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Alec Schibanoff Articles

Written by: Alec Schibanoff

InHouse versus OutSourced Sales Force Which Is Best for Your Business - Click To Read Article
In building a sales force for your business, you have a critical choice: Hire a traditional sales force of employee-salespeople or out-source your sales to a network of manufacturers’ representatives. Which option will produce the best results for your business?

Dont Send in Your Infantry without Air Cover - Click To Read Article
No military commander would order the infantry to advance without sufficient air cover. And no business should have its sales force making sales calls without the support of a comprehensive, lead-generating marketing program.

Selling Should Be Elegant Never Confrontational or Combative - Click To Read Article
Far too many sales managers see selling as a win/lose. We get the sale, so we win, and the customer makes a purchase, so he loses. Elegant Selling is a win/win process in which both parties walk away satisfied with the outcome. It’s really the only way to truly grow your business!

Lock Your Customers into Buying Exclusively from You - Click To Read Article
Every business owner dreams of customers that can only buy from them, totally shutting out the competition. It is being done everyday with Strategic Supplier and Integrated Supplier Programs that lock customers into buying exclusively from you, rendering the competition impotent.

Does Your Sales Force Need Training? - Click To Read Article
Sales training will never do any sales force any harm, but when is a sales force truly in need of immediate or specialized training? There are early indicators you need to watch out for.

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About the Author: Alec Schibanoff
RSS for Alec's articles - Visit Alec's website

Alec Schibanoff is managing director of AAS Associates, a management consulting firm specializing in business-to-business marketing, sales, training and strategic planning. AAS Associates offers a comprehensive package of affordable and effective services for companies that sell their products and services to or through other businesses. These services include sales and customer service training, sales force recruitment and deployment, lead generation programs, industrial public relations, new product and new channel development, marketing and business planning, technology transfer and concentric diversification.

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More from Alec Schibanoff
InHouse versus OutSourced Sales Force Which Is Best for Your Business
Dont Send in Your Infantry without Air Cover
Lock Your Customers into Buying Exclusively from You
Selling Should Be Elegant Never Confrontational or Combative
Does Your Sales Force Need Training


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