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3180 Resources for

Sales Strategy

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Retail Sales Show Resiliency: WASHINGTON (Reuters) - Total sales at U.S. retailers weakened modestly in April, the government reported on Tuesday, but outside the hard-pressed auto sector they showed more resiliency than many analysts had anticipated. The Commerce Department said overall retail sales declined 0.2...; Tags: Sales strategy, Sales force management, sales, Washington, retail company, Thomson Reuters Corp., government, U.S., interest rate, analyst; News items 2008-05-13
How to Respond to "It Costs Too Much": If you've heard it once, you've heard it once too often: "it costs too much." This universal but ubiquitous objection is the bane of many a sale pro's existence, so we are now going to destroy its power over you, forever. There are twelve...; Tags: Sales Strategy, Sales Force Management, Sales, Geoffrey James; Blog posts 2008-05-16
Asda Shows Strong Growth: By Rachel Sanderson LONDON (Reuters UK) - Wal-Mart Stores WMT said on Tuesday Asda had delivered a strong first quarter thanks to an increase in customer traffic driven by lower prices and discount campaigns. Like-for-like sales excluding petrol and stripping out an early Easter and...; Tags: Wal-Mart Stores Inc., Sales Strategy, Sales Force Management, Sales, Oukbs, Tractor Supply Co.; News items 2008-05-13
How Balanced are Your Sales Skills?: Everybody in sales wants to have great sales skills, but not everybody realizes that sales skills come in three varieties. Psychological skills. These are what most people think of as sales skills. They include the ability to complete a successful cold...; Tags: Sales strategy, Sales force management, Geoffrey James, sales, sales skill; Blog posts 2008-05-08
Nine Perfect Sales Conversation Helpers: To move a sale forward during the initial conversations, you must keep the prospect engaged. As I pointed out in a previous post ("Better Questions=Faster Selling"), the best way to do this is to ask an open-ended question that moves the conversation forward and also...; Tags: Question, Sales Strategy, Sales Force Management, Sales, Geoffrey James; Blog posts 2008-05-15

