http://ezinearticles.com/?cat=Business:Sales-Management EzineArticles.com - Trusted By Millions as The Source For Quality Original Articles http://creativecommons.org/licenses/by-nc-nd/2.0/ Key account sales people in China love to emphasize about the importance of Guanxi or relationships when it comes to managing their key accounts. But is maintaining good relationship the only criteria of gaging good key accounts practice? And assuming it's not the only criteria, but still an important criteria, at what levels should these relationships be built. Fri, 09 May 2008 07:41:21 -0500 http://ezinearticles.com/?Cultivating-Key-Account-Management-Best-Practices&id=1034859 http://ezinearticles.com/?Cultivating-Key-Account-Management-Best-Practices&id=1034859 Have you ever wondered, why your business is not picking up, even though you are working so hard? I sure have. I decided to read and get coaching on improving the efficiency of my business. There may be several ways to improve the efficiency of a business. Here are the five sure ways to improve the efficiency of your business. Thu, 08 May 2008 16:50:38 -0500 http://ezinearticles.com/?5-Sure-Ways-To-Improve-The-Efficiency-Of-Your-Business&id=1157146 http://ezinearticles.com/?5-Sure-Ways-To-Improve-The-Efficiency-Of-Your-Business&id=1157146 Sitting around the home office on this Sunday afternoon, and I got to thinking about goal setting. I wonder why more folks don't set goals? That was my internal question for the day. And some thoughts surfaced, and I wanted to share some of these thoughts with you. Plus, I will take a few moments in writing to chat about a phenomenal goal setting technique that every leader ought to use. Wed, 07 May 2008 15:55:58 -0500 http://ezinearticles.com/?Goal-Setting-And-Planning-Steps-To-Success&id=1153143 http://ezinearticles.com/?Goal-Setting-And-Planning-Steps-To-Success&id=1153143 All the training in the world is irrelevant if it doesn't lead to new behaviors. So that is what the sales manager should focus on - behaviors. Wed, 07 May 2008 15:35:10 -0500 http://ezinearticles.com/?Remember,-It-Is-Only-The-Behaviors-That-Count&id=1155390 http://ezinearticles.com/?Remember,-It-Is-Only-The-Behaviors-That-Count&id=1155390 New is an interesting word. Something is new, until it is generally circulated and becomes ubiquitous. After a while, the new becomes commonplace. Tue, 06 May 2008 13:42:54 -0500 http://ezinearticles.com/?Business-Lexicon,-Whats-Happened?&id=1153782 http://ezinearticles.com/?Business-Lexicon,-Whats-Happened?&id=1153782 Mom didn't know she was training me to be a great salesperson and coaching me to success. You see, I always knew that discipline was coming when Mom would say, "Just wait till your father comes home". After I heard those words, I would often become the model child and hope that my actions of extra chores or homework would yield a reprieve from the disciplinary action when Dad came home and he asked about our day. Tue, 06 May 2008 10:29:23 -0500 http://ezinearticles.com/?Why-My-Mom-Is-a-Great-Sales-Manager&id=1151516 http://ezinearticles.com/?Why-My-Mom-Is-a-Great-Sales-Manager&id=1151516 Remember the fundamentals of learning? Reading, 'Riting, and 'Rithmetic. Well, lead management has a similar 3 R foundation for success: Receipt, Retrieval, and Record. These 3 Rs tie to the critical function of an effective lead management system--automating the sales pipeline. Most sales teams spend an inordinate amount of time entering, sorting, and tracking leads. Fri, 02 May 2008 15:27:29 -0500 http://ezinearticles.com/?3-Rs-of-Lead-Management-Success-Receipt,-Retrieval,-and-Record&id=1144856 http://ezinearticles.com/?3-Rs-of-Lead-Management-Success-Receipt,-Retrieval,-and-Record&id=1144856 Transformational leadership articulate values and vision clearly so that the new leaders can move ahead in the right direction, Transformational leaders set an example and become a role model for its followers. Transformational leadership also does the job of mentoring its followers. That is it they give individual consideration to its followers. It s also provide some intellectual stimulation to its followers to enhance their creativity and innovation. It also recognizes the existing need of a potential follower and tries to fulfill it. Fri, 02 May 2008 08:34:51 -0500 http://ezinearticles.com/?Transformational-Leadership&id=1148721 http://ezinearticles.com/?Transformational-Leadership&id=1148721 Leadership is a process and not just a designation. It can be difficult at times to get your work done through the right bunch of people. A leader gathers and guides people to support his ideas and policies to obtain better results. Fri, 02 May 2008 08:33:55 -0500 http://ezinearticles.com/?Leadership-Styles&id=1148609 http://ezinearticles.com/?Leadership-Styles&id=1148609 She asked "How could I make more money if I couldn't bring more sales to a close? I asked her what was the hardest part of the process for her and she said "coming up with the words to get them to commit to the sale." During the seminar on sales management strategies for a favorite client of mine I got several clips from the DVD and when I needed emphasis on a point, I let it rip. "THIS IS SPARTA! Mon, 28 Apr 2008 09:11:30 -0500 http://ezinearticles.com/?Building-an-Effective-Sales-Force-Using-Military-Strategy&id=1135851 http://ezinearticles.com/?Building-an-Effective-Sales-Force-Using-Military-Strategy&id=1135851 I got a call from one of my favorite clients. She needed her staff to pump up the volume a bit. Apparently they were smarting from a major loss in the last campaign. The campaign had gone on a little long due to corporate over confidence and they felt a bit beaten up. When things get a bit sticky, and the sales chart is looking a bit worn, it's time to play by the numbers. We sales people always win when we beat the averages. Mon, 28 Apr 2008 08:35:49 -0500 http://ezinearticles.com/?Want-To-Get-Out-of-the-Sales-Team-Rut?-Break-Out-The-SWAT-Team!&id=1136811 http://ezinearticles.com/?Want-To-Get-Out-of-the-Sales-Team-Rut?-Break-Out-The-SWAT-Team!