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Abstract:
Traditional enterprise-level sales strategies are no longer sufficient in bringing new customer accounts. Today's self-directed
buyers delay sales contact and pre-qualify solutions via the Internet. Sales can leverage this medium by understanding the
buy cycle to deliver value and begin an influential on (...)
Excerpt related to
sales research:
Traditional enterprise-level sales strategies are no longer sufficient in bringing new customer accounts. Today's self-directed
buyers delay sales...
Published:
2006-03-30
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Abstract:
Many organizations find it challenging to adopt sales force automation and customer relationship management solutions. Formal
sales training and the related reinforcement tools can make the difference. We examine the key challenges and propose some
solutions. (...)
Excerpt related to
sales research:
Many organizations find it challenging to adopt sales force automation and customer relationship management solutions. Formal
sales training and t...
Published:
2006-05-23
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Abstract:
If service parts and service personnel management are well managed, manufacturers can significantly improve their profits
from service operations. This will lead in turn to significant overall profit margins. (...)
Excerpt related to
sales research:
If service parts and service personnel management are well managed, manufacturers can significantly improve their profits
from service operations....
Published:
2006-08-15
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Abstract:
The Internet has changed the buying process for enterprise level solutions and sales departments must learn to adapt to today's
self-directed buyer. The new, competitive sales high ground is to effectively manage a convenient on-line/off-line buy cycle
experience at every point of contact. (...)
Excerpt related to
sales research:
The Internet has changed the buying process for enterprise level solutions and sales departments must learn to adapt to today's
self-directed buye...
Published:
2006-03-31
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Abstract:
There is a disconnect between marketing and sales. Marketing is focused on the consumer experience while sales is all about
the merchandise. Technologies, such as auto identification technologies, radio frequency identification, sensors, and voice
activated technologies, may be able to narrow this gap. (...)
Excerpt related to
sales research:
... January is what I think of as retail research month. ... that this
will be their best December ever (until the unhappy returns and after season sales reduce the ...
Published:
2006-02-23
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Abstract:
With sales being the lifeblood of virtually any company, selling should be an accurately accountable process forming the
basis of overall strategic objectives. Still, the question remains: how much enterprise incentive management (EIM) do enterprises
need, and in what form? (...)
Excerpt related to
sales research:
With sales being the lifeblood of virtually any company, selling should be an accurately accountable process forming the basis
of overall strategi...
Published:
2006-11-28
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Abstract:
Product knowledge is now readily available to buyers online, so it’s no surprise that salespeople are seeking new tools and
new skills to close sales. A powerful new set of tools has taken its place in the salesperson’s arsenal: 3-D applications. (...)
Excerpt related to
sales research:
... information, buyers are initiating purchasing cycles by performing extensive product research
on the Internet long before inviting a sales representatives into ...
Published:
2008-11-28
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Abstract:
The features available in today’s sales and operations planning (SOP) systems make these systems indispensable assets for
an organization. Reporting tools and graphical representations are just a couple of these key features. Find out what else
to look for in an SOP system. (...)
Excerpt related to
sales research:
The features available in today’s sales and operations planning (SOP) systems make these systems indispensable assets for
an organization. Reporti...
Published:
2008-02-01
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Abstract:
Outmoded measures are being used to develop marketing strategies and allocate resources. Existing go to market models often
fail to consider the customer's total experience, and provides little information for planning. The solution is to reorient
performance metrics to become value-driven. (...)
Excerpt related to
sales research:
Outmoded measures are being used to develop marketing strategies and allocate resources. Existing go to market models often
fail to consider the c...
Published:
2006-03-20
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Abstract:
Multichannel retailers must be able to flawlessly execute a full range of services to engage, transact, and fulfill on Web
placed orders. Hence, most successful multichannel retailers of today had to either build a complete set of the services in-house
or outsource some or all of them. (...)
Excerpt related to
sales research:
Multichannel retailers must be able to flawlessly execute a full range of services to engage, transact, and fulfill on Web
placed orders. Hence, m...
