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direct and indirect sales channels
(38 results)-
Whitepapers
Gartner's Magic Quadrant for Product Information Management
Dec 2005
This report is a must-read if you're an IT strategist who's currently evaluating product information management (PIM) technologies. It explains why the as-yet-immature PIM market is evolving...
Provided by IBM
-
White Papers
Deliver Extraordinary Customer Experience
Oct 2010
Competition is fierce in today's economy and customers know this. They can easily search the Internet to find companies that sell similar products or services at competitive prices. That's why...
Provided by Oracle
-
Case Studies
Case Study: Sales and Channel Management
Jan 2006
A specialty chemicals manufacturer was working with a limited sales model. The company asked McKinsey to help them expand beyond this sales model with transactional sales tools. McKinsey worked...
Provided by McKinsey & Company
-
White Papers
Sales 2.0 - Leveraging Web 2.0 to Sell
Jan 2008
The Internet is the ultimate disruptive technology. Like telephony, radio, television, and even the printing press, the Internet is dramatically changing nearly every aspect of daily life, both...
Provided by Genius.com
-
Resource Center
Not business as usual: Changing channels in consumer electronics
Apr 2007
IBM explores how the impact of innovative business models for "how to sell" are now as important as the innovative products themselves - CE manufacturers need to skillfully manage their mix of...
Provided by IBM
-
Whitepapers
Microsoft Unified Communications Datasheet: Smart Decisions for Extraordinary Times
Aug 2009
Microsoft
Provided by Microsoft
-
White Papers
Enhance Customer Loyalty through Higher Responsiveness
Apr 2009
The economic downturn is forcing businesses to tighten their belts and look for more efficient channels. Using the Internet as a business channel, and sometimes even the only channel, is becoming...
Provided by Oracle
-
White Papers
Oracle Business Brief - Keeping hold of your customers, especially in tough economic conditions
Sep 2009
You know as much as anyone about the challenges faced by midsize organizations. There are always competitors with deeper pockets, customers demanding more for less, and suppliers giving...
Provided by Oracle
-
White Papers
Measuring the Total Economic Impact of Content Delivery Using Adobe Flash Media Server
Jan 2009
Adobe Flash Media Server provides a secure and affordable alternative to progressive downloading of content and can be used directly by the content provider or indirectly through a content...
Provided by LimeLight
-
White Papers
Video: Circumstances and Customers Have Changed. Has Your Loyalty Program Kept Pace?
Dec 2009
The economic downturn is forcing businesses to tighten their belts and look for more efficient channels. Using the Internet as a business channel, and sometimes even the only channel, is becoming...
Provided by Oracle
-
Whitepapers
DAI: IBM Smart SOA Application Foundation: The Right Choice for Proven, Reliable Business Transactions
Dec 2009
In today's interconnected world, organizations and customers need reliable business transactions. Read this white paper to see how IBM WebSphere Application Server can ensure transactional...
Provided by IBM
-
White Papers
Mitigating Channel Conflict
Jan 2006
Inspired by the rapid growth of Internet sales, many technology vendors are opening their own direct channels. The paper depicts that by doing so; however, they risk their existing partners, who...
Provided by McKinsey & Company
-
White Papers
The Outlet Mall: Dumping Ground, Cannibal Channel, Or Smart Strategy?
Aug 2008
Manufacturers' retail outlets have come a long way in size, geographic reach, and popularity since men's-clothing-maker Anderson-Little opened the first non-factory-adjacent outlet stores in 1936....
Provided by Northwestern University (Kellogg)
-
White Papers
Affiliate Programs Need Affiliates That Help Affiliates. Why Affiliates Do Poorly With Most Affiliate
Aug 2009
Affiliate Programs, also known as Associate Programs are just a way companies get massive traffic, sales or members without the need to personally recruit new people for their business. If you are...