&id=1136811 In difficult business times such as we are in at the moment, the businesses that are most successful and come out of the other side of the economic slowdown are not necessarily those who went into the period as the strongest. In an economic period such as we are going through at the moment being the biggest player within your field is not always the best position to be in. Sometimes biggest is not always best and the smaller more agile businesses can suddenly have the upper hand. Ensuring that your business is flexible enough to change when the market dictates that change is needed is something that many larger corporations cannot prepare themselves for, what should you do to make sure that you are not one of the businesses that get caught out in this period of economic slowdown? Fri, 25 Apr 2008 11:13:37 -0500 http://ezinearticles.com/?Grow-Your-Business-In-Difficult-Trading-Times&id=1132629 http://ezinearticles.com/?Grow-Your-Business-In-Difficult-Trading-Times&id=1132629 Managers who have not been salesmen often have trouble managing them. They would appear to not understand the salesperson's situation. First, a salesperson is a unique individual. The professional ones are energized by the chase of the sale. They are driven by the challenge of finding a potential customer, creating a need for a product, closing the sale and earning the commission. Often salespeople are loners, they work on their own and sell on their own. They tend not to easily fit into the typical employee mold. Their hours are irregular, and their involvement in the office is haphazard. Fri, 25 Apr 2008 10:39:08 -0500 http://ezinearticles.com/?Managing-a-Salesperson&id=1122309 http://ezinearticles.com/?Managing-a-Salesperson&id=1122309 If you ask people about business so far in 2008 the majority of them would say that it has been a very difficult trading year for them no matter what business you are in the world as we know it is feeling the pinch. Whether this is because of the financial markets, the prices of oil, the price of raw materials or just because people believe the newspaper reports that they cannot fail to see on a daily basis people are just not spending as much money as they were last year. This can be hard for us all in our jobs as we all have to work as hard as ever or in many cases even harder still to make the same money to enable us to survive. In many countries across the civilised Western world inflation is growing at a faster rate than many governments would like to see which means that our money is not going as far. Thu, 24 Apr 2008 13:16:18 -0500 http://ezinearticles.com/?Motivating-Staff-During-Difficult-Trading-Times&id=1131817 http://ezinearticles.com/?Motivating-Staff-During-Difficult-Trading-Times&id=1131817 Considering hiring a top sales speaker for your next sales meeting or conference? Bringing in an outside authority can complement a sales manager's own efforts in pursuit of improved performance and productivity. A sales speaker can help a sales force meet and exceed quotas and meet and exceed customer expectations. Sales speakers are not of the one-size-fits-all variety, though. To gain the maximum benefit from scheduling a sales speaker to address your sales force, sales managers must know a few things about sales speakers and about their sales force. Tue, 22 Apr 2008 15:52:25 -0500 http://ezinearticles.com/?Choosing-The-Right-Sales-Speaker-For-Your-Performance-Objectives&id=1117904 http://ezinearticles.com/?Choosing-The-Right-Sales-Speaker-For-Your-Performance-Objectives&id=1117904 Did you realize that Money-back-guarantee" is "all over the place"? If you have lived long enough, you will know that this is an evolution in advertising and trading. This is never heard of in the past. It used to be, people often being cheated by sellers or traders into buying a faulty product and not able to get any money back. Once you "break" it, it is considered sold. Tue, 22 Apr 2008 13:07:42 -0500 http://ezinearticles.com/?Guarantee-Your-Money-Back-Guarantee&id=1116443 http://ezinearticles.com/?Guarantee-Your-Money-Back-Guarantee&id=1116443 With changing economies and market globalization, companies now face competitor behaviors that they may not have ever experienced before. Customers have instant access to purchase goods worldwide with little problems and the more comfortable they become with the experience, the further a field they are willing to travel. Fri, 18 Apr 2008 15:28:54 -0500 http://ezinearticles.com/?How-Companies-Leave-The-Door-Open-For-Competitors-To-Raid-Their-Business&id=1115323 http://ezinearticles.com/?How-Companies-Leave-The-Door-Open-For-Competitors-To-Raid-Their-Business&id=1115323 Can you increase the performance of a sales force when they already seem to be working hard? The team are making quota but can they still deliver significantly more growth without burning themselves out? Through the numerous business reviews I have conducted, I have identified the following traits as common issues within the Selling Function where past practices are being followed.... Fri, 18 Apr 2008 15:27:14 -0500 http://ezinearticles.com/?Applying-New-Approaches-To-An-Old-Team&id=1115318 http://ezinearticles.com/?Applying-New-Approaches-To-An-Old-Team&id=1115318 This article looks at the issue of extracting company knowledge from sales personnel and retaining it as an asset within the company. Adele looks at the purpose of knowledge within a company and the systems required to manage this knowledge effectively within sales forces. Fri, 18 Apr 2008 15:26:12 -0500 http://ezinearticles.com/?Managing-Knowledge-in-Sales-Forces&id=1115312 http://ezinearticles.com/?Managing-Knowledge-in-Sales-Forces&id=1115312 What is the best way of Sales Order Generation? Why do we manage the Inventory? How to avoid Stock-outs? How to avoid the overstocking? Thu, 17 Apr 2008 10:51:40 -0500 http://ezinearticles.com/?Making-The-Sales-Call-Inventory-Management-(1.5-Rule)&id=1106334 http://ezinearticles.com/?Making-The-Sales-Call-Inventory-Management-(1.5-Rule)&id=1106334 It's that word 'should' that's the problem. According to research from Gartner, as many as 60% of all CRM implementations fail. So given that CRM systems can help in many aspects of sales and marketing, why do they go wrong? Thu, 17 Apr 2008 09:18:29 -0500 http://ezinearticles.com/?CRM-Systems-in-Sales-and-Marketing-Well,-they-should-work!&id=1104738 http://ezinearticles.com/?CRM-Systems-in-Sales-and-Marketing-Well,-they-should-work!&id=1104738 Many sales managers and trainers feel that video role playing sales presentations and prospecting methods is just too stressful for their sales representatives to be an effective training tool. On the other hand, in most sports, video taping of an athletes performance is a standard training procedure. Today, video tapes play a major role in an athlete's conditioning by most coaches and managers. Tue, 15 Apr 2008 14:15:38 -0500 http://ezinearticles.com/?The-Video-Role-Playing-Is-Counterproductive-Myth&id=1106273 http://ezinearticles.com/?The-Video-Role-Playing-Is-Counterproductive-Myth&id=1106273 "I'm sorry," my prospect whispered hoarsely, "but I guess I'm in a cynical mood." He didn't need to tell me. As he strode down the surrealistically dark corridor to greet me, I could detect something was askew. His gait, the slightly off-center ambling of a once proud but now humbled individual, spoke volumes about how beaten up he had become over the years. Backing up a few days to when I had requested our meeting over the phone, he sounded as if he was teetering on the edge of an abyss. Tue, 15 Apr 2008 09:52:16 -0500 http://ezinearticles.com/?Dont-Let-Your-Sales-Prospects-Sell-You-Their-Cynicism!