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Sales Channel Management
Research Library
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Selling People Ltd
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In any company, sales are the lifeblood. This may sound like a truism but it is self evident that many companies forget this fundamental aspect of their business and as result don't pay enough attention to maintaining the health of this key function.
Fundamentally, not many businesses can trade for long with below budget sales performance, and the longer poor sales performance continues, the ...
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Selling People Ltd
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Competitive pressure within the IT industry has caused companies to drive down costs and optimise performance in every department including sales. Traditionally, small and medium sized technology companies have recruited their own, in house, sales force or used third party distributors, VARS and resellers as routes to market.
In recent years, companies have started turning to a relatively new ...
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Selling People Ltd
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Competitive pressure, coupled with current economic conditions is causing companies to drive down costs and optimise performance in every department including sales. Traditionally, small and medium sized companies have recruited their own, in house, sales force or used third party distributors, VARS and resellers as routes to market.
In recent years, companies have started turning to a ...
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Selling People Ltd
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Sales outsourcing organisations are often been asked about the possibility of undertaking commission only sales engagements for clients. In many cases sales outsourcing agencies do not like to undertake commission only projects, preferring the availability of some form of monthly retainer.
This whitepaper was written in response to these requests, and to discuss the various thoughts that a ...
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Selling People Ltd
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When organisations are deciding on a ‘go to market’ strategy, particularly in new territories, there are usually two main choices to make, do you sell direct to end users and set up your own operation or subsidiary and customers or develop an indirect sales channel of distributors, agents or resellers?
This paper discusses and contrasts these two traditional approaches with the alternative of ...
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