Provided by Free Articles Directory
-
White Papers
Personal Selling, Relationship Building And Sales Management
Oct 2008
Personal selling, unlike advertising or sale promotion, involves direct relationships between the seller and the prospect or customer. In a forma sense, personal selling can be defined as a...
Provided by IPM
-
White Papers
A New Channel Strategy For Dell
Oct 2007
Dell impressed many in its early years with its distinct model of supply chain management, selling customized computers directly to customers to meet burgeoning PC demand. By using this innovative...
Provided by Northwestern University (Kellogg)
-
White Papers
How To Own Your Local Consumer Market With Saturation Mailings
Jan 2010
Imagine having a sales person that never calls in sick and consistently delivers your company's best sales pitch to everyone within a three mile radius of your business. Marketing Nirvana if you...
Provided by SalesVantage.com
-
White Papers
Door-To-Door Sales: The Forgotten Channel
Jan 2008
The products and services best suited to door-to-door sales generate high lifetime customer value or benefit from some sort of consultation or demonstration. Many of the offerings associated with...
Provided by Boston Consulting Group
-
White Papers
Improving Channel Margins With Channel Revenue Management
Sep 2009
High Tech manufacturers (Semiconductor, Electronic Component, and OEM) that sell through highly evolved distribution channels rely on these selling partners to achieve revenue goals. Most...
Provided by Model N
-
White Papers
Tune In: Channel Sales And Today's Marketplace
Jan 2010
Channel sales, when powered by customer relationship management (CRM) applications, are good ways to ensure you are targeting the proper channels for your product. CRM provides essential...
Provided by CRM & Social Media Online
-
White Papers
Online Offline Trends In Retailing
Nov 2008
The Internet plays an increasingly essential role in today's society; and this is particularly true for retailers. Research suggests that consumers not only use the Internet to shop online, but...
Provided by Monash University
-
White Papers
Multi-Channel Marketing
Sep 2007
Online marketing needs to be coordinated and consistent with marketing communication and business objectives. To compete in today's marketplace, marketing professionals need a solution that allows...
Provided by SDL Tridion
-
White Papers
Using A New Advertising Medium For Products Of Varying Consumer Popularity
Feb 2009
Peel-and-Taste flavor strips were introduced in 2007 as a means of putting product sample substitutes in the hands of many by virtue of being attached to advertising pieces in magazines, newspaper...
Provided by West Texas A&M University
-
White Papers
Crafting Integrated Multichannel Retailing Strategies
Jan 2010
Multichannel retailing is the set of activities involved in selling merchandise or services to consumers through more than one channel. Multichannel retailers dominate today's retail landscape....
Provided by University of Maryland
-
White Papers
Creating A Sales System That Works
Feb 2010
Selling opportunities are lost daily by companies who lack a consistent system for prospecting, selling and closing new business. Any company that takes the time to develop a systematic approach...
Provided by IdeaBridge
-
White Papers
Communications Effects On Trust And Conflict Management In Distribution Networks: The Case Of Automotive Industry
Sep 2009
Alliance and cooperation among resellers and suppliers is commonly accepted as an inexorable path of relationship evolution. Therefore trust resources are the determinants for relationship...
Provided by Università Cattolica del Sacro Cuore
-
White Papers
Adding Bricks To Clicks: The Effects Of Store Openings On Sales Through Direct Channels
Mar 2007
We assess the effect of opening physical retail stores on direct channel sales. Our data come from a leading U.S. retailer which opened four new stores; two openings occurred in retail trading...
Provided by President and Fellows of Harvard College
-
White Papers
Does Your Sales Force Overdeliver and Underperform?
Sep 2007
A true understanding of products and customers can help a company create a "best of all possible worlds" - the right value proposition for each customer, delivered via the most efficient and,...
Provided by Deloitte LLP
-
eBooks
Selling in a Volatile Economy
Oct 2012
The same thing that keeps you awake at night keeps your prospects and customers up, too: A volatile economy. You need some fresh strategies to make it easier for your prospects to move forward...
