Marketing's Interest in the Sales Function: A New Understanding of the "Whole Product"
When sales is viewed more as an integral part of the "expected product," marketing's view of the role of personal selling in the marketing mix will have to change, and with it, the importance of understanding the value of the salesperson. Although a simple hypothesis, a change in thinking about the nature of the "whole product" may have powerful repercussions for the place personal selling has in businesses where effective direct selling is crucial.
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Cold Calling Lives
Why is it that people have a phobia of making introductions by phone? If anything, the phone gives you the comfort of anonymity and space that potentially could ease a first interaction. The phone gives you the ability to be anywhere, anytime.
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A Sales Optimization Strategy: Sales Enablement
It is ultimately up to your sales force to find relevant content, digest it, interpret it, fill in any missing gaps and then adapt it to match their customer needs. But Sales Enablement can help your teams convert your messaging from company spiel to customer value and deliver it more intuitively and efficiently.
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