Archive for April 2004
Tapping Salespeople’s Market Knowledge
During the past few decades, the job of selling has been professionalized. What was once seen as a transaction oriented task best accomplished by hustling, has become a consultative and value-added job function requiring individuals that have the business acumen along with their performance motivation. The time is ripe for the organizations that deploy these…
Read MoreAre “Best Practices” Yielding “Worst Results” in Pricing?
Executives favor using “Best Practices” when managing business activities. For the most part, these “Best Practices” enable businesses to deliver the optimal performance. Yet, an unchecked deployment of “Best Practices” for managing prices is setting some companies up for disaster. By considering attitudes towards price variances and sales incentives, we find that many companies are…
Read MoreRelevancy of Market Research in Business Markets
Competitive Advantages and Results from Implementing Researched Information Market segmentation in business markets is an underutilized tool. The subject of pricing readily gets executive attention because every business wants to ensure that they get the best price for their products and services. Likewise, the subject of increasing the sales force to create more customer relationships…
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