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Sales Management Information

How To Have A Successful Retail Sales Event


In the 30-plus years I spent working in advertising and marketing, one of the most frequently asked questions I got from retailers was "how can I make sure I have successful sale?" While there are no hard and fast answers to this question, there are some guidelines you can follow to maximize your chances of that sale being successful.First, if your store is in an area with fairly frequent rains (or snows), do not, and I mean, do not have a one-day sale.

Make Time, Not Excuses


There are four primary activities that successful salespeople engage in on an ongoing basis. These are Prospecting (45% of time), Presenting (20%), Product Knowledge/Malleability (20%), and Professional and Personal Development (15%)Recently we were presenting this information in a workshop on Prospect Management, when one of the participants raised his hand and said: "That's great.

How to Sharpen Your Sales Message with Do-it-Yourself Focus Groups - Small Business Power Tools


You've probably heard of focus groups. It's a tool that the big guys use to quickly test a new product or service or to get fast feedback from potential customers.

How Do I Manage Workplace Conflict?


Workplace ConflictConflict is an inevitable part of business life and not all conflict is negative. Most people would agree that where there are people there is conflict.

Leadership Lessons for Sales Managers


Leadership, like class, is hard to define, but easy to spot.Someone once defined management as "the effective coordination of the efforts of the individuals in a group to accomplish that stated objectives of the organization.

How To Become A Better Sales Manager


YIPPEE! Kendra won, or should I say, "She was hired," by the "Donald." It was no surprise to me.

Run a Productive Business From Your Car-Office


The way we do business has changed dramatically over the past 10 years. More products and services are now being offered outside traditional premises.

A Real CRM Strategy or Just Tracking Customers?


Exactly what is CRMThe idea itself is nothing new; its roots have been around since trading began. The principle of looking after your customers so that they come back regularly is, after all, merely the basis of good trading.

Sales Forecasting For New Businesses


Sales forecasting is the process of organizing and analysing information in a way that makes it possible to estimate what your sales will be. This Micro Module outlines some simple methods of forecasting sales using easy to find data.

Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts


As spring moves to summer, the forecast should be for warmer and sunnier weather. What is the forecast for your business? Is the outlook sunny or cloudy?Do you know what sales you can expect, whether for a team of sales people or within your own business or practice? How do you feel about putting together a forecast? How do the others in your business feel? I wonder why you have these feelings?Forecasting is vital for any business - well, accurate forecasting is vital!! This is true for professional services as well as commercial organisations.

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 league for its younger boys for many years.

Baditude!


As a group of sales trainees took a break from our workshop on selling, the distress they were feeling, was clearly manifest in their intense discussions. It was obvious from their unrestrained conversations that the software being installed to track their sales performance was the reason for their anxiety.

Poor Performance - Fix it by Coaching


Coaching is about finding out the cause of poor performance or behaviour and discussing with the team member how to put it right.The team member might respond immediately to coaching and improve the situation.

The Effective Executive


What does it mean to be an "effective executive"? Well very simply it means achieving the goals you set out to achieve in an efficient, creative and effortless manner. Some of the benefits that ensue from this self efficacy are: feelings of self confidence, self esteem, self worth, a sense of personal empowerment, feeling invigorated and passionate about everything you choose to do, a sense of resilience, more energy, personal emotional and physical health and for some a great sense of purpose.

Effective Sales Territory Management


How you prioritize your sales territory management activities depends upon whether you are managing a territory that has existing customers, or whether you are building your customer base from scratch.If you manage a territory that has existing customers, your first priority should be to introduce yourself to every single one of your customers.

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