1、Nicoleta Ancuta Dr. Philipp Goedeking Boosting sales with the “SalesUp!”program A program to tap unexploited sales opportunities SalesUp! RB SalesUp engl_S.1-16 17.08.2001 10:50 Uhr Seite 1 2|3|SalesUp! “SalesUp!” A program to combat wasted sales opportunities The power of focus and push It was a si
2、mple exercise with surprising results: our workshop participants, all of them sales managers with a global corporation, were asked to take out their appoint- ment diary for the next week and note down on a card which customers they plan- ned to visit, how much time they would be spending with each o
3、f these customers, and how much time they would be spending in the offi ce. The cards were collected and quickly compared with prepared customer data. The dire result: not only did the managers want to spend around half their time in the offi ce. They planned their “active” time mainly for customers with whom they had always done business, often independently of the real market importance of these
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