Most Recent Articles from American Salesman

• 7 Tips for selling more in a tough economy. 

  You hear it everywhere you go: "Sales are down because of the economy. My customers simply aren't buying as much." There are some people out...

  05/01/09 by Chapin, John · More from publication

• Confidence. 

  The late Scottish poet, William McGonnagall, is universally recognized as, "The worst poet in history." He enjoyed reading his poetry on the...

  05/01/09 by Harris, Bruce · More from publication

• A seat at the table.(salespeople and customer relations) 

  Let's be frank--selling has an ugly connotation, even consultative selling. New research indicates that senior executives do not see salespeople...

  05/01/09 by Miller, Marc · More from publication

• Methods for approaching customers. 

  The importance of the approach varies with the type of selling. It is most critical when you are calling on the prospect for the first time to...

  05/01/09 by Urbaniak, Anthony · More from publication

• Ideas that restrict sales performance I have my own style of selling. 

  Occasionally, at a seminar or training program, I'll over hear one salesperson mention this to another--"I have my own style of selling." ...

  05/01/09 by Kahle, Dave · More from publication

• Retention is a problem that won't go away. 

  What are the critical factors that contribute to the retention of top producing salespeople? Why are some sales managers able to consistently...

  05/01/09 by Boe, John · More from publication

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