supervision
supervision
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11.
by Tim Connor - 2006-12-11
For years, sales managers and sales trainers have been saying that sales is a 'numbers' game. I can recall my first sales manager telling me over 35 years ago, "If you will see enough people, you wil...
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12.
by Tim Connor - 2006-12-11
Sooner or later, you will have to walk away from a prospect or a client relationship that is no longer worth your time, energy, corporate resources or willingness to continue. What are the characteris...
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13.
by Tim Connor - 2006-12-11
First of all, effective negotiation skills will NEVER make up for poor selling skills or attitudes. With that as a given, let's look at some of the negotiation problems common to many salespeople toda...
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14.
by Tim Connor - 2006-12-11
One of the critical factors in a successful sales outcome is the sense of urgency a prospect brings to the sales process. A question I have been asked many times in my sales seminars is: can you crea...
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15.
by Tim Connor - 2006-12-11
Have you ever computed the cost of your lost sales revenue in a week or year?My 35+ year research of - the ratio of clients sales efforts to sales income, regardless of industry, organization size, in...
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16.
by Tim Connor - 2006-12-11
There is a tendency of many salespeople to see their competition as only those businesses selling a similar product, service or idea. In other words, salespeople selling computers tend to see their co...
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17.
by Tim Connor - 2006-12-11
One of the activities management expects salespeople to provide bottom-up help with is in the area of sales forecasting. Unfortunately, many sales managers shove their sales forecasts down the throats...
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18.
by Tim Connor - 2006-12-11
We are living in an interesting, as well as challenging, period of history. The world is getting smaller and bigger at the same time. You may have new competitors and customers half way around the wor...
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19.
by Tim Connor - 2006-12-11
One of the topics I am asked to deliver frequently for my clients is how to get people who come from different areas of the organization to work together effectively. These people also may have differ...
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20.
by Tim Connor - 2006-12-11
I constantly hear from managers "how do I motivate my employees?" You can't. Motivation is an inside-out individual responsibility.The role of a manager is to create an environment in which employees...