&id=1106548 http://ezinearticles.com/?Dont-Let-Your-Sales-Prospects-Sell-You-Their-Cynicism!&id=1106548 There's a good reason why over 97 percent of progressive companies and service industry firms that I've consulted, use a form of a "hungry base plus commission" compensation plan for their sales professionals, rather than employing a straight commission pay structure. The reason is simple, straight commission pay plans demotivate many more sales professionals than they motivate. Straight commissions reward a specific type of sales professional--the top three to five percent of the sales professionals in the top 20 percent bracket. Tue, 15 Apr 2008 08:54:22 -0500 http://ezinearticles.com/?The-100%-Commissions-Motivate-Myth&id=1106111 http://ezinearticles.com/?The-100%-Commissions-Motivate-Myth&id=1106111 Many year's ago, while training at a branch of Dean Whitter (now Morgan Stanley), I learned an important management truth. The branch manager at this office was mandated by corporate to spend a minimum of 60 percent of his time working with and supporting the stock brokers who had been given offices (based on their top performance) surrounding the "bull pen," where the vast majority of the brokers had cubicles. Those staff members in the cubicles were allocated 40 percent of the manager's time. Tue, 15 Apr 2008 08:08:22 -0500 http://ezinearticles.com/?The-Never-Play-Favorites-Myth&id=1106330 http://ezinearticles.com/?The-Never-Play-Favorites-Myth&id=1106330 In some selling organizations, if formal sales training exists at all, it is often performed by seasoned sales representatives or top performers on the staff. Big mistake! Tue, 15 Apr 2008 08:07:22 -0500 http://ezinearticles.com/?The-Use-Seasoned-Sales-Professionals-As-Trainers-Myth&id=1106314 http://ezinearticles.com/?The-Use-Seasoned-Sales-Professionals-As-Trainers-Myth&id=1106314 Sales professionals, new to selling or business development, might view the opportunity to make a presentation on the spot as a positive event, especially when they learn how hard it is to set a steady stream of appointments to make their presentation. But this perceived opportunity is far from the best time to make a sales presentation, because they rarely can command a decision-maker's full attention. Tue, 15 Apr 2008 08:05:33 -0500 http://ezinearticles.com/?The-Cold-Call-Presentations-Myth&id=1106255 http://ezinearticles.com/?The-Cold-Call-Presentations-Myth&id=1106255 To be politically correct today, many organizations have set Friday's apart for their staff to dress down. For selling and service industry professionals, this is a major mistake on the part of management. Research conducted in the '90s by John Malloy, the author of the acclaimed Dress For Success series, we learn that people have a picture of how sales and service industry professionals should look. Tue, 15 Apr 2008 08:04:34 -0500 http://ezinearticles.com/?The-Dress-Down-Friday-Myth&id=1106251 http://ezinearticles.com/?The-Dress-Down-Friday-Myth&id=1106251 On the surface, this concept of competition or contests seems like a valuable tool to increase sales. Don't bet on it. Tue, 15 Apr 2008 08:03:52 -0500 http://ezinearticles.com/?The-Staff-Competition-Increases-Sales-Myth&id=1106237 http://ezinearticles.com/?The-Staff-Competition-Increases-Sales-Myth&id=1106237 Although successful selling requires a level of efficiency to put each staff member in front of as many decision-makers as possible in the shortest period of time, being efficient in sales is not always effective! Research into effective selling by several major Universities suggests that it can take as many as nine to twelve impressions about a product or service depending on the industry, before a prospective customer or client will make a buying decision. Therefore, your staff needs to take time to soften a decision-maker with appointment confirmations (both written and verbal). Tue, 15 Apr 2008 08:03:06 -0500 http://ezinearticles.com/?The-Being-Efficient-Myth&id=1106224 http://ezinearticles.com/?The-Being-Efficient-Myth&id=1106224 In my first management course at the City College of New York over 30 years ago, I learned an important truth--you can't motivate anyone except yourself. As a manager, all you can do is "create a climate" in which your sales team members motivate themselves. It's true that you can motivate your staff with fear--the fear of management's anger, the fear of looking foolish or even the fear of losing their job. Tue, 15 Apr 2008 08:02:13 -0500 http://ezinearticles.com/?The-You-Can-Motivate-Your-Sales-Staff-Myth&id=1106178 http://ezinearticles.com/?The-You-Can-Motivate-Your-Sales-Staff-Myth&id=1106178 It's been said that money hides mistakes. Corporate earnings are down, the market drops and gains triple digits on multiple days, housing prices continue to fall and foreclosure rates are skyrocketing. It's no question that we are in an unstable economic environment. Are we in a recession right now, if not today will we slip into one next week, or perhaps next month? With economic uncertainty looming, many of our clients are asking: How should I position my firm in the months to come? Wed, 09 Apr 2008 11:32:09 -0500 http://ezinearticles.com/?Sales-and-Marketing-Metrics-Scorecards-Improve-Performance&id=1042554 http://ezinearticles.com/?Sales-and-Marketing-Metrics-Scorecards-Improve-Performance&id=1042554 Whenever qualities of Sales Persons are discussed qualities like good communications skills, good interpersonal relationship, knowledge about own products vis a vis competitors' and Market Scenario are mostly talked about. Hard work either do not appear in list or given the last priority in the list. Mon, 07 Apr 2008 16:58:15 -0500 http://ezinearticles.com/?Hard-Work-The-Most-Desired-Quality-Of-Sales-Professional&id=1087561 http://ezinearticles.com/?Hard-Work-The-Most-Desired-Quality-Of-Sales-Professional&id=1087561 One common question many new business owners ask is how to retain quality employees. One answer to that would be motivation. Remember, all employees are also human beings. And people love to be recognized. Mon, 07 Apr 2008 13:29:30 -0500 http://ezinearticles.com/?Motivating-Your-Employees-by-Keeping-Score&id=1086058 