April 1997
Departments
Untitled
Sennheiser distributes D.A.S. Sennheiser, Old Lyme, CT, will exclusively distribute D.A.S. Audio products in the United States. D.A.S. Audio of America…
Articles
Looking Out for Your Clients
James Beckham
The sale is made, but the war is not won. Without after-sale follow-up, your clients are vulnerable to sneak attacks by more responsive competitors. After…
Defusing the Angry Customer
Richard G. Ensman
Here are some of the leading causes of customer frustration and anger. As you ponder this list, ask yourself what steps you could take to prevent these…
The Three Waves of Security Revenue
Lee Borland
Anytime you can attack sales with more than one wave of “soldiers,” you’re increasing your chances of increasing your profits. Which is one reason selling…
All’s Fair in Sales & Marketing
The S&VC staff
Many small-business owners are a little uncomfortable with sales and marketing. Frightened, even. Designing a system is a quiet, peaceful activity, but…
Of the press
Ted Uzzle
Would you be terribly surprised if I told you I am often disappointed and sometimes shocked by what I read in the press?There are fewer clearer examples…
A Plan of Attack
Michael Stocker
A well-written proposal is your best campaign for winning a project from your competitors. If ability to do the technical work were the only factor determining…
Paying to Win
Alan Kruglak
In the war of sales, your best soldiers are your sales reps. Your compensation plan should motivate them to fight the most profitable battles, not the…
Peace Talks
Ted Tate
* Increased volume: Give a price cut in exchange for a larger order.* Additional items or services: Give a price cut in exchange for the customer giving…
War Games
Ted Tate
Before any sales call or negotiation, you should have an idea of value: How much is what you are selling worth in the real world? Also, know as much about…
A Focus On Sales Training
Beth Rosengren
To be the best salesperson you can be, you need some basic training. This profile tests your sales skills so you can focus that training efficiently….
Sensors are Your Friend
Howard E. Friedman
With new sensor technology and lower costs, security systems can protect premises better than ever before. Each year, the number of input devices for…
What to Expect from Your Supplier
Robert D. Grossman
Factory support is often promised as a catchall category. If everyone provides it, why is it different with each company? Probably because there is no…
