Click on links below to see listed resources:
Sales and Selling Resources
Personal Selling Links
The Selling Process Links
Personal Selling Resources
- Canadian Professional Sales Association
Good stuff on this site is restricted to members including access to job information such as job openings and sales resource lending library.
This site's principle focus is on the concept of persuasion and how persuasive techniques can be used in both beneficial and harmful ways. For marketers the most important contribution is the coverage this site provides for: 1) understanding how people communicate, with coverage of the communication process, the effect of words, and the importance of colors; and 2) understanding personal selling, with coverage of handling objections, negotiation and closing the sale.
- Cold Calls
While the information is a bit old, sales managers may find training value in this Inc. Magazine article that discussing the uses, techniques and potential problems with making sales cold calls.
- Customer-Driven Marketing
Several articles from Inc. Magazine examines the use of satisfied customers to pass along your message and to generate referrals.
- Exhibitor Online
From Exhibitor Magazine this site is devoted to trade shows and exhibitions marketing. Contains useful articles, links and searchable database.
- How Building a Sales Team Works
This site is part of the how-to site HowStuffWorks.com, and features 6 brief lessons for sales training and management.
- How Sales Techniques Work
Also from HowStuffWorks this articles covers basics issues in how sales is done.
- Incentive Magazine
An online publication that shows how to increase motivation and performance through the use of incentives.
While this site is mostly geared to those who are interviewing for a job, sales managers may find some good ideas as well for conducting job interviews including potential questions.
Offers articles, tips and ideas for each stage of the sales cycle but requires registration (free) to access.
- Manufacturers Representatives Directory
Directory for finding reps in the housewares industry provided by the International Housewares Representatives Association.
- Manufacturers' Agents National Association
As a major association for manufacturers' representatives (agents), this site offers a number of useful features including information for locating reps, online classified section for those posting jobs or seeking jobs and an explanation section for learning about the value of using manufacturing reps. Also includes a nice page of links to other manufacturing reps in several industries.
- Manufacturers' Representatives Educational Research Foundation
Non-profit organization focusing on independent reps. Includes a directory of 30 manufacturers' representative trade groups from a wide range of industries, articles for how to find a rep and other information.
- Sales – Entrepreneur.com
This site offers many articles on selling tactics and tips often written by successful sales professionals.
- Sales Techniques – Lowe Foundation
Several strong articles on the skills and techniques needed by salespeople including techniques for handling objections, closing the sale, follow-up strategies, sales letters as well as a section on researching, creating and delivering a good sales presentation.
- SME International
A site for international sales and marketing executives. Contains a number of helpful resources and also a large articles library. Unfortunately, access to the article library requires a sizeable monthly or yearly fee.
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The Selling Process Resources
- D&B Hoovers
Though you have to pay for use, this site offers flexible databases profiling hundreds of thousands of business of all types. Profiles include general company information as well as information on firms' executives.
The US Federal government has established this central portal for government purchases that exceed $25,000. Plenty of information here for locating potential contracts (though search function is limited), how-to information and much more.
Search engine for locating sound files on the Internet. Search by keyword or by category. Salespeople and others delivering presentations may find this site especially useful for locating sounds for inclusion in a slide presentation.
- Flickr Advanced Search
An image sharing site that contains photos, videos and other graphics. The best thing about the site is that many images can be freely used within Creative Commons licensing and thus be useful for sales materials.
- Google Image Search
For creating selling materials, Google makes it easy to locate images though it is strongly recommended that you limit these to only personal use and do not publish.
Relatively low-cost web conferencing solution that works for small gatherings (less than 25). Best part may be its 30-day free trial!
- Lead Generation – Lowe Foundation
Several strong articles from the Edward Lowe Foundation on the skills and techniques needed by salespeople to generate sales leads.
Business-oriented social networking site though the target seems to be toward higher-end executives. Search feature allows for narrowing of potential leads by industry, location and other criteria. Contact with others is somewhat restricted which may be a good thing!
- Manufacturers' News, Inc.
For-fee database of manufacturers that offers detailed profiles including executive information for thousands of US manufacturing firms. Also offers link to IndustryNet which provides contact information for thousands of machinery, parts, supplies and service firms.
- North American Industry Classification System (NAICS)
This has replaced the SIC system for classifying US companies. Can drill down to locate segments within industries.
A service that will allow sales and marketing departments to upload selling aids and other promotional materials that anyone can access.
Another major service for web-based conferencing.
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