http://ezinearticles.com/?Motivating-Your-Employees-by-Keeping-Score&id=1086058 The sales jobs market is becoming more and more respected with each day that goes by. This always hasn't been the case, with so many negative characters being created by the media for sales people. Nowadays though sales jobs are very sought by people from all sorts of backgrounds. Fri, 04 Apr 2008 09:39:39 -0500 http://ezinearticles.com/?Moving-On-Into-Management-In-Sales-Jobs&id=1089323 http://ezinearticles.com/?Moving-On-Into-Management-In-Sales-Jobs&id=1089323 Many lead agents have a goal to expand their sales team. Many even make that their primary objective soon after they start their real estate practice. The allure of having other people to create your revenue is a powerful drug. Fri, 04 Apr 2008 08:52:06 -0500 http://ezinearticles.com/?Expanding-Your-Sales-Team&id=1085355 http://ezinearticles.com/?Expanding-Your-Sales-Team&id=1085355 Increasing sales is the prime aim of any company that wants to succeed. Number one thing any business owner must do before even looking for how to promote or increase sales is to make sure his/her goods or services are up to standard and of high quality. Mon, 31 Mar 2008 13:54:11 -0500 http://ezinearticles.com/?How-To-Increase-Your-Sales-Without-Extra-Cost&id=1043758 http://ezinearticles.com/?How-To-Increase-Your-Sales-Without-Extra-Cost&id=1043758 Do you want to build your flea market business bigger than ever? Consider hiring a sales team. Expanding can help your flea market business make more money and gain recognition. Thu, 27 Mar 2008 09:21:52 -0500 http://ezinearticles.com/?Hiring-a-Sales-Team-for-Your-Flea-Market-Business&id=1065189 http://ezinearticles.com/?Hiring-a-Sales-Team-for-Your-Flea-Market-Business&id=1065189 Everybody wants their sales force to be successful. But is "sales success" enough? Is a "successful" sales force the same thing as a "productive" sales force? Not necessarily. Find out if your team is "leaking" productivity today, inefficiencies that cost time, money and competitive advantage. Wed, 19 Mar 2008 15:31:52 -0500 http://ezinearticles.com/?Sales-Success-vs-Sales-Productivity-Are-They-the-Same?&id=1051701 http://ezinearticles.com/?Sales-Success-vs-Sales-Productivity-Are-They-the-Same?&id=1051701 The sense of urgency is the supreme motivator for anyone wanting to get something done. You can consider urgency a tool, you can use it to promote something for sale, or put the fire to a project to get something finished. Whatever the case, urgency is a secret weapon of all successful people. In the Home Based Business Industry it is like the air you breathe. Tue, 18 Mar 2008 14:18:26 -0500 http://ezinearticles.com/?The-Urgent-Factor&id=1053637 http://ezinearticles.com/?The-Urgent-Factor&id=1053637 So you think you are a sales executive? Let's qualify you as a candidate: Do you love to cold call? Mon, 17 Mar 2008 15:09:55 -0500 http://ezinearticles.com/?Sales-Management-101-for-a-Staffing-Firm&id=1048586 http://ezinearticles.com/?Sales-Management-101-for-a-Staffing-Firm&id=1048586 Avoid having to close your PT practice as Scott Wolfinden did. Here are three steps you can take to bring more cash into your physical therapy practice. 1) Give your clients the option of paying cash up front. 2) Respect your clients time and money. 3) Learn everything you can about cash practice physical therapy. Mon, 17 Mar 2008 13:21:57 -0500 http://ezinearticles.com/?Cash-Practice-Physical-Therapy-Three-Ways-to-Bring-More-Cash-to-Your-PT-Practice&id=1040734 http://ezinearticles.com/?Cash-Practice-Physical-Therapy-Three-Ways-to-Bring-More-Cash-to-Your-PT-Practice&id=1040734 First of all, I want to define both. Simply put, leadership is influence. This is the best definition of leadership I have ever heard. It comes from John Maxwell's book, "The 21 Irrefutable Laws of Leadership." A portion of management is leadership, but management also involves planning, coordinating, controlling and organizing resources. Now, I want to reveal to you the differences between a manager and a leader. Mon, 17 Mar 2008 09:43:10 -0500 http://ezinearticles.com/?Are-You-A-Leader-Or-A-Manager?&id=1047476 http://ezinearticles.com/?Are-You-A-Leader-Or-A-Manager?&id=1047476 Key account sales people in China love to emphasize about the importance of Guanxi or relationships when it comes to managing their key accounts. But is maintaining good relationship the only criteria of gaging good key accounts practice? And assuming it's not the only criteria, but still an important criteria, at what levels should these relationships be built. Mon, 17 Mar 2008 09:02:08 -0500 http://ezinearticles.com/?Cultivating-Key-Account-Management-Best-Practices&id=1034859 http://ezinearticles.com/?Cultivating-Key-Account-Management-Best-Practices&id=1034859 I completed another Sales Management Leadership Program workshop last month. As a facilitator and coach it's gratifying to see the lights go on when Managers realize the difference between training and development. So I thought I'd take a moment to discuss it. Thu, 13 Mar 2008 13:09:53 -0500 http://ezinearticles.com/?Whats-The-Difference-Between-Training-and-Development?&id=1038575 http://ezinearticles.com/?Whats-The-Difference-Between-Training-and-Development?&id=1038575 Prospecting is the MOST important selling skill, since it sets you up so you can use all your other skills. But most sales people are afraid to prospect since they haven't been taught. Here is the answer. Thu, 13 Mar 2008 09:29:14 -0500 http://ezinearticles.com/?Sales-People-are-Cowards!&id=1041399 http://ezinearticles.com/?Sales-People-are-Cowards!&id=1041399 After sales customer follow up and prospect follow up are important to top salespeople success. You don't have to be pushy, don't have to forget and you don't have to be hit or miss. Tue, 11 Mar 2008 11:42:05 -0500 http://ezinearticles.com/?Follow-up-Sales-Effectiveness&id=1036696 http://ezinearticles.com/?Follow-up-Sales-Effectiveness&id=1036696 How to Set up Effective Terms and Conditions Before you Sell on Credit Setting up effective terms and conditions can be a challenge for many small business owners when they are formulating their payment infrastructure. Extending credit can be an effective small business strategy as it allows your business to establish customer loyalty and to increase sales with customers who would not do business with your company otherwise. Consider the following tips when you are setting up your small business terms and conditions: Understand the Legal Parameters Each country has a separate standard ... Thu, 06 Mar 2008 16:20:31 -0600 http://ezinearticles.com/?How-to-Set-Up-Effective-Terms-and-Conditions-Before-You-Sell-On-Credit&id=1028925 http://ezinearticles.com/?How-to-Set-Up-Effective-Terms-and-Conditions-Before-You-Sell-On-Credit&id=1028925 You really don't strike me as a lazy person, but a recent event brought to mind some interesting things. Take a moment to look around you. There's literally millions and millions of people out there wanting to "do this" and "do that," but at the end of the day what is it they actually accomplished? Thu, 06 Mar 2008 15:39:04 -0600 http://ezinearticles.com/?Why-Do-Lazy-People-Constantly-Complain-That-They-Never-Reach-Their-Targets?