Provided by Citrix Online
-
White Papers
Informed Trading Before Analyst Downgrades: Evidence From Short Sellers
Apr 2008
This paper studies short-selling prior to the release of analyst downgrades in a sample of 670 downgrades of NASDAQ stocks between 2000 and 2001. The authors document abnormal levels of...
Provided by George Mason University
-
White Papers
The People You Know: Social Networks of Tomorrow's Sales Force
Aug 2007
Sales executives go to their networks for their core job tasks--unlike some professionals who perform their jobs without ever invoking a relationship. The main impact of social networking for...
Provided by Miller Heiman
-
White Papers
Return on Sales: How do you stack up? Benchmarks for comparing your financial efficiency
Feb 2008
Interested in finding out how you stack up against other companies? This article provides you with the data to compare your ROS to other organizations. Learn how you can use world-class...
Provided by Miller Heiman
-
White Papers
Maximizing Channel Performance
Nov 2007
The days when selling through third-party channels were simple are long gone. As more and more providers come to realize the many advantages of selling through these channels, the landscape of...
Provided by Miller Heiman
-
White Papers
Exciting Innovations to Supercharge Sales Force Productivity
Aug 2007
Advances in technology have made it possible to bring sales force productivity to new heights. Learn about the latest exciting innovations in CRM and SFA software and how they can help take your...
Provided by Miller Heiman
-
White Papers
Multichannel customer engagement - Building an online marketing strategy to drive campaign effectiveness and business success
Dec 2011
Digital channels are now competing with offline channels as profit drivers. In fact, websites are neck and neck with in-person channels for profitability, and they are now the top priority for...
Provided by Adobe Systems
-
White Papers
Do You Want To Make It Big In Direct Sales?: What You Should Know Before Joining A Direct Sales
Apr 2007
Direct sales companies promote and promise an easier life and success if you just join their company. The sales representatives for these companies make it sound so easy to make money you wonder...
Provided by Associated Content
-
Whitepapers
Retail Week on Promotion
Mar 2012
Consumers usually find they are offered special prices or promotions depending on their relationship with a company for certain purchases, such as renewing a mobile phone contract or insurance....
Provided by SAP
-
White Papers
Stop The Static: Tuning In To Your Sales Channels Can Help You Satisfy Customers Without Sacrificing
Jul 2008
Sales channels are the tactical delivery arm of any business and need to be aligned with market conditions, customer needs, and company-specific objectives. But too often, misalignment between...
Provided by Deloitte Development
-
eBooks
Selling in a Volatile Economy
Oct 2012
The same thing that keeps you awake at night keeps your prospects and customers up, too: A volatile economy. You need some fresh strategies to make it easier for your prospects to move forward...
Provided by Citrix Online
-
Whitepapers
Retail Week on Promotion
Mar 2012
Consumers usually find they are offered special prices or promotions depending on their relationship with a company for certain purchases, such as renewing a mobile phone contract or insurance....
Provided by SAP
-
White Papers
Multichannel customer engagement - Building an online marketing strategy to drive campaign effectiveness and business success
Dec 2011
Digital channels are now competing with offline channels as profit drivers. In fact, websites are neck and neck with in-person channels for profitability, and they are now the top priority for...
Provided by Adobe Systems
-
White Papers
Informed Trading Before Analyst Downgrades: Evidence From Short Sellers
Apr 2008
This paper studies short-selling prior to the release of analyst downgrades in a sample of 670 downgrades of NASDAQ stocks between 2000 and 2001. The authors document abnormal levels of...
Provided by George Mason University
-
White Papers
Communications Effects On Trust And Conflict Management In Distribution Networks: The Case Of Automotive Industry
Sep 2009
Alliance and cooperation among resellers and suppliers is commonly accepted as an inexorable path of relationship evolution. Therefore trust resources are the determinants for relationship...
