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Service Productization
Productization of services is accomplished by associating tangible features with intangible service offerings. Tangible features may take the form of personnel,

sales book summaries  to explain to the sales force, and therefore can make sales personnel more productive. Productization can improve differentiation for service offerings that are becoming commodities. Productization supports consistent and repeatable service delivery, which in turn: Increases customer satisfaction Improves profitability Credibility Customers must experience the intangible service to really know it. Intangibility makes services more difficult to imagine and desire than goods...Customers? perception of Read More

Sales Force Automation (SFA)
Sales Force Automation (SFA) systems help sales and marketing teams with functions related to taking orders, generating proposals or quotes, managing territories, managing partners, and maintaining...
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Documents related to » sales book summaries


Managing Transaction Tax Audit Risk: How to Protect Precious Cash Flow by Proactively Addressing Audits
Even in the best economic times, businesses must be vigilant against unnecessary costs and risks. But not just businesses need to be vigilant@states and other

sales book summaries  you aren’t registered for sales tax, but do pay another kind of tax in that state, it is very probable that you will be contacted for an audit. All a state has to do is perform a little cross-checking. In the phone book or on the Web. If you can’t be found in the state system, a simple check of the phone book or of websites can lead an auditor to call you an inquire about your registration status and number. Issued resale certificates. Resale certificates can be a major red flag. Using them to Read More
The Sales Cloud
In today’s business environment, sales people don’t have time to spend hours hunting for leads, researching accounts, and calling wrong numbers. And sales is

sales book summaries  Sales Cloud In today’s business environment, sales people don’t have time to spend hours hunting for leads, researching accounts, and calling wrong numbers. And sales is changing. Businesses around the world are grappling with how to turn the rise of social networks and explosion of social information into a competitive sales advantage. Get everything you need to connect with customers—all in one place and available anytime, anywhere. Read More
Sales and Operation Planning: Integrate with Finance and Improve Revenue
Sales and operations planning (S&OP) is the key integrated process that the supply chain organization (specifically the vice president of supply chain) can use

sales book summaries  Finance and Improve Revenue Sales and operations planning (S&OP) is the key integrated process that the supply chain organization (specifically the vice president of supply chain) can use to achieve visibility across the entire organization and the value chain. This white paper highlights the results of over 220 companies participating in a survey on S&OP initiatives, and compares the views of the supply chain and finance organizations. Read More
Automation: A Company's Best Ally Against Sales Tax Audits
Sales and use tax management is a challenge for every business, and there can be major financial repercussions if a taxing agency questions the figures

sales book summaries  Company's Best Ally Against Sales Tax Audits Sales and use tax management is a challenge for every business, and there can be major financial repercussions if a taxing agency questions the figures. Automated solutions help businesses improve their reporting and workflow processes so they can comply with the myriad of sales and use tax laws and stand up to any audit examination. Read this white paper to learn about the problems with manual management, an inside look at audits and what auditors really look Read More
Complete Guide to Sales Force Automation (SFA)
Complete Guide to Sales Force Automation Get the buyer's guide that gives you everything you need to know about sales force automation solutions.

sales book summaries  Guide to Sales Force Automation (SFA) Get the buyer's guide that gives you everything you need to know about sales force automation (SFA) solutions. In one practical document, you'll get information on SFA basics; the features and options available to you; detailed product, cost, and vendor considerations; what to look for in an SFA vendor; the major pitfalls to avoid; and tips and advice from other SFA buyers. The right SFA solution can dramatically boost efficiency and increase your sales. Get Read More
The Sales and Marketing Stimulus Package
One obstacle standing between demand generation and lead management is the lack of sales and marketing alignment necessary to create demand and capitalize on

sales book summaries  Sales and Marketing Stimulus Package One obstacle standing between demand generation and lead management is the lack of sales and marketing alignment necessary to create demand and capitalize on ready buyers. That lack of alignment is reducing the number of opportunities that convert to closed deals. Learn how to create a “stimulus package” to inject more efficient capital, energy, and management efficiency into your sales and marketing practices. Read More
Global Leader in Destination Resort Sales and Marketing Delivers On Corporate Vision and Increases Sales
Founded in 2001, Playground is a destination resort sales and marketing company headquartered in Vancouver, British Columbia (Canada). The worldwide success of

