Промышленный лизинг Промышленный лизинг  Методички 

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Sales Studies, Kelley School of Business, Indiana University, Role Play Effectiveness in M430 Professional Selling Classes; 1995-2000; Persuasion Exercises Between Sellers & Buyers.

11. Neil Rackhams research on 35,000 sales calls in 23 countries over a period of 12 years, cited in Rackham, SPIN® Selling, 132-133.

12. Ibid., 33.

13. Learning International, Sales Coaching, 2. [But] data gathered during our most recent research, conducted among leading sales organizations worldwide between 1992 and 1994, revealed an alarming finding: Few sales managers do any real coaching at all. The research was conducted by Learning International (now Achieve Global) among leading sales organizations worldwide between 1992

and 1994.

14. Ibid., 10: Most participants could easily describe the attributes of a good coach-and, indeed, there was widespread agreement about what those attributes are. There was very little agreement, however, about the process the sales coach uses to be effective. 24: In addition, most participants acknowledged that theres a large gap between what sales coaching should be and what it is.

15. Ibid., 24: Many organizations do not consider sales coaching to be a separate sales management discipline; instead, the sales managers own sales experience is thought to be an adequate source of sales wisdom, strategies for improvement, and motivation.

16. Ibid., 25: The sales managers learned and applied selling strategies that worked in a marketplace that no longer exists. Often, their experience in that marketplace is not relevant when trying to help salespeople deal with todays sales challenges.

17. Ibid., 26: Yet salespeople say the coaching they receive is still too basic to help them meet their customers escalating demands.



18. Ibid., 27: Salespeople agreed that support and encouragement are important but feel that constructive feedback on their skills and performance is equally critical.

NOTES FOR CHAPTER 6

1. Margaret McKegney, Dell Adapts Well to Online Sales, Advertising Age International, May 2000, 26.

2. Ibid.

3. Jeffrey Gitomer, Heres Proof E-Commerce Is a Winner, Birmingham Business Journal, March 17, 2000, 15.

4. Chad Kaydo, Youve Got Sales, Sales and Marketing Management 151, no. 10 (1999): 28.

5. Ibid.

6. Ibid. Applied began testing the customer extranets with 12 clients in March 1999 and opened them to all customers in June 1999. By August 1999, more than 100 clients had registered to use the service.

7. Ibid.

8. Russ Banham, The B-to-B Virtual Bazaar, Journal of Accountancy 190, no. 1 (2000): 26.

9. Ibid. PlasticsNet.com also offer users access to raw and manufactured materials through online exchanges and online catalogs.

10. Consultative sales benefit a great deal from a salespersons intimate knowledge of a customers specific operations, knowledge that would be hard to match or replace electronically. Neil Rackham and John De Vincentis, Rethinking the Sales Force (New York: McGraw-Hill, 1999), 120.

11. Dell to Detroit: Get into Gear Online! The Wall Street Journal,

December 1, 1999, B4.



12. Publishing Trends Conference, New York, November 1999, quoted in Publishers Weekly, November 29, 1999, 25.

13. Bill Gates, with Collins Hemingway, Business @ the Speed of Thought, Using a Digital Nervous System (Warner Books, 1999), 90.

14. By some estimates, at least half of todays selling positions will be gone by 2004. Harvard Management Update 4, no. 1 (1999): 11, quoting Neil Rackham and John De Vincentis.

15. Kaydo, Youve Got Sales.

16. Ibid.

17. Ibid.

18. Alf Nucifora, Are You Preparing for the E-Business Revolution? Business Journal (Central New York), vol. 14, no. 6

(2000), 20.

19. Ibid.

20. Cisco@speed, The Economist, June 29, 1999, 12.

21. Kaydo, Youve Got Sales.

22. Ibid.

23. Ibid.

24. Cisco@speed, The Economist.

25. Kaydo, Youve Got Sales.

26. McKegney, Dell Adapts Well to Online Sales.

27. Ibid.

28. Ibid.

29. Daniel Roth, Dells Big Act, Fortune, December 6, 1999, 152.



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