Customer Interaction Solutions - Vol. 24 Nbr. 9, March 2006
... Richardson's new Consultative Selling Diagnostic Assessment Tool was created to provide salespeople with insights into their sales approach and ...... As salespeople respond to the 24 questions and make sales ...
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Customer Relationship Management; CRM - Vol. 13 Nbr. 10, October 2009
Tony Hsieh, CEO for online retailer Zappos.com, told a funny story at a recent conference about the lengths to which his customer service agents will go. Sure, Zappos.com is known for its exceptional customer service -- but usually that involves, you know, actual customers. A customer service rep (CSR) in the shoe etailer's Las Vegas headquarters might be understandably confused by a call about a pizza delivery in some other city. But, as Hsieh told the tale, the customer service agent delive...
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Life Insurance Selling - Vol. 84 Nbr. 10, October 2009
Sadly, the author believes the career agency system (also known as a "captive" agency) is nearly extinct. He found his way into the business in one of those career shops, but he still thinks that was the best way to break into the profession and to gain some very necessary tools. An incomplete or missing fact-finder poses a risk to something much more valuable than today's sale. If clients feel that their needs have not been assessed and considered before a solution is presented, they will of...
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Printing News - August 10, 2009
* It is OKto open communication with "I hope all is well" or "It was great to see you at the meeting" to relax the reader. From there, quickly get to the point and keep personal information out of business communications. If you want to be treated seriously, you need to be professional.
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