sales book summaries  Leader in Destination Resort Sales and Marketing Delivers On Corporate Vision and Increases Sales Founded in 2001, Playground is a destination resort sales and marketing company headquartered in Vancouver, British Columbia (Canada). The worldwide success of Playground is based on intellectual property—including information about resorts, selling history, target markets, prospects, and past customers. How does it capture this information and use it—safely and securely—to help sell and market real Read More
Aplicor
The Aplicor software solution is an integrated, wireless, and web-based CRM suite that includes sales force automation (SFA), marketing automation, project

sales book summaries  CRM suite that includes sales force automation (SFA), marketing automation, project office, customer support, and an enterprise portal. Read More
The Web-Enabled Sales Process
Traditional enterprise-level sales strategies are no longer sufficient in bringing new customer accounts. Today's self-directed buyers delay sales contact and

sales book summaries  Web-Enabled Sales Process Introduction I'm as mad as hell, and I'm not going to take this anymore! Things have got to change . 1976 movie NETWORK Today, nearly every business to business (B2B) information technology company I talk to is mad that its attempts to increase new account sales have failed. This has grown into a huge problem—to the point where a significant number of companies have decided that they are not going to take it any more, and have totally abandoned new account growth strategies. Read More
Making the Most of Your Sales Opportunities
Discover proven approaches to sales success in Sales Performance Management: Maximize Profits with Comprehensive Sales Processes.

sales book summaries  the Most of Your Sales Opportunities Sales is the lifeblood of every business. But how do you get maximum performance from your sales team? Discover proven approaches to sales success in Sales Performance Management: Maximize Profits with Comprehensive Sales Processes . You'll find out how to identify your most valuable accounts, determine key performance indicators, align your most productive resources, understand and evaluate your opportunities, and boost sales performance with customer relationship Read More
5 Ways to Improve Outbound Sales Performance: Best Practices to Increase Your Pipeline
There’s a quality-based prospecting approach that is gaining traction among sales professionals these days. It’s not about finding someone willing to listen to

sales book summaries  Ways to Improve Outbound Sales Performance: Best Practices to Increase Your Pipeline There’s a quality-based prospecting approach that is gaining traction among sales professionals these days. It’s not about finding someone willing to listen to you; instead, it’s about finding someone who wants to collaborate with you. The goal becomes about developing relationships that can yield ongoing results. By applying the strategies in this paper, you can transform the dynamic of outbound sales. Read More
Sales Performance Management
A productive sales force must concentrate on acquiring, growing, and retaining profitable relationships with its clients. This requires clear, detailed views of

sales book summaries  your direct and indirect sales force into a team of knowledgeable and trusted advisors – fostering efficient collaboration between sales, marketing, and service teams to align efforts on fulfilling customer needs. Source : SAP Resources Related to Sales Performance Management : Customer Relationship Management (CRM) (Wikipedia) Sales Performance Management Performance Management is also known as : Performance Management , Effective Performance Management , Innovation Management , Learn Performance , Read More
On the Move: Great Productivity Solutions for the Mobile Sales Team
In this paper it’s argued that over the next three to five years, the winners in sales will be the ones who figure out how to smoothly and productively manage a

sales book summaries  Solutions for the Mobile Sales Team In this paper it’s argued that over the next three to five years, the winners in sales will be the ones who figure out how to smoothly and productively manage a mobile sales team. Selling will be a mobile discipline. It’s imperative to craft a plan for making mobility standard and keeping information secure. Read More
Optimizing Sales Tax Exemption Management Strategy
Acquiring, validating, and managing sales tax and use tax exemption certificates can be challenging. However, the appropriate exemption certificate management

sales book summaries  Sales Tax Exemption Management Strategy Acquiring, validating, and managing sales tax and use tax exemption certificates can be challenging. However, the appropriate exemption certificate management (ECM) strategy can help avoid sales tax audit risk while lowering audit assessments and penalties. Learn how to find the right solution for your organization. Read More

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