Optimism: The Key to Winning in Sales: Dr. Chris Croner, a clinical psychologist and author of "Never Hire a Bad Salesperson Again," explains why optimism is critical to sales success.; Tags: Sales strategy, Sales force management, sales; Videos 2008-05-08
Retail Sales Fall For Second Month in April: LONDON (Reuters UK) - Retail sales values fell for a second consecutive month in April, a survey showed on Tuesday, suggesting tighter credit conditions and rising household bills are forcing consumers to tighten their belts. The British Retail Consortium said the value of like-for-like retail...; Tags: Sales Strategy, Sales Force Management, Sales, Oukbs, Retailsales; News items 2008-05-12
The 7 Deadly Sins of Sales Teams: Selling is hard work, but it's even more difficult when the sales team starts exhibiting dysfunctional behavior. Here are the seven major sins of sales teams, along with some advice on how to cope: OVERCONFIDENCE. When everyone wants to make big...; Tags: Sales strategy, Sales force management, Geoffrey James, Sales Technology, sales, sales team, Sales Professionals; Blog posts 2008-05-07
Old Mutual Sales Up 2 Percent: LONDON (Reuters UK) - Old Mutual OML saw sales rise 2 percent in the first quarter, missing analysts' expectations, held back by weaker UK sales and the impact of market volatility on unit trust sales. Old Mutual OMLJ, South Africa's largest insurer, said life insurance...; Tags: Pound, Sales Strategy, Sales Force Management, Sales, Oldmutual, Oukbs; News items 2008-05-07
How to Interview Sales Candidates: Dr. Chris Croner, a clinical psychologist and author of "Never Hire a Bad Salesperson Again," gives examples of the types of questions to ask a sales candidate in order to determine a person's drive.; Tags: Sales strategy, Sales force management, sales; Videos 2008-05-07
April Retail Roundup: Discounters Come out Ahead: The news: Anemic retail sales in April shouldn't surprise anybody. Any gain was attributed to Easter happening in March this year, creating one more weekend trading day in April 2008 than in 2007. If you combine March and April, the Wall Street Journal said, sales rose 1.1 percent, right in...; Tags: Shoe, Saks, Sales Strategy, Sales Force Management, Gender And Diversity, Sales, Human Resources, Lisa Everitt; Blog posts 2008-05-09
Get Your Customer to Sell for You!: Sales managers are always insisting that sale reps should sell high, but that's not always practical. Some organizations push buying decisions so far up the chain that nobody except a CEO is likely to get face-time with the guy who's got the cash. The most obvious...; Tags: Sales strategy, Sales force management, Geoffrey James, champion, sales; Blog posts 2008-05-09
Signet Group Like-for-like Sales Fall: LONDON (Reuters UK) - Signet Group SIG, the world's biggest speciality jewellery retailer, said on Thursday group like-for-like sales fell 2.5 percent in the first quarter. In the United States, where Signet trades as Kay Jewelers and Jared the Galleria of Jewelry, like-for-like sales fell by...; Tags: Sales Strategy, Sales Force Management, Sales, Oukbs, Signet, US; News items 2008-05-08
Toyota to Buy Back Rusted Tacomas: DETROIT (Reuters) - Toyota Motor Corp has offered to buy back Tacoma pickup trucks with frames rusted beyond repair and to extend the warranty on over 800,000 of the vehicles in North America. The unusual customer-service action comes amid slumping ...; Tags: Sales strategy, Manufacturing, Toyota Motor Corp., automobile company, buyback, Detroit, North America, customer service, consumer confidence, sales, SUV, Thomson Reuters Corp., industry, Web site, Web; News items 2008-05-07
Unilever Sales Top Forecasts: By David Jones LONDON (Reuters UK) - Unilever ULVR, the maker of Dove soap, Sunsilk shampoo and Knorr soups, beat forecasts with a 7.2 percent rise in first-quarter underlying sales and said annual sales will top its target, sending its shares higher. The world's third-largest consumer...; Tags: Unilever PLC, Patrick Cescau, Sales Strategy, Sales Force Management, Sales, Oukbs, Procter & Gamble Co.; News items 2008-05-08
Teva First-quarter Net Profit Down on CoGenesys Charge: TEL AVIV (Reuters) - Teva Pharmaceutical Industries Ltd TEVA TEVA, the world's largest generic drugmaker, on Tuesday reported a drop in its first-quarter net profit, weighed by a charge tied to its acquisition of CoGenesys. Quarterly net income at the Israel-based company was...; Tags: Sales strategy, Sales force management, Tel Aviv, drug company, net profit, pharmaceutical company, sales, blood pressure, Thomson Reuters Corp., acquisition, dividend, net income, R&D, accounting, board; News items 2008-05-06
April Apparel Sales Gains Deceptive: SpendingPulse: LOS ANGELES (Reuters) - Consumer spending on apparel and footwear during April may appear stronger than in March, but gains will likely be due to a calendar shift from an earlier Easter, according to a SpendingPulse report released on Tuesday. Retailers...; Tags: Sales strategy, Sales force management, apparel, MasterCard International, women, Los Angeles, retail company, payment, sales, cold calling, Thomson Reuters Corp., data service, advisor, benefit; News items 2008-05-06
Jobless Claims, Retail Sales Show Resilience: By Nancy Waitz WASHINGTON (Reuters) - The number of U.S. workers filing claims for initial jobless benefits fell last week and retail sales rebounded last month from a dismal March, suggesting the economy, while soft, was not crumbling rapidly. Many economists have concluded...; Tags: Sales strategy, Sales force management, Investment, economist, sales, food, Washington, benefit, stock, volatility, Thomson Reuters Corp., U.S., job, performance; News items 2008-05-08
Nissan to Outsource Sales Network Setup in India: TOKYO (Reuters) - Japan's Nissan Motor Co said on Friday it had appointed Hover Automotive India Private to develop its sales network in India, with the aim of establishing 55 dealers by 2012 to sell more than 100,000 vehicles that year. Japan's third-biggest...; Tags: Sales strategy, Sales force management, Nissan Motor Co. Ltd., Renault, India, Japan, Tokyo, motorcycle, SUV, Thomson Reuters Corp., sales, real estate, outsource, agreement, marketing; News items 2008-05-08
Kaiser Docs Make House Sales Calls: Well, this is certainly a new frontier in personalized medicine. The Denver Business Journal is reporting that Kaiser Permanente doctors in Colorado are visiting potential members in conjunction with Kaiser sales associates in order to talk up the big HMO's advantages: Last August, the health maintenance organization HMO...; Tags: Colorado, HMO, Kaiser Permanente, Denver Business Journal, Sales Strategy, Sales Force Management, Healthcare, Sales, David P. Hamilton; Blog posts 2008-05-15