Are you ready to sell in the next millennium? identifying the 12 key functions of selling, rating them and improving them

摘要

Successful managers and their companies continually (and holistically) assess the effectiveness of their organizations. This paper addresses the 12 separate functions within a firm's sales and marketing structures and explains how other companies rate whether any or all of these areas: 1) fall below acceptable standards; 2) can be enhanced with small improvements; or 3) are in excellent shape. From this information and insight, readers will be able to go back to their companies armed with new and better techniques to spot sales shortfalls and their causes.