SALES TRAINING - KNOWLEDGE BANK
Is there a Future for Medical Reps? [1]
Friday, 12 Apr 2013What makes the sales rep efficient,effective and worthwhile?
CHANGING ENVIRONMENT
Like in sales, jobs and job descriptions are changing over time. With the changes in the economy, in the financial models and the customer‟s expectations, the sales techniques have evolved, and with that so have the skill set we link to the sales people.
By Allard Claessens
Mercuri and PMI expand global partnership [6]
Monday, 28 Sep 2009Blog from Dave Stein of ESR in the USA regarding the partnership of Mercuri and PMI
Adventures in Pricing [13]
Sunday, 13 Sep 2009The practise of offering rebates to customers rather than upfront discounts is becoming more and more common in business to business sales environments. What are the benefits and risks?
Value Selling and Value for Money [16]
Sunday, 13 Sep 2009It is said that using a value selling strategy is a better proposition for companies because it attracts loyal customers. If this is true why do we find ourselves under pressure to discount?
Best practices of High Performing Sales Teams: Measurement [18]
Sunday, 13 Sep 2009Examine the role of Measurement in the creation of Sales Excellence. You will only know how well your team are performing if you measure the right things!
The Power of Price [21]
Sunday, 13 Sep 2009Pricing has never been more critical. So how do you get it right? Practical tips from Sell Well.
Click here to view the Mercuri white paper/ article on The Power of Price [22]
Handling Price Challenges [24]
Sunday, 13 Sep 2009Pricing has moved up the buyer’s business agenda. Handling price challenges - the third in our cut out and keep series of quick reference tips for tricky sales situations – will help you do business without “paying the price".
Click here to view the Mercuri white paper/ article on Handling Price Challenges [25]