&id=1023199 http://ezinearticles.com/?Why-Do-Lazy-People-Constantly-Complain-That-They-Never-Reach-Their-Targets?&id=1023199 Sales manager software helps your sales team to work more efficiently and focus their attention on selling. The sales team sometimes gets frustrated with the confusing and complex CRM solutions or when they have to struggle with the limitations of the approaches that are based on spreadsheet. With the help of this software the sales force automation system gets improved into pipeline management, which makes the maximum of every lead, maximizes the productivity of sales representatives and drive and close the sales deal. Thu, 06 Mar 2008 10:04:52 -0600 http://ezinearticles.com/?Increase-Your-Business-With-Sales-Manager-Software&id=1029002 http://ezinearticles.com/?Increase-Your-Business-With-Sales-Manager-Software&id=1029002 Do your company's salespeople sometimes pursue large opportunities with brand new prospects? What is their success rate when pursuing these types of opportunities? Do they lose more often than they win? Mon, 03 Mar 2008 14:01:57 -0600 http://ezinearticles.com/?Sales-Process-How-to-Win-More-Big-Dollar-Sales-Opportunities-with-Brand-New-Prospects&id=1019827 http://ezinearticles.com/?Sales-Process-How-to-Win-More-Big-Dollar-Sales-Opportunities-with-Brand-New-Prospects&id=1019827 Sales Hunters look for prospects that are fully qualified and ready to buy. Sales Farmers may start even before a buyer had a need and will develop a relationship so that when the prospects are ready to buy, these sales can be harvested. Smart sales managers use hunter strategies for buyers who have a need and are well educated on their offerings, and to use farmer strategies to develop prospects for later sales. This is obviously more important for major or complex sales than for small sales. Fri, 29 Feb 2008 14:27:25 -0600 http://ezinearticles.com/?Successful-Sales-Strategies-Hunters-and-Farmers&id=1013900 http://ezinearticles.com/?Successful-Sales-Strategies-Hunters-and-Farmers&id=1013900 Many sales people are frustrated when they expect limited sales efforts to produce more sales. Few buyers are ready to make a decision in one or two contacts, especially if the offering is of major importance to them. Integrated marketing and sales strategies can produce immediate and long term results in sales. The key is to recognize that most major sales prospects, even when they have a qualifying need will not make a final buying decision on large sales until there have been enough contacts. These contacts provide education and build confidence in a particular solution to that need. Fri, 29 Feb 2008 14:26:53 -0600 http://ezinearticles.com/?Successful-Sales-Strategies-Reaping-and-Sowing&id=1013838 http://ezinearticles.com/?Successful-Sales-Strategies-Reaping-and-Sowing&id=1013838 The key to riding out the recession is to create a plan to address it. Simply planning ahead is one of the best strategies companies can use when experts begin to whisper recession. Recession-proofing your sales begins with you, and being proactive is one of the best ways to ride high when others are crashing. Fri, 29 Feb 2008 08:06:19 -0600 http://ezinearticles.com/?Top-7-Ways-to-Recession-Proof-Your-Business&id=1015936 http://ezinearticles.com/?Top-7-Ways-to-Recession-Proof-Your-Business&id=1015936 Powering up sales to ignite funding offers more than a safety net. In one instance, a company incorporating a sales plan with the path to funding found that company sales funded the business sufficiently enough that venture investment/funding was no longer needed. Fri, 29 Feb 2008 08:06:01 -0600 http://ezinearticles.com/?Use-Sales-Power-To-Fuel-Funding&id=1015909 http://ezinearticles.com/?Use-Sales-Power-To-Fuel-Funding&id=1015909 When panic about a sliding economy hits the airwaves the first impulse is to react. Most business react by constricting into a ball. The strategy is to drop and hide until the recession passes no matter how long that might take. Businesses that take the counterintuitive track of boldly staying the course and selling more, not less, will find that the competitive landscape is largely void of the usual suspects. Fri, 29 Feb 2008 08:05:16 -0600 http://ezinearticles.com/?Counterintuitive-Selling-Rules-During-a-Recession&id=1015876 http://ezinearticles.com/?Counterintuitive-Selling-Rules-During-a-Recession&id=1015876 Congratulations, you just received the title of Manager. Take a moment to be proud of your achievement, reflect on your hard work, and enjoy the moment. Of course, at the same time you likely have an uneasy feeling of fear at the same time. Thu, 28 Feb 2008 14:10:41 -0600 http://ezinearticles.com/?Five-Critical-Tips-For-a-First-Time-Manager&id=1014962 http://ezinearticles.com/?Five-Critical-Tips-For-a-First-Time-Manager&id=1014962 Top ten things sales professionals do that can invite resistance and lose a sale. Business etiquette is key and understanding personalities a necessity! Check the subtle, unwitting messages that your potential clients may be reading Thu, 28 Feb 2008 09:09:15 -0600 http://ezinearticles.com/?Minding-Your-Sales-Manners&id=1005850 http://ezinearticles.com/?Minding-Your-Sales-Manners&id=1005850 At first glance, an interim sales manager may seem like a strange concept. After all, "sales" is a constant, "business as usual" function within any organisation. However, over recent years, the concept of an interim sales manager has emerged. Specifically interim sales managers are increasingly seen as a flexible and appropriate solution in the following three business situations: Wed, 27 Feb 2008 15:04:00 -0600 http://ezinearticles.com/?Interim-Sales-Managers-When-Can-Hiring-An-Interim-Sales-Manager-Be-The-Best-Option?&id=1006979 http://ezinearticles.com/?Interim-Sales-Managers-When-Can-Hiring-An-Interim-Sales-Manager-Be-The-Best-Option?