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Business :: Sales-ManagementTrain a Winning Sales Team: Rounding Third and Heading for Home - Although I never met the man, I imagine Lou Boudreau would have made one heck of a field sales trainer. In 1942 the 24-year old Cleveland Indians shortstop was promoted to player/manager of his team, ...Read More Transforming Your Sales Force by Creating Specific Expectations - I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission. All had been with the company for 8 - 15 years and ... Read More Want to Increase the Amount of Business that Your Firm is Getting? - Business development is important for every business and refers to the action of bringing in customers or clients that are likely to make positive contributions to a company's bottom line. Business De... Read More We Will Make It Back----- A Fictional Story Based on Fact About Sales Management Success - Bill Borders stepped up onto the podium. He had just been introduced as the new Vice President of Sales for Kiechler Building Supplies. As he looked out at the fifty seven faces staring back at him, t... Read More What Credit Policy Tools Are You Missing? - Did you know that a credit policy is a channel where you can control your bottom line, sales and income? By tweaking your credit policy you can make more money instantly.A new book, “Become the Squea... Read More What Is A Proposal? And Why Do You Need One? - Do you know anyone who regularly wins bids? Or can boast a balanced relationship between doing the hard work of producing proposals and regularly winning the business?I'm always amazed at how much ene... Read More What's a Professional Sales Manager? - I was in the depths of a major depression. As a third year salesperson with a good company, I was doing well, and was on my way to becoming the top salesperson in the nation for that company. But busi... Read More When It's DUH? Time at Trade Show - 3 Little Words Save the Day - TIME, MONEY, HASSLE - You can make a sale on one of the Three Little Words, but when you sell on two of the three, you'll have a very loyal client.You've have product training and sales training, y... Read More Why Performance-Based Recruiting Produces Top Sales Performers - Many recruiting ads and job descriptions include "knockout factors" that can actually screen out qualified sales candidates. One example is a requirement that candidates have an undergraduate degree, ... Read More Your Extended Shadow And Successful Sales Management - In a small midwestern town, the local high school of 878 students recently produced its first state championship basketball team in over 90 years. The community has had an organized city basketball le... Read More Pages : | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | 13 | 14 | 15 | 16 | |
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