Personal Selling

Listed below are Internet stories and news items associated with the Personal Selling topic area.

Display # 
1 Drug Reps Soften Their Sales Pitches (change in selling tactics) Wall Street Journal Posted: January 11, 2012
2 Will Science Make Selling Impossible in the Future? (how neuroscience is studying how people making buying decisions) Inc. Magazine Posted: November 19, 2011
3 Reading the Body Language in International Negotiations (clues for selling internationally) Strategy+Business Posted: September 21, 2011
4 How to Set Up Sales Territories (managing the sales force) Inc. Magazine Posted: September 8, 2011
5 How Sales Is Totally Different From 10 Years Ago: RIP the Sales Funnel (how the sales process is changing) Forbes Posted: August 3, 2011
6 The Leading Edge (building customer leads at trade shows) Exhibitor Magazine Posted: August 1, 2011
7 How to Spice Up Your Sales Meeting (keeping salespeople interested) Inc. Magazine Posted: June 17, 2011
8 How to Get Face Time With Sales Prospects (advice on reaching prospects) Wall Street Journal Posted: June 6, 2011
9 New Tools for Sales Training (apps and other technologies for training) Inc. Magazine Posted: June 1, 2011
10 What to Do When a Sales Representative Misses Quota (issues in managing the sales force) Inc. Magazine Posted: May 17, 2011
11 10 Greatest Salespeople of All Time (background on leading sellers) Inc. Magazine Posted: March 28, 2011
12 Trade Shows Exhibit Enduring Appeal (value of trade shows) B-to-B Magazine Posted: March 26, 2011
13 How to Master the Art of Negotiating Price (strategies for getting customers to agree on price) Wall Street Journal Posted: March 24, 2011
14 Tech Talk (survey results of technology in trade shows) Exhibitor Magazine Posted: December 20, 2010
15 Growth in Virtual Gatherings Offers Marketing Opportunities (sales prospecting through virtual meetings) New York Times Posted: December 2, 2010
16 3 Secrets of Successful Sales Quotas (how to negotiate price) Inc. Magazine Posted: November 14, 2010
17 A Winning Sales Pitch for CRM Adoption (getting the sales force to accept CRM) CRM Buyer Posted: October 30, 2010
18 New Sales Outlets Are a Big Deal For Small Businesses (how small companies can grow distribution) USA Today Posted: October 19, 2010
19 How to Cold Call a Big Customer (strategies for reaching tough to reach customers) Inc. Magazine Posted: September 23, 2010
20 Forest, Maker of Celexa, to Pay More Than $313 Million to Settle Marketing Case (claims included off-label marketing) New York Times Posted: September 17, 2010
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