&id=1006979 Often sales managers make a huge mistake when they require their sales people to make "X" amount of cold calls per week and write down the person they called, what was said and the phone number on a little chart. What ends up happening is fairly interesting and it happens in many industries. Often, the sales people will call when they know most people will not answer and they leave a voice mail. Then they put on the chart; Voice Mail - left message for Mr. Smith. Wed, 27 Feb 2008 13:44:43 -0600 http://ezinearticles.com/?Why-Do-They-Always-Call-on-Fridays?-Problems-with-Cold-Calling-Quotas-for-Your-Sales-People&id=1008760 http://ezinearticles.com/?Why-Do-They-Always-Call-on-Fridays?-Problems-with-Cold-Calling-Quotas-for-Your-Sales-People&id=1008760 Why do so many companies accept as a fact of life that 80 percent of new customers are brought in by 20 percent of their sales people? Turning this "fact" around is what separates fast growing companies from so-so performers. Tue, 26 Feb 2008 15:14:42 -0600 http://ezinearticles.com/?How-To-Turn-Sales-Farmers-Into-Sales-Hunters&id=1004138 http://ezinearticles.com/?How-To-Turn-Sales-Farmers-Into-Sales-Hunters&id=1004138 It's the first of the year, and you sales manager is hounded you for this year's goals. I've been there! Is this the year I break out and hit the big time. As most sales management you find in most sales offices, are unrelenting slugs. Tue, 26 Feb 2008 10:37:31 -0600 http://ezinearticles.com/?Know-Your-Goals-First-And-Then-Set-Them&id=1000992 http://ezinearticles.com/?Know-Your-Goals-First-And-Then-Set-Them&id=1000992 This article will give business owners an overview of how to manage their old customer base and at the same time keep on expanding it. Holding on to your old customers is very important and so is getting new clients. If you want to know how to strike a perfect balance between the two, read on! Wed, 20 Feb 2008 13:29:12 -0600 http://ezinearticles.com/?How-To-Keep-Your-Customer-Base-Thriving&id=996935 http://ezinearticles.com/?How-To-Keep-Your-Customer-Base-Thriving&id=996935 I have said it many times to many friends and coworkers. Sales is the easiest Job and the Hardest Job! When you are making your numbers life is good. When you are not making your numbers life sucks. Wed, 20 Feb 2008 11:02:14 -0600 http://ezinearticles.com/?Are-You-Meeting-Your-Quotas?&id=996601 http://ezinearticles.com/?Are-You-Meeting-Your-Quotas?&id=996601 Do you have any distracting mannerisms that may be causing you to lose sales? We may not be aware of our mannerisms, but other people are. This article reveals 14 distracting behaviors that may be costing you sales. Are you guilty of any of these non-verbal behaviors? Tue, 19 Feb 2008 10:36:13 -0600 http://ezinearticles.com/?Body-Language-14-Distracting-Mannerisms-That-Can-Cost-You-Sales&id=993656 http://ezinearticles.com/?Body-Language-14-Distracting-Mannerisms-That-Can-Cost-You-Sales&id=993656 The bigger tire firms restrict the dealers not only to a narrow profit margin but sell through countless distributive outlets, including their own stores. This further depresses both prices and profits. We, however, gave the independent tire dealer territorial exclusivity. We made sure the salesmen understood this. Mon, 18 Feb 2008 16:39:27 -0600 http://ezinearticles.com/?Motivate-the-Salesman-By-Helping-Him&id=989287 http://ezinearticles.com/?Motivate-the-Salesman-By-Helping-Him&id=989287 Asset based transportation sales forces are grossly inefficient. Transportation sales agency is the future for asset providers who want to grow cost effectively. Mon, 18 Feb 2008 16:26:03 -0600 http://ezinearticles.com/?Transportation-Agent-Sales-Growth&id=993705 http://ezinearticles.com/?Transportation-Agent-Sales-Growth&id=993705 Without good salespeople, you have no business. Too many business owners fail to see the value of their sales force. Mon, 18 Feb 2008 11:37:54 -0600 http://ezinearticles.com/?Your-Salespeople-Are-The-Center-Of-Your-Business&id=991154 http://ezinearticles.com/?Your-Salespeople-Are-The-Center-Of-Your-Business&id=991154 A Sales Pipeline is a useful concept used by Sales Managers, individual sales staff and the owners of small businesses to quantify the demand for their products and services. Regardless of what you're selling, by effectively managing your sales pipeline, you can smooth out customer demand and create a more stable sales cycle with more reliable results. Fri, 15 Feb 2008 15:23:36 -0600 http://ezinearticles.com/?What-Is-A-Sales-Pipeline-And-Why-Is-It-Important?&id=985195 http://ezinearticles.com/?What-Is-A-Sales-Pipeline-And-Why-Is-It-Important?&id=985195 Everyone experiences those "ah - ha" moments as a leader... those moments when "you get it" and why it is important that you do! One time someone asked me what were those "ah-ha" moments I experienced as a new region sales leader. I thought about it for a while and shared these three examples. Fri, 15 Feb 2008 14:52:44 -0600 http://ezinearticles.com/?Those-Ah-Ha-Moments-As-A-Sales-Leader&id=984780 http://ezinearticles.com/?Those-Ah-Ha-Moments-As-A-Sales-Leader&id=984780 You've heard that the customer is always right, haven't you? It's true, but the operative word in that sentence isn't "right." It's "customer." People that are on the books with us now, spinning off profits; they're the ones who are right. Mere prospects are not customers, yet. Wed, 13 Feb 2008 16:26:38 -0600 http://ezinearticles.com/?Seven-Freaky-Sales-Prospects&id=982252 http://ezinearticles.com/?Seven-Freaky-Sales-Prospects&id=982252 Companies often overlook the critical role the Sales Managers play in improving sales performance. The Sales Management team may be your next big untaped oil well. Wed, 13 Feb 2008 11:06:12 -0600 http://ezinearticles.com/?Improving-Sales-Productivity-Begins-and-Ends-with-the-Sales-Manager&id=977755 http://ezinearticles.com/?Improving-Sales-Productivity-Begins-and-Ends-with-the-Sales-Manager&id=977755 When faced with declining sales and missed targets, many companies opt to hire a "sales superstar", one whom will do the wonders and rev up sales single-handedly. Unfortunately, most companies almost always end up with mediocre results at best, and sheer disappointment in most cases. Tue, 05 Feb 2008 08:09:07 -0600 http://ezinearticles.com/?Mistakes-Companies-Make-When-Hiring-Their-Next-Sales-Superstar&id=965346 http://ezinearticles.com/?Mistakes-Companies-Make-When-Hiring-Their-Next-Sales-Superstar&id=965346 Due to the acute shortage of experienced, good sales people, more and more companies are looking to hiring such sales people (and sales managers too) through headhunters. Unfortunately, most of the results are quite disappointing. Mon, 04 Feb 2008 10:29:27 -0600 http://ezinearticles.com/?Selecting-the-Right-Recruiter-for-Your-Sales-Hiring-Needs&id=965352 http://ezinearticles.com/?Selecting-the-Right-Recruiter-for-Your-Sales-Hiring-Needs&id=965352 Understanding the difference between commanding respect from your team and demanding respect from your team is vital. Do you know the difference? Are there some signs that you are making a mistake of confusing these two and are your results and income suffering because of it? Fri, 01 Feb 2008 14:23:36 -0600 http://ezinearticles.com/?Demanding-And-Commanding-Your-People-Whats-The-difference?