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.
|
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.
|
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.
|
|
>> Search for more related articles |
|
|
|
|
|
|
Leading In Times of Crisis
July 06, 2009 Navigating through Complexity, Diversity and Uncertainty to Save Your Business. (Jossey-Bass, $19.77)
|
|
|
| Training Live + Online
Jan. 01 -
Dec. 31, 2009
www.TrainingLiveandOnline.com
Training Live + Online certificate programs fit around your busy schedule and inside your budget, and still provide the professional know-how and in-depth content you expect from Training magazine Events. Now save $200 when you register for the certificate of your choice one month in advance. This offer is open to new registrations only. No other discounts apply.
|
| Training magazine Events
Jan. 01 -
Dec. 31, 2009
www.TrainingMagEvents.com
From the latest developments in training, online learning and knowledge management to the most cutting-edge tools and techniques in performance support and presentation design and delivery, Training magazine's world-class events provide guidance and focus on training and education in the working world.
|
| Virtual Training World
Dec. 10 -
Dec. 10, 2009
www.trainingmag.com/expo
Training magazine's Virtual Training World on December 10, 2009 will be the industry's premiere virtual conference and tradeshow. Network with your peers, visit virtual booths, and hear live, online presentations from learning leaders -- including international authority on leadership Stephen R. Covey -- all from the convenience of your desktop.
|
| Training 2010 Conference & Expo
Feb. 01 -
Feb. 03, 2010
www.TrainingConference.com
Join your training peers in San Diego, the city with a near-perfect climate, for Training magazine's 33rd annual event in February 2010. Training 2010 will help you gather insight, skills, inspiration, and best practices as well as engage you like never before.
|
|
|
RSS