Published:
2005-04-12
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Abstract:
Rack-optimized servers are reported to have increased their quarter-over-quarter unit sales by over 50% (...)
Excerpt related to
sales research:
Rack-optimized servers are reported to have increased their quarter-over-quarter unit sales by over 50%.
Published:
2000-08-17
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Abstract:
The nature of an S&OP game plan depends on several factors, such as the need to anticipate demand and the item's primary
source of supply. Consideration of these factors can be illustrated with four common scenarios. This is an excerpt from the
book Managing Your Supply Chain Using Microsoft Navision. (...)
Excerpt related to
sales research:
The nature of an S&OP game plan depends on several factors, such as the need to anticipate demand and the item's primary
source of supply. Conside...
Published:
2003-12-12
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Abstract:
An effective sales and operations planning game plan results in fewer stock-outs, shorter delivery lead-times, higher on-time
shipping percentages, a manageable amount of expediting, and improved customer service. Several guidelines are suggested to
improve a firm's sales and operations planning process (...)
Excerpt related to
sales research:
An effective sales and operations planning game plan results in fewer stock-outs, shorter delivery lead-times, higher on-time
shipping percentages...
Published:
2003-12-11
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Abstract:
Compaq Computer told financial analysts it plans to start selling more of its computers directly to customers, and this time
the company says it means it. (...)
Excerpt related to
sales research:
Compaq Plans Direct Sales. ... Still, analysts who have heard Compaq talk about direct sales
before say that the goal could be tough to meet. ...
Published:
2000-03-01
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Abstract:
SynQuest, Inc. has paired with InterWorld in a joint marketing alliance aimed at manufacturers with extended distribution
networks. Their pact reflects a trend among vendors of customer-facing applications and back-end fulfillment products to
expand their solutions. (...)
Excerpt related to
sales research:
SynQuest, Inc. has paired with InterWorld in a joint marketing alliance aimed at manufacturers with extended distribution
networks. Their pact re...
Published:
2000-05-05
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Abstract:
Effective game plans lead to improved firm performance and bottom line results. Metrics include reductions in stock-outs,
delivery lead-time, missed shipments, partial shipments, expediting efforts, and improvements in customer service. This is
an excerpt from the book Managing Your Supply Chain Using Mi (...)
Excerpt related to
sales research:
Effective game plans lead to improved firm performance and bottom line results. Metrics include reductions in stock-outs,
delivery lead-time, miss...
Published:
2003-12-13
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Abstract:
The first step in choosing an effectiveness service provider (ESP) that best meets your company's needs is to develop a requirements
definition. When used as a request for proposal, the requirements definition can be a powerful evaluation and negotiation
tool. (...)
Excerpt related to
sales research:
... Al Case, research fellow and principal analyst at ESR, was a principal researcher at
... year tenure at Gartner, Case hired, managed, and trained sales forces for ...
Published:
2005-11-04
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Abstract:
A sales portal is one of many tools that can be used to help transform a business, especially a consumer packaged goods company.
In this article, key structural and functional elements, as well as the advantages of implementing and effectively using a
sales portal, are discussed. (...)
Excerpt related to
sales research:
A sales portal is one of many tools that can be used to help transform a business, especially a consumer packaged goods company.
In this article, ...
Published:
2008-09-15
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Abstract:
Understanding market drivers is key to managing customer behavior. To do this, organizations must state and qualify their
assumptions about the real drivers of sales performance. An improvement strategy can then be created, and with integrated
budgets, success metrics, etc. (...)
Excerpt related to
sales research:
Understanding market drivers is key to managing customer behavior. To do this, organizations must state and qualify their
assumptions about the re...
Published:
2006-03-22
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Abstract:
Early in the campaign, the important thing is to get all your team members on the same page, share available knowledge, and
plan ways to gather other required information. The first few meetings should be formal, with a printed agenda, including
clear goals and time constraints (showing respect for team (...)
Excerpt related to
sales research:
Early in the campaign, the important thing is to get all your team members on the same page, share available knowledge, and
plan ways to gather ot...
Published:
2005-07-01