Richard Stone

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Managing Difficult Sales people

18th May 2011
Sales Managers who are faced with the common dilemma described below are given the following advice by management training experts. Suppose on your sales team you have on your a very talented sales person that you can't do without. The problem is that... Read >

How to Improve the Return Rate of Your Written Client Questionnaires

11th May 2011
The number of companies who are carrying out home made market research is increasing. To salespeople what is of particular interest on sales training courses is how they can utilise home made written questionnaires to survey their customers. Such surveys ... Read >

Tips on Measuring Customer Satisfaction

03rd May 2011
Keeping your clients satisfied is one of the most important pillars to a profitable business and as such is a regular topic of discussion on sales training courses. In order to achieve real client satisfaction and superior client relations you need to con... Read >

Tips to Ensure Your Departments Work Well Together

28th April 2011
Significant positive effects on the external client service can be achieved with just small improvements in internal customer services. Managers and supervisors must encourage better team work and inter departmental collaboration. This is an important par... Read >

How to Choose a Sales Seminar

21st April 2011
Many organisations allow all of their sales team to attend at least an annual sales training seminar. In this way the organisation continues to invest in their sales people on the basis of giving every staff member a slice of the training budget. In a sal... Read >

Dealing with Complaining Customers

15th April 2011
A customer who is complaining is an annoyed customer. Annoyance is a negative emotion and breeds dislike, or in the worst case even fury, toward your organisation. Those involved in telephone sales training know that with every complaint and claim for a f... Read >

A Systematic Approach to Prospecting for New Customers

13th April 2011
Every company needs new customers but it costs 5 or 6 times as much to win new customers as it does to manage your existing accounts. Therefore, it is particularly important that you proceed in an effective and systematic manner when doing this. This sale... Read >

How Companies Prevent the Creation of Profit Damaging Grey Markets

16th March 2011
The upturn in the internationalisation of many companies has resulted in the evolvement of 'grey markets'. Restricted by the differing price structures in each individual European countries, it is often an attractive possibliity to re-import a commodity i... Read >

How Honeywell and Toyota Measure Client Satisfaction

02nd March 2011
Measuring your client's satisfaction is an important part of staying ahead of your rivals. If a company just views the monetory side of business (sales orders placed), it may not notice until too late that it has been overtaken by the competition. The fol... Read >

Tips on Managing Unrealistic Expectations in Customers

18th February 2011
To your customer, the sales force represents the company. It is a customer's first point of contact with the company. That is why regular sales training and re-training is so important. Your sales executives' behaviour influences the satisfaction of your ... Read >

Reasons Behind Sales Success or Failure

06th July 2010
One of the primary concerns of Sales Management is the development of sales talent through targeted delivery of sales training. By doing this the Sales Manager seeks to develop a talented team who can consistently deliver the sales results required. But i... Read >

Types Of Customer Objections

05th July 2010
Sales training experts recommend that salespeople work by appointment, so the customer has set aside time in their diary for the sales person. The usual sales process should then be followed which means the meeting should be opened well, and probing quest... Read >

Tips For Selling To Different Personality Types

25th June 2010
New sales people often ask their sales training tutor, "Why do I need to learn more than one sales approach?" or "Why does my approach work well with one client, but leaves the next disinterested in my product?" The answer given to such questions by the t... Read >

Tips For Motivating Successful Sales People

16th June 2010
Trainers of management training courses are often asked about the key motivators of successful sales people. If managers can understand those key motives, they will be more effectual at managing these successful people Personal success clearly comes be... Read >

Tips For Managing Your First Three Months As A New Sales Manager

14th June 2010
The first few months for any one entering a new management position is daunting at the best of times. Even those lucky enough to be supported with management training will find it challenging. This is particularly true for sales people being promoted to s... Read >
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