sales
There are 5 entries for the tag
sales
Great job – You are a manufacturer sales representative setting up a trade promotion contract for a large chain account and you figured out how to double your volume on the contract.
Not so great – You got twice the increase in volume by selling your products for half the listed price!
Synopsis – You may be the shortest tenured sales representative in the history of the example company. I put that together after only the minimum “required economics” courses in college.
Posted by Bud Hilton
I recently complimented one of our managers at Answers Systems for stepping out on the edge and challenging a client on changing some of the practices they were doing in favor of a proven “best practice” way of accomplishing a task within their contract management system. After covering relentless arguing points and hovering in the “no change-safe zone”, the client agreed to make certain concessions and change their position and practice. I can’t express strongly enough h
Posted by Stacy Jackson
Over the years we have learned a lot about what happens in the first 90 days or so after a manufacturer implements a new contract management system. We call it the pain curve. Excitement and expectations for the new system turn into angst over errors that seem to be piling up in the way of pendings, recalculated claims, and deductions. Things improve, though, after a little work. The pain subsides and turns into confidence in the new system - deductions are down (o
Posted by John Nicholas
I am old enough to remember life before computers. There was no real information to guide business decisions. I had to rely strictly on my good looks and personality. Okay, I exaggerated; I just had my personality to work with. But the point is that I remember a time when everything was based on relationship, not numbers.
“Back in the day”, as a foodservice manufacturer rep, if I had a great relationship with a distributor or operator buyer, many times I could
Posted by Bud Hilton
Some of you may have been there calling on foodservice distributors and operators. If you were, you probably pulled on more “screen doors” than fancy glass or wood corporate doors. The business was basically in the streets. Chain accounts represented less than 30% of manufacturers and distributors volume. Most were even sensitive to that percent growing, out of concern that the potential loss of a big customer may harm their overall volume/profit structure. Distributors,