Provided by Università Cattolica del Sacro Cuore
-
White Papers
Creating A Sales System That Works
Feb 2010
Selling opportunities are lost daily by companies who lack a consistent system for prospecting, selling and closing new business. Any company that takes the time to develop a systematic approach...
Provided by IdeaBridge
-
White Papers
Crafting Integrated Multichannel Retailing Strategies
Jan 2010
Multichannel retailing is the set of activities involved in selling merchandise or services to consumers through more than one channel. Multichannel retailers dominate today's retail landscape....
Provided by University of Maryland
-
White Papers
Using A New Advertising Medium For Products Of Varying Consumer Popularity
Feb 2009
Peel-and-Taste flavor strips were introduced in 2007 as a means of putting product sample substitutes in the hands of many by virtue of being attached to advertising pieces in magazines, newspaper...
Provided by West Texas A&M University
-
White Papers
Multi-Channel Marketing
Sep 2007
Online marketing needs to be coordinated and consistent with marketing communication and business objectives. To compete in today's marketplace, marketing professionals need a solution that allows...
Provided by SDL Tridion
-
White Papers
Online Offline Trends In Retailing
Nov 2008
The Internet plays an increasingly essential role in today's society; and this is particularly true for retailers. Research suggests that consumers not only use the Internet to shop online, but...
Provided by Monash University
-
White Papers
Tune In: Channel Sales And Today's Marketplace
Jan 2010
Channel sales, when powered by customer relationship management (CRM) applications, are good ways to ensure you are targeting the proper channels for your product. CRM provides essential...
Provided by CRM & Social Media Online
-
White Papers
Improving Channel Margins With Channel Revenue Management
Sep 2009
High Tech manufacturers (Semiconductor, Electronic Component, and OEM) that sell through highly evolved distribution channels rely on these selling partners to achieve revenue goals. Most...
Provided by Model N
-
White Papers
Door-To-Door Sales: The Forgotten Channel
Jan 2008
The products and services best suited to door-to-door sales generate high lifetime customer value or benefit from some sort of consultation or demonstration. Many of the offerings associated with...
Provided by Boston Consulting Group
-
White Papers
How To Own Your Local Consumer Market With Saturation Mailings
Jan 2010
Imagine having a sales person that never calls in sick and consistently delivers your company's best sales pitch to everyone within a three mile radius of your business. Marketing Nirvana if you...
Provided by SalesVantage.com
-
White Papers
Deliver Extraordinary Customer Experience
Oct 2010
Competition is fierce in today's economy and customers know this. They can easily search the Internet to find companies that sell similar products or services at competitive prices. That's why...
Provided by Oracle
-
White Papers
A New Channel Strategy For Dell
Oct 2007
Dell impressed many in its early years with its distinct model of supply chain management, selling customized computers directly to customers to meet burgeoning PC demand. By using this innovative...
Provided by Northwestern University (Kellogg)
-
White Papers
Personal Selling, Relationship Building And Sales Management
Oct 2008
Personal selling, unlike advertising or sale promotion, involves direct relationships between the seller and the prospect or customer. In a forma sense, personal selling can be defined as a...
Provided by IPM
-
White Papers
Affiliate Programs Need Affiliates That Help Affiliates. Why Affiliates Do Poorly With Most Affiliate
Aug 2009
Affiliate Programs, also known as Associate Programs are just a way companies get massive traffic, sales or members without the need to personally recruit new people for their business. If you are...
Provided by Free Articles Directory
-
White Papers
The Outlet Mall: Dumping Ground, Cannibal Channel, Or Smart Strategy?
Aug 2008
Manufacturers' retail outlets have come a long way in size, geographic reach, and popularity since men's-clothing-maker Anderson-Little opened the first non-factory-adjacent outlet stores in 1936....
