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Converting Service Calls into Sales with Real-time Offer Management
To achieve sustainable success in selling a product or service, you only need to present the right offer to the right customer via the right channel@at the

channel salespeople  the firm, using a channel that the customer regards as appropriate. The acquisition costs are zero. Moreover, the customer is likely to be receptive to an offer – such as a cross-sell offer – if it’s sensitive to the context of the contact, and is viewed as a natural extension of the service being sought. Figure 1: Generating Optimal Recommendations with Real-Time Offer Management Deploying Real-Time Offer Management –For More Effective Interactions A real-time offer management appli cat ion Read More...
Configure Price Quote (CPQ)
Configure, price, and quote (CPQ) solutions (sometimes known as quote-to-order, or Q2O, systems) help drive sales effectiveness by supporting configuration and pricing activities and the generat...
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Documents related to » channel salespeople


The Basics of Quote-to-order Systems
Global competition means more choice for consumers and increasing customer demands. Manufacturers and distributors must develop a better understanding of what

channel salespeople  are aggressively expanding their channel mix, and thus broadening and strengthening existing channels and developing new ones. To that end, salespeople must make special efforts to understand a customer's needs, oftentimes repeatedly consulting with headquarters' marketing and engineering experts prior to identifying and recommending the best solution. Even then, the recommended solution may not exactly satisfy the customer's unique requirements, while additionally the vast complexity of many products is Read More...
Are Sales Incentives Even In Tune With the Corporate Strategy?
With sales being the lifeblood of virtually any company, selling should be an accurately accountable process forming the basis of overall strategic objectives

channel salespeople  direct sales and indirect channel still receive hefty incentives favoring existing product lines, the sales folks will logically not care to pursue sales for the new (unrewarding) product line. Conversely, if a new plan at a research or analyst house compensates salespeople only on ongoing usage of research (and not, for example, on original contracts), will fewer new contracts be written as a result? Also, what if a manufacturing companys sales folks are paid on the volume of purchase orders, and keep Read More...
The Essential Components of Quote-to-order Application Suites
Modern quote-to-order suites provide customers and suppliers access to design, planning, and material data. This enables users to proactively understand various

channel salespeople  cross-selling and up-selling) and channel expansion; reduced time-to-market for new product and service offerings; and increased sales productivity, while reducing training and support time. Product Configuration—the Heart of the Quote-to-order Process Bundled with guided selling is product configuration , which translates features, dependencies, and options into a product variant that can be built and delivered. Configurators, in fact, provide a validated guided selling process by enabling customers Read More...
The Web-Enabled Sales Process
Traditional enterprise-level sales strategies are no longer sufficient in bringing new customer accounts. Today's self-directed buyers delay sales contact and

channel salespeople  Access via the On-line Channel In the past, salespeople controlled the sales cycle by managing the flow of information. Today the information available on the Internet has empowered buyers to structure their own buying cycle. This shift is comparable to the days when the automobile engine replaced the horse as our primary source of transportation power. The horse couldn't compete with the speed, convenience and low cost of the automobile. The same can be said for the Internet, which has given buyers Read More...
Great Plains: Strong Channel and Microsoft focus for Dynamic(s) Growth
Great Plains has established very strong branding and penetration within the Small-to-Medium Enterprises (SME) segment of the ERP market, with a large and loyal

channel salespeople  Plains: Strong Channel and Microsoft focus for Dynamic(s) Growth Vendor Summary Great Plains Software, Inc. is a global provider of enterprise business solutions for the small-to-medium enterprises (SME) market. Great Plains offers e-business applications for financials, distribution, enterprise reporting, project accounting, e-commerce, human resources management, manufacturing, sales and marketing management, and customer service and support. Founded in 1981, with headquarters in Fargo, ND, USA, Read More...
Stackable Switches: A Better Way to Scale SAN Infrastructure
Fibre channel storage area networks (SANs) used to be implemented in only high-end enterprise class data centers, but this is no longer the case. SANs have

channel salespeople  Scale SAN Infrastructure Fibre channel storage area networks (SANs) used to be implemented in only high-end enterprise class data centers, but this is no longer the case. SANs have become more affordable and can be widely implemented without sacrificing performance. When you need to expand your frame-based computer network, consider stackable switches as a cost-effective solution for the infrastructure of a fibre channel SAN. Read More...
EAM Solutions, LLC
EAM Solutions, LLC is an Infor-Certified Professional Services Provider & Infor Gold Channel Partner dedicated to implementing Infor EAM (Enterprise Asset

channel salespeople  Provider & Infor Gold Channel Partner dedicated to implementing Infor EAM (Enterprise Asset Management) software and associated products. With over a decade of experience, our Consultants provide project planning, installation, training, business intelligence, system integration and business re-engineering support to ensure your asset management needs are met. Read More...
Global versus Local Channel Approach, Who Will Win?
There is a clear distinction between the market dynamics within the respective MBS and Sage/Best channels.

channel salespeople  versus Local Channel Approach, Who Will Win? MBSThe Global Channel Approach On one hand, super or mega value-added resellers (VAR), or resellers that are morphing into mighty systems integrators (SI), are developing for MBS products to the point that it looks like a new level of distribution is being created that should help with the impending internationalization and verticalization of some MBS products. For example, the 3,000-person large Seattle, WA-based Avanade , which is owned almost Read More...
Bus-Tech Speeds up Mainframe DB2 Access
Bus-Tech has announced the EnterpriseExpress Adapter for DB2 Access. The product is a PCI-compliant ESCON adapter using IBM's Multipath Channel+ (MPC+) protocol

channel salespeople  IBM's fastest host communication channel protocol. User Recommendations Customers using DB2 on a mainframe for their back-end database should strongly consider an ESCON connection. In addition, TCP/IP should be considered as the protocol of choice instead of SNA. With the recent improvements in IBM's TCP/IP stack, it now absorbs much less CPU than SNA does. SNA is also a broadcast protocol that can not be routed, is more verbose than TCP/IP, and should be considered the protocol of last resort. Read More...
Network Traffic Engineering Guidelines for Fibre Channel Switches
Scalability—or performance? In the past, storage area network (SAN) architects had to choose one over the other with regard to their SANs. Now, however

channel salespeople  Engineering Guidelines for Fibre Channel Switches Scalability—or performance? In the past, storage area network (SAN) architects had to choose one over the other with regard to their SANs. Now, however, compromise is no longer necessary. Stackable switch solutions allow for seamless scaling and high performance—which means you can breathe as easily as your data transfers. Read More...
Help Is on the Line for Call Center Challenges
Call centers typically struggle with two major issues: ensuring high quality multi-channel communication and dealing with high employee turnover.Multi

channel salespeople  issues: ensuring high quality multi-channel communication and dealing with high employee turnover. Multi-channel communication is no longer optional for call centers, as customers are used to having many options for interacting, ranging from phone and text to e-mail and social media. However, maintaining the quality of interactions across channels and reducing queuing and routing times have always been on the list of challenges for most call centers. Employee turnover can also be burdensome on call Read More...
Order Management and E-commerce Software for Multi-sales Channel Businesses


channel salespeople  E-commerce Software for Multi-sales Channel Businesses Read More...
How to Capitalize on Social Networking Sites
Virtual worlds where customers can connect and share information are another channel through which marketers can improve the customer experience. Social

channel salespeople  share information are another channel through which marketers can improve the customer experience. Social networks can help you gain customer input on product and service development—and, of course, to reinforce brand messaging. Learn the four steps you can take to improve your customer experience by integrating online, off-line, and branding efforts via social networking. Read More...

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