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Many marketing managers and representatives may ask: "Why is a sales center important to me? Isn't it designed for niche- or target-marketing? How would this fit into my company, that wants Main Street business?"
Having a marketing-representative background provides me with a unique perspective on sales centers. I know that the marketing representative is much more than a "go-for" problem-solver, running down endorsements, acting as portable shrink between underwriters and agents, or being "the official news agency TAS," spouting party line. I know that marketing is the precursor to selling.
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THE SERVICE CEILING: WHAT CAUSES IT, HOW TO RECOGNIZE IT, HOW TO BREAK THROUGH IT by E. Al Diamond We have a small Middle-Eastern restaurant in our neighborhood that is family ope...
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THE SEVEN DEADLY SINS OF MARKETING by John Graham Quite often, the problem is that companies fall into a marketing trap. In this article, John Graham explores the seven most likely reasons wh...
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THE SIX -STEP SALES TRAINING PROGRAM FOR THE CSR by Dana Falardeau, CIC Train your CSRs to sell and watch your revenues grow! Who speaks to your customers more than anyone els...
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THE STEWARDSHIP REVIEW by Scott Addis Use this powerful offensive weapon to impact your agencys bottom line. TIn the early years of my business career, I served as an Account E...
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Before implementing a telemarketing campaign, several key issues need addressing to be sure your objectives are met.
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THE TEN COMMANDMENTS OF CUSTOMER SERVICE by Al Diamond I. Do things right-every time.Of course everyone tries to process items correctly. Why do we need to be so absolute in this command...
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THE TOP 10 MISTAKES EMPLOYEES MAKE WITH CUSTOMERS by Rebecca Morgan In 20 years of conducting customer service training, Rebecca Mo...
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THE VALUE OF A SATISFIED CUSTOMER by Chris Burand Every agency has three types of customers. First are those who will leave for a lower price. Second are those on the fence; they're not tr...
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THE VALUE OF MAKING MISTAKES by Chris Burand In the December 24, 2001 Fortune magazine, Michael Schrage ...