Getting The Best Out Of Your Data Vendor: A Common-Sense Approach To Managing A Sales  

Oleh:

Snell, Daniel

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Business Information Review vol. 24 no. 2 (Jun. 2007), page 117-125.
Topik: communication; data vendor; information manager; relationship management; sales approach document; sales representative; vendor
Fulltext: 117.pdf (93.72KB)

Isi artikel

Sets out an approach to managing the relationship between information manager and vendor sales representative. Describes some ill-advised sales scenarios and the pitfalls they present, highlighting common misconceptions held by inexperienced or poorly trained sales people. Proposes a solution based on the information manager creating a sales approach document that spells how they wish to be sold to, emphasizing the need to create a good relationship from the outset and ensure that all communication is authentic. Provides a detailed health check for sales representatives, covering communication, style and approach, service, building a relationship, best practice, and dos & don’ts. Concludes with complementary advice to the sales professional and the information manager on how to develop a good sales relationship.

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