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News & Tips from Ansa
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Recommended Reading
MAKING
MAJOR SALES
BY NEIL RACKHAM
ISBN 0-566-02627-9
Published by Gower.
This book provides a set of simple & practical techniques
(known as SPIN Selling) that have been used in leading
companies worldwide leading to dramatic improvements in
sales performance.
It presents the selling strategy based upon the buyers
view and suggests a practical selling strategy which has
maximum impact on the buying decision at each phase of
the buying process. (click
here to buy this book)
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Tips from Ansa
You have More Power than You Think!
BRAND NEW ARTICLE BY PATRICK HARLINGTON
Negotiation is about trading. "Give me some of what I want and then I will
give you some of what you want" exemplifies the meaning of trading in a
negotiation context.
Download this superb article to read the 6 rules for effective negotiation.
Download here
Managing Distributors
Most ‘distributor’ arrangements are in a mess and provide
little tangible
benefit to the producer. Bringing distributors under control
can demonstrate
a higher margin though the distributor channel than through
direct sales.
In assisting a client recently to bring about more effective
management of
their distributors our brief was to consider how the existing
distribution
channel of our clients should be improved?
Specifically we were asked to address a) “What must we
do to protect, indeed
improve, margins” and b) “How can our distributors better
assist in the
overall company strategy of ‘going for growth?”
Read the case study to find out how you can improve your
distributor
arrangement.
Download
here
Are You Making Enough Money From Your Customers?
An article by Patrick Harlington
In working to find ways of making major customers more
profitable we have just completed a comparison between
those that are making money from their customers and those
who are not.
Patrick Harlington tells you what the differences are
between companies who are bucking the trend of depressed
margins vs those that are not performing well as well
as the specific activities we should be considering to
make more money from our customers.
Download
here.
10 Tips for Increasing Top Line Sales
Increased competition driven by globalisation, increased
outsourcing and supply chain management makes every parcel
of business harder to get. New competition and competition
from unexpected quarters means that the battle for top
line growth is harder than it ever has been. This
document contains 10 tips for increasing your top line
sales.
Download
here.
10 Tips for Successful Negotiation
Negotiating is much misunderstood in commercial, service
and industrial businesses today. Often negotiating is
simply considered to be a means of "closing". However
reality is much different. Negotiating is a complete process
which commences long before the customer has agreed to
buy. This
document contains 10 invaluable tips for negotiating successfully.
Download
here.
5
Tips for Profitable Bid Management
by Patrick Harlington
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