&id=961892 http://ezinearticles.com/?Demanding-And-Commanding-Your-People-Whats-The-difference?&id=961892 Recently I was asked a question by an executive from a medical device manufacturing and distribution business. His company invests heavily to attend domestic and international trade shows. His salespeople close quite a few sales at the trade shows, but their success rate in closing sales after the trade shows is below five percent. Fri, 01 Feb 2008 10:49:08 -0600 http://ezinearticles.com/?Sales-Management-How-Re-Engaging-Prospects-Emotions-Increases-Post-Trade-Show-Close-Ratios&id=959611 http://ezinearticles.com/?Sales-Management-How-Re-Engaging-Prospects-Emotions-Increases-Post-Trade-Show-Close-Ratios&id=959611 Want to find out how you can improve your sales force? Well, the answer starts with you. Find out how managers can lead their sales team by example. Thu, 31 Jan 2008 11:17:00 -0600 http://ezinearticles.com/?Effective-Managers-Stand-Up-and-Go-First&id=957170 http://ezinearticles.com/?Effective-Managers-Stand-Up-and-Go-First&id=957170 It seems it is a daily occurrence that people fail to communicate properly at work or home. Most places communication problems breed from ignorant managers, mentors, supervisors and mid-level directors. Credibility goes right out the window when lack of knowledge is exposed by subordinates. Wed, 30 Jan 2008 15:50:43 -0600 http://ezinearticles.com/?Leading-By-Listening-And-Communication&id=951646 http://ezinearticles.com/?Leading-By-Listening-And-Communication&id=951646 Hiring and Retaining Great Salespeople When companies are looking to hire new sales people for their organization, most concentrate on hiring the person with the most experience or with a solid When companies are looking to hire new sales people for their organization, most concentrate on hiring the person with the most experience or with a solid history of sales success. As a sales recruiter, our job is to find the best business development, account manager or sales rep for companies. However, many companies are not prepared to make even the best sales person successful once they begin their new sales job. Wed, 30 Jan 2008 11:52:45 -0600 http://ezinearticles.com/?Hiring-and-Retaining-Great-Sales-People&id=951177 http://ezinearticles.com/?Hiring-and-Retaining-Great-Sales-People&id=951177 One of the main focuses of modern psychology is the understanding of underlying motivations of human behavior. With this understanding, psychologists can help subjects control or at least influence their behavior in a constructive way. This leads to helping individuals improve various aspects of their personal lives, including interpersonal relationships and career advancement. Wed, 30 Jan 2008 08:05:12 -0600 http://ezinearticles.com/?Motivating-Sales-Teams-Sound-Science&id=956300 http://ezinearticles.com/?Motivating-Sales-Teams-Sound-Science&id=956300 Internet invoicing doesn't have to be a headache! Read through this article for some great tips on internet invoicing. You'll be glad you did. Mon, 28 Jan 2008 15:14:22 -0600 http://ezinearticles.com/?A-Few-Tips-For-Internet-Invoicing&id=949759 http://ezinearticles.com/?A-Few-Tips-For-Internet-Invoicing&id=949759 All I want is a free lunch and a perfect world for my CRM system. Is that too much to ask? Mon, 28 Jan 2008 11:49:15 -0600 http://ezinearticles.com/?The-Hidden-Costs-Of-An-Online-CRM-System&id=947606 http://ezinearticles.com/?The-Hidden-Costs-Of-An-Online-CRM-System&id=947606 Internet leads are different from other sales leads. They are generated differently. They are delivered in real time. Mon, 28 Jan 2008 10:25:39 -0600 http://ezinearticles.com/?Insurance-Leads-Seven-Tips-for-Selling-Internet-Insurance-Leads&id=951658 http://ezinearticles.com/?Insurance-Leads-Seven-Tips-for-Selling-Internet-Insurance-Leads&id=951658 Out of desperation sales people in the services industries are often tempted to buy a done for you marketing system. It sounds so good just what you need to get things going. Mon, 28 Jan 2008 07:49:21 -0600 http://ezinearticles.com/?Professional-Sales-Coaching-A-Marketing-System-Isnt-a-Get-Rich-Quick-Solution&id=948691 http://ezinearticles.com/?Professional-Sales-Coaching-A-Marketing-System-Isnt-a-Get-Rich-Quick-Solution&id=948691 Rejection can drill you down, nick you with a thousand paper cuts, make you cry uncle, and hide under the sheets. How come? Most of us have been programmed by family, friends, teachers, and bosses to crave approval and when it isn't forthcoming, or we're zapped by the thunderbolts of disapproval we turn tail and run. But it doesn't have to be this way. I'm not going to tell you to toughen up, to eat rejection for breakfast or to count the "no's" you receive on the inevitable path to the glorious yeses. I'm going to entreat you to deal with rejection the only right and proper way, says this top speaker, international consultant and coach, and best-selling author of THE LAW OF LARGE NUMBERS: HOW TO MAKE SUCCESS INEVITABLE, published by Nightingale-Conant. Sun, 27 Jan 2008 16:04:17 -0600 http://ezinearticles.com/?Tired-of-Rejection?-Promote-Acceptance!&id=949089 http://ezinearticles.com/?Tired-of-Rejection?-Promote-Acceptance!&id=949089 The biggest challenge facing Sales Managers today motivating and retaining employees. Motivated employees are needed in rapidly changing workplaces. Motivated sales teams help organizations survive simply because they are more productive. Motivation is an organization's life-blood; yet "motivation," as a business subject, is largely ignored. Seldom is a clear, coherent, and overall approach taken to the challenge of motivating people. Most organizations don't give it much thought until something starts to go wrong. Thu, 24 Jan 2008 14:58:11 -0600 http://ezinearticles.com/?Self-Actualization-and-Your-Sales-Team&id=944068 http://ezinearticles.com/?Self-Actualization-and-Your-Sales-Team&id=944068 Sales professionals of all ages would rather hit the streets to speak with potential clients than sit in a long seminar on sales technique. Managers and executives place a high premium on results but corporations want sales people to have the information needed to use intuition in a reasonable manner. Thu, 24 Jan 2008 14:39:29 -0600 http://ezinearticles.com/?The-Importance-Of-Sales-Training-On-A-Daily-Basis&id=945400 http://ezinearticles.com/?The-Importance-Of-Sales-Training-On-A-Daily-Basis&id=945400 The threat of a recession makes sales even more important. And growing your customer base critical. Don't put all your eggs in just a few baskets. Expand that customer base so your protecting those "eggs." Thu, 24 Jan 2008 11:30:08 -0600 http://ezinearticles.com/?The-Threat-of-Recession-and-The-Field-Sales-Professional!