... Sales strategies For many firms, especially in business‐to‐business markets, personal selling is the dominant element in the marketing communications mix and the key to implementing marketing strategy successfully. Sales expenditure may be as much as 15 per cent of sales, and higher than...

.... “The way to produce this is through thorough and continuous monitoring of customer experience and motivation, and then acting on this information”, said Williams. © Company 2003 Sales strategies Customer satisfaction Customer loyalty Employees attitudes The key to achieving business...

... awareness" stage and create a sense of urgency to satisfy those needs. This paper discusses how corporate policies, goal setting (financial and activity) and employing effective information systems can create or diminish the sense of urgency for industrial salespeople. © MCB UP Limited 2003 Sales...