Term
|
Definition
relationships
team selling
entreprenurship
global
leadership
sales productivity measure |
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Term
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Definition
CRM
Internet
Exlplosion of rich media on the internet |
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Term
|
Definition
1.Sales technologies
2. Communication
3. organizing
4.problem solving
5.evaluating
6. planning |
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Term
| 5 ways to do well in a tough economy |
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Definition
Re-evauate customer
Attitude
uncover new markets
stick to fundamentals
think strategicaly |
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Term
| new trends for profession buyers (what they want to see) |
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Definition
1. Be a problem solver.
2. Identify specific needs
3. Evaluate the buying process they require
4. Prepare for professional negotiation tactics
5. Uncover their ethics
6. Remember to help them look good! |
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Term
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Definition
1. time wasting
2. un professionalism
3. lack of product knowledge
4. unlimited optomism
5. pushiness
6. poor planning
7. lack of dependability |
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Term
| 4 dimenstions of time management |
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Definition
1. time managment
2. territory managemnt
3. health managemnt
4. records management |
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Term
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Definition
1. preserve peak selling time
2. porortize activities
3. plan prospecting time
4. group calls
5. use wating time effiecently
6. take time for admin
7. take time to analyze |
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Term
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Definition
1. purpose with a desire to fofill
2. definate plan
3. mind close tightly against negative
4. friendly aliance |
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Term
| 5 methods for value creations |
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Definition
1. reliaiblity and responsiveness
2. proactive problem solving
3. education and advice
4. business intelligence
5. gifts |
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Term
| telephone sales tecniques |
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Definition
1. GBS - general bennefit statement
2. contracting time - sepcific
3. open questions to uncover things
4. if and then questions for meetings
5. simple anologies
6. humor |
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Term
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Definition
1. qualify
2. make an appointment
3. identify decisiion maker
4. present information
5. Close the deal |
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Term
|
Definition
S -specific
m - measurable
a -attainable
r- relevant
t -timely
r - reward |
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