-
Abstract:
Modern quote-to-order suites provide customers and suppliers access to design, planning, and material data. This enables
users to proactively understand various aspects of a project, as well as reduce planning time, document activities, and promote
communication throughout the engagement cycle. (...)
Excerpt related to
selling process:
Modern quote-to-order suites provide customers and suppliers access to design, planning, and material data. This enables users
to proactively unde...
Published:
2007-11-14
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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
selling process:
... The Dark Horse in the Selling Process. Product complexity has emerged
as the dark horse in the selling process. As product depth ...
Published:
2008-11-28
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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
selling process:
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:
ROI marketing is just starting to become mainstream. ROI selling is already out there, further advanced in adoption because
of its perceived relevance to the selling process. It won't be long before several B2B software companies position their products
as providing a superior ROI. Read on to find out if (...)
Excerpt related to
selling process:
ROI marketing is just starting to become mainstream. ROI selling is already out there, further advanced in adoption because
of its perceived relev...
Published:
2004-06-01
-
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
selling process:
... The Dark Horse in the Selling Process. Product complexity has emerged
as the dark horse in the selling process. As product depth ...
Published:
2008-11-28
-
Abstract:
For many manufacturers, distributors and retailers with a mishmash of disparate back-office business applications, Sterling
Commerce, a traditional integration and communication provider, has recently unveiled a package designed to automate web-based
commerce all the way from order capture to fulfillment (...)
Excerpt related to
selling process:
For many manufacturers, distributors and retailers with a mishmash of disparate back-office business applications, Sterling
Commerce, a traditiona...
Published:
2009-07-24
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Abstract:
It is becoming necessary to go beyond the direct sales force to sell complex products. With the advent of personal computers
and the Internet, new possibilities for reaching manufacturing clients have opened up, and new sales opportunities have become
available. (...)
Excerpt related to
selling process:
It is becoming necessary to go beyond the direct sales force to sell complex products. With the advent of personal computers
and the Internet, new...
Published:
2007-11-12
-
Abstract:
Leveraging 3-D for Sales Automation helps maximize your sales and your efficiency. Click here to download the white paper.
It’s no longer acceptable for salespeople to respond to customers’ inquiries with “I’ll get back to you.” In the time it takes
to respond, a competitor with stronger product (...)
Excerpt related to
selling process:
... not just making the sale. Product complexity has emerged as the dark horse in the selling
process. As product depth and breadth ...
Published:
2010-03-11
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Abstract:
Global competition means more choice for consumers and increasing customer demands. Manufacturers and distributors must develop
a better understanding of what customers want so that they can configure, produce, and deliver products and services faster
and more cost-effectively. (...)
Excerpt related to
selling process:
Global competition means more choice for consumers and increasing customer demands. Manufacturers and distributors must develop
a better understan...
Published:
2008-11-28
-
Excerpt related to
selling process:
... Users can create and manage related guided selling processes by creating many questions
and rules to modify the guided selling process behavior. ...
Published:
2010-11-25
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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
selling process:
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:
Soon after releasing its quarterly results, Aspen announced it would offer a collaborative Internet portal for the process
industries, ProcessCity.com. (...)
Excerpt related to
selling process:
Soon after releasing its quarterly results, Aspen announced it would offer a collaborative Internet portal for the process
industries, ProcessCity...
Published:
2000-02-21
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Abstract:
A recent survey of chief executive officers has found that growth is again the number one priority, overtaking cost-cutting
as their previous top concern. Can enterprise application providers to take advantage of this new focus? (...)
Excerpt related to
selling process:
A recent survey of chief executive officers has found that growth is again the number one priority, overtaking cost-cutting
as their previous top ...
Published:
2005-04-21
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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
selling process:
... methodology; Product knowledge; Selling process; Communicating up and
down the sales "chain of command"; Prospecting; Gaining and maintaining ...
Published:
2005-11-04
-
Abstract:
For many manufacturers, distributors and retailers with a mishmash of disparate back-office business applications, Sterling
Commerce, a traditional integration and communication provider, has recently unveiled a package designed to automate web-based
commerce all the way from order capture to fulfillment (...)
Excerpt related to
selling process:
For many manufacturers, distributors and retailers with a mishmash of disparate back-office business applications, Sterling
Commerce, a traditiona...
Published:
2009-07-24
-
Abstract:
There is certainly room to ask the fundamental question of whether the traditional practice of RFI/RFP-based selection processes
has been adequate for the task of selecting complex systems. The record indicates there is much room for improvement. In essence,
for complex selections like in the case of ent (...)
Excerpt related to
selling process:
There is certainly room to ask the fundamental question of whether the traditional practice of RFI/RFP-based selection processes
has been adequate...
Published:
2003-10-27
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Abstract:
Quote-to-order systems include quotation management and pricing configuration solutions. Pricing configuration engines automate
pricing and quoting processes for manufacturers with complex requirements. Their benefits include quotes that are quick and
accurate, leading to increased customer satisfaction. (...)
Excerpt related to
selling process:
Quote-to-order systems include quotation management and pricing configuration solutions. Pricing configuration engines automate
pricing and quotin...
Published:
2007-11-16
-
Abstract:
In May, Access Commerce, a French CRM vendor, announced the opening of its first USA office in San Diego, California. During
Explore 2000, QAD’s annual user conference, Access Commerce announced the release of eCameleon for MFG/PRO. (...)
Excerpt related to
selling process:
In May, Access Commerce, a French CRM vendor, announced the opening of its first USA office in San Diego, California. During
Explore 2000, QAD’s a...
Published:
2000-07-05
-
Abstract:
Click Commerce, a provider of partner relationship management (PRM) software for the Global 2000 companies, announced it
reached an agreement in principle to acquire Allegis Corporation. However, despite a good fit at first glance and improved
cross-selling opportunity, some challenges and product gaps a (...)
Excerpt related to
selling process:
Click Commerce, a provider of partner relationship management (PRM) software for the Global 2000 companies, announced it reached
an agreement in p...
Published:
2003-05-05
-
Abstract:
Modern quote-to-order suites provide customers and suppliers access to design, planning, and material data. This enables
users to proactively understand various aspects of a project, as well as reduce planning time, document activities, and promote
communication throughout the engagement cycle. (...)
Excerpt related to
selling process:
Modern quote-to-order suites provide customers and suppliers access to design, planning, and material data. This enables users
to proactively unde...
Published:
2007-11-14