Provided by Northwestern University (Kellogg)
-
Whitepapers
DAI: IBM Smart SOA Application Foundation: The Right Choice for Proven, Reliable Business Transactions
Dec 2009
In today's interconnected world, organizations and customers need reliable business transactions. Read this white paper to see how IBM WebSphere Application Server can ensure transactional...
Provided by IBM
-
White Papers
Video: Circumstances and Customers Have Changed. Has Your Loyalty Program Kept Pace?
Dec 2009
The economic downturn is forcing businesses to tighten their belts and look for more efficient channels. Using the Internet as a business channel, and sometimes even the only channel, is becoming...
Provided by Oracle
-
White Papers
Measuring the Total Economic Impact of Content Delivery Using Adobe Flash Media Server
Jan 2009
Adobe Flash Media Server provides a secure and affordable alternative to progressive downloading of content and can be used directly by the content provider or indirectly through a content...
Provided by LimeLight
-
White Papers
Oracle Business Brief - Keeping hold of your customers, especially in tough economic conditions
Sep 2009
You know as much as anyone about the challenges faced by midsize organizations. There are always competitors with deeper pockets, customers demanding more for less, and suppliers giving...
Provided by Oracle
-
White Papers
Enhance Customer Loyalty through Higher Responsiveness
Apr 2009
The economic downturn is forcing businesses to tighten their belts and look for more efficient channels. Using the Internet as a business channel, and sometimes even the only channel, is becoming...
Provided by Oracle
-
Whitepapers
Microsoft Unified Communications Datasheet: Smart Decisions for Extraordinary Times
Aug 2009
Microsoft
Provided by Microsoft
-
White Papers
Stop The Static: Tuning In To Your Sales Channels Can Help You Satisfy Customers Without Sacrificing
Jul 2008
Sales channels are the tactical delivery arm of any business and need to be aligned with market conditions, customer needs, and company-specific objectives. But too often, misalignment between...
Provided by Deloitte Development
-
White Papers
Do You Want To Make It Big In Direct Sales?: What You Should Know Before Joining A Direct Sales
Apr 2007
Direct sales companies promote and promise an easier life and success if you just join their company. The sales representatives for these companies make it sound so easy to make money you wonder...
Provided by Associated Content
-
White Papers
Exciting Innovations to Supercharge Sales Force Productivity
Aug 2007
Advances in technology have made it possible to bring sales force productivity to new heights. Learn about the latest exciting innovations in CRM and SFA software and how they can help take your...
Provided by Miller Heiman
-
White Papers
Maximizing Channel Performance
Nov 2007
The days when selling through third-party channels were simple are long gone. As more and more providers come to realize the many advantages of selling through these channels, the landscape of...
Provided by Miller Heiman
-
White Papers
Return on Sales: How do you stack up? Benchmarks for comparing your financial efficiency
Feb 2008
Interested in finding out how you stack up against other companies? This article provides you with the data to compare your ROS to other organizations. Learn how you can use world-class...
Provided by Miller Heiman
-
White Papers
The People You Know: Social Networks of Tomorrow's Sales Force
Aug 2007
Sales executives go to their networks for their core job tasks--unlike some professionals who perform their jobs without ever invoking a relationship. The main impact of social networking for...
Provided by Miller Heiman
-
White Papers
Sales 2.0 - Leveraging Web 2.0 to Sell
Jan 2008
The Internet is the ultimate disruptive technology. Like telephony, radio, television, and even the printing press, the Internet is dramatically changing nearly every aspect of daily life, both...
Provided by Genius.com
-
Resource Center
Not business as usual: Changing channels in consumer electronics
Apr 2007
IBM explores how the impact of innovative business models for "how to sell" are now as important as the innovative products themselves - CE manufacturers need to skillfully manage their mix of...
Provided by IBM
-
White Papers
Does Your Sales Force Overdeliver and Underperform?
