Gaining An Edge Through Economic Advantage Selling by Jack Harms

Gaining an Edge through Economic Advantage Selling   INTRODUCTION   To begin the seminar, Harms has the members write down the answers to a number of questions listed on the worksheet. The answers are essential to understanding how to move from the traditional selling process to an initiated selling...

Sell VDP to decision makers

Sell VDP to decision makers To sell variable data printing you must convince executives—not print buyers—that VDP will improve marketing results. To do that you must speak the language of business. By Brad Lena LET ME be blunt: The people who buy variable data printing (VDP) are not...

Sales Effectiveness Planning Guide for Sales Managers

SALES EFFECTIVENESS PLANNING GUIDE FOR SALES MANAGERS “It’s not the people…it’s the process!”   17 COMPONENTS OF SALES EFFECTIVENESS   For a sales force to operate at optimum levels, each facet of the sales process must be improved. This guide will show you how to inspect, adjust and establish controls...

Fundamentals of Economic Advantage Selling – Selling by the Numbers by Jack Harms

An Overview of Principles and Practices Fundamentals of Economic Advantage Selling “Selling by the Numbers”   The Types of Salespeople   There are four basic types of salespeople. Their classification is defined by the way in which they deal with customers, and what they believe makes them successful in their work.   Type...