Marketing News

Marketing News is South-Western's service to provide summaries of the latest marketing news stories. Review the brief summaries and, for stories of interest, select the full summary.
PERSONAL SELLING AND SALES MANAGEMENT
Title  Brief Summary 
Consultative Selling Challenging to Sales Professionals
Full Summary
As today's marketing environment becomes more complex, traditional sales tactics are giving way to new selling techniques—ones that emphasize problem solving, empathy, and putting oneself in the customer's shoes. Of the new approaches emerging within the sales profession, reps identify consultative selling to be the most challenging.
(Updated October 2006)
Regional Distributor Facing Down National Challenges
Full Summary
Powers Distributing has grown from a small family business into a multimillion-dollar beverage wholesaler. How does the Michigan-based company keep pace with a rapidly changing industry?
(Updated July 2006)
Managers Watch Dashboards to Drive Sales
Full Summary
Marketing and sales professionals are increasingly turning to advanced software programs to monitor business and evaluate performance. One major software firm, Canadian-based Cognos Inc., develops "dashboard" tools that enable managers to identify valuable customers, track sales more effectively, and align sales plans with company objectives.
(Updated February 2006)
Tip to Sales Reps: Make 'Em Laugh
Full Summary
Sales professionals often employ highfalutin tips and complex methods to become more effective at selling. Yet one of the most overlooked tools a rep can use is also one of the most basic to the human experience: humor.
(Updated June 2005)
Great Moments in Sales History
Full Summary
Throughout American history, a handful of salespeople have achieved success far beyond the ordinary. These high achievers weren't merely lucky--they adhered to some fundamental principle or another that made them great. By looking back at the traits of famous sales pioneers and applying their time-tested principles, today's business students can discover what it takes to become the sales leaders of tomorrow.
(Updated November 2004)
A Mile in the Customer's Shoes
Full Summary
The rules of selling have changed over the years. Effective selling in today's marketplace is not about old fundamentals like price or products, nor is it even about polished presentations and fancy brochures. To be successful, the salesperson of the new century must understand the complex problems that customers encounter and be able to offer the right solution from among an ever-increasing number of options.
(Updated November 2004)
Know When to Hold 'Em and When to Fold 'Em
Full Summary
While the old adage "the customer is always right" may well be true, there are times when it's appropriate to tell a particular buyer--the one who saps your strength and wastes your time again and again--that although the customer may be right, the relationship is wrong. As is true with poker, when dealing with customers you gotta know when to hold 'em and know when to fold 'em.
(Updated June 2004)
Fast-Paced Communication for a Fast-Paced World
Full Summary
People don't listen the way they used to. It seems nowadays that any attempt at communication that doesn't immediately get to the point gets tuned out. In a world where fast-paced electronic society has raised the bar on communication skills, the ability to communicate faster and smarter is becoming more critical than ever before.
(Updated October 2003)
FCC Hangs Up On Nation's Telemarketing Industry; But Federal Courts May Hit 'Redial'
Full Summary
A federal "do-not-call" registry that thwarts telemarketing calls has attracted more than 45 million registrants signed up to stop pesky telemarketers. The registry has angered marketing industry groups that argue the do-not-call list violates free-speech rights. President Bush has signed legislation to uphold the national registry, but the battle between the courts and the FTC is just heating up to decide whether or not the registry will stay or go.
(Updated October 2003)
Why the Best Leads End Up in the Trash
Full Summary
While companies spend valuable resources generating leads from tradeshows, advertisements, web pages, etc., the majority of leads are doomed to end up in the trash or "dead file" of sales staff. Such leads can often create unrealistic expectations of "low hanging fruit," when in reality the leads may require long-term cultivation to come to fruition.
(Updated October 2003)
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