Sep 2007
A true understanding of products and customers can help a company create a "best of all possible worlds" - the right value proposition for each customer, delivered via the most efficient and,...
Provided by Deloitte LLP
-
White Papers
Adding Bricks To Clicks: The Effects Of Store Openings On Sales Through Direct Channels
Mar 2007
We assess the effect of opening physical retail stores on direct channel sales. Our data come from a leading U.S. retailer which opened four new stores; two openings occurred in retail trading...
Provided by President and Fellows of Harvard College
-
Whitepapers
Gartner's Magic Quadrant for Product Information Management
Dec 2005
This report is a must-read if you're an IT strategist who's currently evaluating product information management (PIM) technologies. It explains why the as-yet-immature PIM market is evolving...
Provided by IBM
-
Case Studies
Case Study: Sales and Channel Management
Jan 2006
A specialty chemicals manufacturer was working with a limited sales model. The company asked McKinsey to help them expand beyond this sales model with transactional sales tools. McKinsey worked...
Provided by McKinsey & Company
-
White Papers
Mitigating Channel Conflict
Jan 2006
Inspired by the rapid growth of Internet sales, many technology vendors are opening their own direct channels. The paper depicts that by doing so; however, they risk their existing partners, who...
Provided by McKinsey & Company
-
Whitepapers
Microsoft Unified Communications Datasheet: Smart Decisions for Extraordinary Times
Aug 2009
Microsoft
Provided by Microsoft
-
White Papers
Enhance Customer Loyalty through Higher Responsiveness
Apr 2009
The economic downturn is forcing businesses to tighten their belts and look for more efficient channels. Using the Internet as a business channel, and sometimes even the only channel, is becoming...
Provided by Oracle
-
White Papers
Oracle Business Brief - Keeping hold of your customers, especially in tough economic conditions
Sep 2009
You know as much as anyone about the challenges faced by midsize organizations. There are always competitors with deeper pockets, customers demanding more for less, and suppliers giving...
Provided by Oracle
-
White Papers
Measuring the Total Economic Impact of Content Delivery Using Adobe Flash Media Server
Jan 2009
Adobe Flash Media Server provides a secure and affordable alternative to progressive downloading of content and can be used directly by the content provider or indirectly through a content...
Provided by LimeLight
-
White Papers
Video: Circumstances and Customers Have Changed. Has Your Loyalty Program Kept Pace?
Dec 2009
The economic downturn is forcing businesses to tighten their belts and look for more efficient channels. Using the Internet as a business channel, and sometimes even the only channel, is becoming...
Provided by Oracle
-
Whitepapers
DAI: IBM Smart SOA Application Foundation: The Right Choice for Proven, Reliable Business Transactions
Dec 2009
In today's interconnected world, organizations and customers need reliable business transactions. Read this white paper to see how IBM WebSphere Application Server can ensure transactional...
Provided by IBM
-
White Papers
Mitigating Channel Conflict
Jan 2006
Inspired by the rapid growth of Internet sales, many technology vendors are opening their own direct channels. The paper depicts that by doing so; however, they risk their existing partners, who...
Provided by McKinsey & Company
-
Case Studies
Case Study: Sales and Channel Management
Jan 2006
A specialty chemicals manufacturer was working with a limited sales model. The company asked McKinsey to help them expand beyond this sales model with transactional sales tools. McKinsey worked...
Provided by McKinsey & Company
-
White Papers
The Outlet Mall: Dumping Ground, Cannibal Channel, Or Smart Strategy?
Aug 2008
Manufacturers' retail outlets have come a long way in size, geographic reach, and popularity since men's-clothing-maker Anderson-Little opened the first non-factory-adjacent outlet stores in 1936....
Provided by Northwestern University (Kellogg)
-
White Papers
Affiliate Programs Need Affiliates That Help Affiliates. Why Affiliates Do Poorly With Most Affiliate
Aug 2009
Affiliate Programs, also known as Associate Programs are just a way companies get massive traffic, sales or members without the need to personally recruit new people for their business. If you are...
