Creating a no-trade environment: use you sales team's skills to make it unprofitable for key...
Industrial distributors should encourage their salespeople to make it too costly for key customers to take their business elsewhere. Salespeople should be able to recognize factors that cause businesses to resist change and they must understand that speeding up the process of change could cause customers to go elsewhere.
In the sales world, meeting weekly or monthly quotas is probably the least important thing your sales staff can do. It's far more significant that your sellers make it "cost prohibitive" for customers to take their business elsewhere.
One of your ch
In addition, make sure to read these premium articles also available with your free trial:
- Hotel guru works to attract conventions.
- Category and merchandising trends point to a successful 2005 seasons.
- Longtime owners say goodbye to retail.(H and H Sporting Goods and...
- Investment banks turn to CRM for efficiency: battered by changing...
- Hardware and fasteners.(1996 Product Knowledge Handbook)
- Quality comes first. (Cook & Sons Ace Hardware) (Company Profile)
- Customer profitability -- is it enough? (News).
- Is it time for you to upgrade? New technology makes it easier to work...
- Managing the Sales Function.
- New look brightens sales picture. (Lee's Our Own Hardware)
Print
Email
Digg It
del.icio.usNewly Added Articles
- Can a software program improve math skills?(Information Technology Update)(Brief Article)
- Mail monitor. (Hoechst Marion Roussel Inc's automated mail scanner)
- Lycra stretch materials.(Supplier Gallery)
- James Zheng; 35 ]] Partner and director of Asian operations ]] Goettsch Partners.(Focus: 40 Under 40
- Buyers and manufacturers criticize Chicago shoe show. (National Shoe Fair; includes related article)
- White House campaign encourages more high schools to drug test.
- Karma on Tap.(Brief Article)(Book Review)
Sponsored Links
Site Map | Contact Us | About Us | Media Kit | Reprints | RSS Directory | Sign up for Free Newsletters | Disclosure Policy
Copyright © 1999 - 2008 AllBusiness.com, Inc. All rights reserved.
No part of this content or the data or information included therein may be reproduced,
republished or redistributed without the prior written consent of AllBusiness.com.
Use of this site is governed by our Copyright and Intellectual Property Policy, Terms of Use Agreement and Privacy Policy.
Online Business Database | Online Business Information | Email Marketing Lists | Sales and Marketing Solutions | Business Mailing Lists
