation, has fine tuned its products, services, its sales process and even its commercial
terms to match the realities of its sole market – food manufacturers who sell to the foodservice and vending markets. (...)
Excerpt related to
salesperson:
A tightly focused vendor, IRM Corporation, has fine tuned its products, services, its sales process and even its commercial
terms to match the rea...
Published:
2003-01-06
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Excerpt related to
salesperson:
... Like the great salesperson, advertising can be tailored to present different positions
of the same products or services for different audiences and motivations ...
Published:
2010-06-02
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Excerpt related to
salesperson:
... Like the great salesperson, advertising can be tailored to present different positions
of the same products or services for different audiences and motivations ...
Published:
2010-06-02
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Abstract:
If you're going to use ROI in order to find new business or, justify your solution, be careful. ROI is a loaded gun and
you might just shoot yourself. (...)
Excerpt related to
salesperson:
... Can I take a message?" Being the persistent salesperson that I am, I've called
five times since. I was never able to contact her. ...
Published:
2003-01-17
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Abstract:
Business Intelligence: a Guide for Midsize Companies. Documents and Other Dynamic System to Use In Your Midsize Organization
In Relation TO Business Intelligence and Date Warehouse. Business intelligence (BI) is not a new concept. What’s new is that
BI tools are now accessible for midsize companies. Man (...)
Excerpt related to
salesperson:
Business Intelligence: a Guide for Midsize Companies. Documents and Other Dynamic System to Use In Your Midsize Organization
In Relation TO Busines...
Published:
2010-03-11
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Abstract:
If you're going to use ROI in order to find new business or, justify your solution, be careful. ROI is a loaded gun and
you might just shoot yourself. (...)
Excerpt related to
salesperson:
... Can I take a message?" Being the persistent salesperson that I am, I've called
five times since. I was never able to contact her. ...
Published:
2003-01-17
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Abstract:
Sales Performance Management. Papers and Other Computer Software to Use In Your System Related to the Sales Performance Management.
A productive sales force must concentrate on acquiring, growing, and retaining profitable relationships with its clients.
This requires clear, detailed views of prospects, cu (...)
Excerpt related to
salesperson:
Sales Performance Management. Papers and Other Computer Software to Use In Your System Related to the Sales Performance Management.
A productive sa...
Published:
2010-03-11
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Abstract:
The Enterprise Incentive Management (EIM) RFP Template covers industry-standard functional criteria of EIM that can help you
easily gather and prioritize your business needs in a simple and categorized excel document. More than a RFP template, it
is a working document that serves as a knowledge base refer (...)
Excerpt related to
salesperson:
... Online views of the financial status of each salesperson, based on his or her sales-related
activity during a specified period of time; ...
Published: