Recently added articles from American Salesman:
Motivating your Millennial sales force.
Dec 01, 2009; ... When Marketing Manager Reed Kaufmann's company added an exciting new promotional apparel line he saw a big opportunity to grow his sales. What he didn't count on, however, was the conflict that arose between his veteran sales staff and the younger sales reps he recruited to help market the ...
Are your customer relationships an asset or an obstacle?
Dec 01, 2009; ... Positive customer relationships are the basis of much distributor business, right? Positive business relationships ensure us an audience with the customer, make every step of the selling process go easier, and even provide us with a competitive edge. It's not unusual for the business to ...
Take a page out of Sam Spade's book.
Dec 01, 2009; ... We all have them. That special client with whom it is impossible get face time. For the sake of this article, let's call him, "Fred." You know Fred. He is the key decision maker, the one who makes things happen, the one who fully understands and appreciates the value of your product or ...
Adversity gives you strength.
Dec 01, 2009; ... How can you stay self-motivated and productive in the midst of turbulent times and a sluggish economy? How do you persevere as a salesperson when times are tough and customers seem to be holding on to every penny in fear of economic uncertainty? Every challenge, setback and ...
Successful selling in a highly competitive environment.
Dec 01, 2009; ... Is a downturn in the economy forcing your industry to drop its prices or offer special promotions in order to acquire new customers? What happens when the market you are selling into becomes saturated with the same type of products or services your company produces? In a highly competitive ...