&id=944321 http://ezinearticles.com/?The-Threat-of-Recession-and-The-Field-Sales-Professional!&id=944321 Sales force automation includes the automation of your sales related processes by increasing co-ordination among your sales peoples and between sales peoples and management. It is considered now as one of the vital requirement for business success. Thu, 24 Jan 2008 10:30:41 -0600 http://ezinearticles.com/?The-Need-Of-Sales-Force-Automation&id=944062 http://ezinearticles.com/?The-Need-Of-Sales-Force-Automation&id=944062 If you're not satisfied with your sales status looks to the coach of your team - your sales managers. Here's a way to check how good they are. Tue, 22 Jan 2008 13:52:39 -0600 http://ezinearticles.com/?Sales-Manager-Coaching&id=937808 http://ezinearticles.com/?Sales-Manager-Coaching&id=937808 What if there were lotteries that nobody won? Or, slot machines that never hit the jackpot? Consider Blackjack hands where drawing 21, paid zip? You'd probably cry, "Foul!" along with most of the world. After all, what good is it to come out on top if there's no prize? Could anything be worse? In the sales world, the answer is "Yes," says this top speaker, best-selling author, and creator of the internationally acclaimed seminar, MONITORING, MEASURING & MANAGING HUMAN FACTORS IN SELLING. Mon, 21 Jan 2008 12:55:22 -0600 http://ezinearticles.com/?Is-it-Embarrassing-When-Top-Salespeople-Earn-More-than-Sales-Managers?&id=937314 http://ezinearticles.com/?Is-it-Embarrassing-When-Top-Salespeople-Earn-More-than-Sales-Managers?&id=937314 There are well-defined moments in the sales process when you absolutely must ask for the order. You can't afford to have these precious moments slip through your fingers but unfortunately, that's exactly what happens to too many salespeople. I have some advice that will protect you from becoming one of those salespeople. The key is to make closing automatic and you do that by knowing exactly when you must ask for an order. Thu, 17 Jan 2008 13:35:39 -0600 http://ezinearticles.com/?Close-More-Sales-Make-Asking-For-The-Order-Automatic&id=930118 http://ezinearticles.com/?Close-More-Sales-Make-Asking-For-The-Order-Automatic&id=930118 A company thinking of employing the services of a mystery shopper may well not be aware of the long term benefits that can be gained by operating a long term campaign. Secret Mystery Shopping can obviously tell the client company many things about its initial point of sale performance but this is far from the whole picture. Tue, 15 Jan 2008 10:46:46 -0600 http://ezinearticles.com/?Secret-Mystery-Shopping-More-Than-Point-of-Sale-Evaluation&id=926389 http://ezinearticles.com/?Secret-Mystery-Shopping-More-Than-Point-of-Sale-Evaluation&id=926389 Patient Visit Average is a common stat used to track your success in delivering exceptional patient care based on how long the patient remains under care. Regardless of your current PVA, it can be increased when you use some very simple and low-cost internal marketing techniques. Mon, 14 Jan 2008 16:08:48 -0600 http://ezinearticles.com/?Patient-Retention-Requires-a-Plan&id=927164 http://ezinearticles.com/?Patient-Retention-Requires-a-Plan&id=927164 Adding a money-back guarantee to your sales page is a great way to increase sales. This goes a long way to overcome a buyer's objections because they have the security of knowing they can get a hassle-free refund if they later regret their purchase. But just because you have a guarantee doesn't mean you have to lose money every time a customer asks for a refund. Mon, 14 Jan 2008 14:04:13 -0600 http://ezinearticles.com/?Turn-The-Tables-On-Those-Refunders&id=924999 http://ezinearticles.com/?Turn-The-Tables-On-Those-Refunders&id=924999 Anything to do with your employment is political anyway and if you have been selected to make a presentation at a sales meeting you can bet your bottom dollar that it is not intended to make you look good it is intended to make the sales manager or one of his pets look good. And remember, by the time you have arrived at the podium every one else from the Managing Direct to the sales manager has done their bit and everyone is waiting to get to the bar so no one is listening anyway. They ... Mon, 14 Jan 2008 13:56:41 -0600 http://ezinearticles.com/?No-One-Is-Listening-Anyway&id=920973 http://ezinearticles.com/?No-One-Is-Listening-Anyway&id=920973 What is a sales funnel used for in business? Imagine a funnel with all of your leads poured into the top, and the finished sales coming out of the bottom. A sales funnel is used to analyze and categorize all that happens between the top and the bottom. Mon, 14 Jan 2008 10:49:20 -0600 http://ezinearticles.com/?What-is-a-Sales-Funnel?&id=923840 http://ezinearticles.com/?What-is-a-Sales-Funnel?&id=923840 Saving money with your business is important. See how you can cut costs and put more money in your pocket. Mon, 14 Jan 2008 08:49:47 -0600 http://ezinearticles.com/?4-Ways-to-Save-with-Your-Business&id=926069 http://ezinearticles.com/?4-Ways-to-Save-with-Your-Business&id=926069 What is your unique selling proposition? Defining your USP can set you apart from others and virtually eliminate your competition. Read on to find out how to do this with your small business. Fri, 11 Jan 2008 16:51:45 -0600 http://ezinearticles.com/?Your-Business-USP-Defining-Your-Unique-Selling-Proposition&id=921534 http://ezinearticles.com/?Your-Business-USP-Defining-Your-Unique-Selling-Proposition&id=921534 An extremely important aspect of your profitable B2B telemarketing is locating and taking on the best people. It's not as if you can just put someone on the phone with expectations of good results. Once understanding the main objectives of your telemarketing efforts, you'll need to take the specific role that telemarketers will play into the equation. Tue, 08 Jan 2008 09:36:16 -0600 http://ezinearticles.com/?Hiring-and-Training-the-Right-B2B-Telemarketers&id=915871 http://ezinearticles.com/?Hiring-and-Training-the-Right-B2B-Telemarketers&id=915871 Copyright 2008 EzineArticles.com - All Rights Reserved.