Provided by Free Articles Directory
-
White Papers
Personal Selling, Relationship Building And Sales Management
Oct 2008
Personal selling, unlike advertising or sale promotion, involves direct relationships between the seller and the prospect or customer. In a forma sense, personal selling can be defined as a...
Provided by IPM
-
White Papers
A New Channel Strategy For Dell
Oct 2007
Dell impressed many in its early years with its distinct model of supply chain management, selling customized computers directly to customers to meet burgeoning PC demand. By using this innovative...
Provided by Northwestern University (Kellogg)
-
White Papers
Deliver Extraordinary Customer Experience
Oct 2010
Competition is fierce in today's economy and customers know this. They can easily search the Internet to find companies that sell similar products or services at competitive prices. That's why...
Provided by Oracle
-
White Papers
How To Own Your Local Consumer Market With Saturation Mailings
Jan 2010
Imagine having a sales person that never calls in sick and consistently delivers your company's best sales pitch to everyone within a three mile radius of your business. Marketing Nirvana if you...
Provided by SalesVantage.com
-
White Papers
Door-To-Door Sales: The Forgotten Channel
Jan 2008
The products and services best suited to door-to-door sales generate high lifetime customer value or benefit from some sort of consultation or demonstration. Many of the offerings associated with...
Provided by Boston Consulting Group
-
White Papers
Improving Channel Margins With Channel Revenue Management
Sep 2009
High Tech manufacturers (Semiconductor, Electronic Component, and OEM) that sell through highly evolved distribution channels rely on these selling partners to achieve revenue goals. Most...
Provided by Model N
-
White Papers
Tune In: Channel Sales And Today's Marketplace
Jan 2010
Channel sales, when powered by customer relationship management (CRM) applications, are good ways to ensure you are targeting the proper channels for your product. CRM provides essential...
Provided by CRM & Social Media Online
-
White Papers
Online Offline Trends In Retailing
Nov 2008
The Internet plays an increasingly essential role in today's society; and this is particularly true for retailers. Research suggests that consumers not only use the Internet to shop online, but...
Provided by Monash University
-
White Papers
Multi-Channel Marketing
Sep 2007
Online marketing needs to be coordinated and consistent with marketing communication and business objectives. To compete in today's marketplace, marketing professionals need a solution that allows...
Provided by SDL Tridion
-
White Papers
Using A New Advertising Medium For Products Of Varying Consumer Popularity
Feb 2009
Peel-and-Taste flavor strips were introduced in 2007 as a means of putting product sample substitutes in the hands of many by virtue of being attached to advertising pieces in magazines, newspaper...
Provided by West Texas A&M University
-
White Papers
Crafting Integrated Multichannel Retailing Strategies
Jan 2010
Multichannel retailing is the set of activities involved in selling merchandise or services to consumers through more than one channel. Multichannel retailers dominate today's retail landscape....
Provided by University of Maryland
-
White Papers
Creating A Sales System That Works
Feb 2010
Selling opportunities are lost daily by companies who lack a consistent system for prospecting, selling and closing new business. Any company that takes the time to develop a systematic approach...
Provided by IdeaBridge
-
Whitepapers
Gartner's Magic Quadrant for Product Information Management
Dec 2005
This report is a must-read if you're an IT strategist who's currently evaluating product information management (PIM) technologies. It explains why the as-yet-immature PIM market is evolving...
Provided by IBM
-
White Papers
Communications Effects On Trust And Conflict Management In Distribution Networks: The Case Of Automotive Industry
Sep 2009
Alliance and cooperation among resellers and suppliers is commonly accepted as an inexorable path of relationship evolution. Therefore trust resources are the determinants for relationship...
Provided by Università Cattolica del Sacro Cuore
-
White Papers
Adding Bricks To Clicks: The Effects Of Store Openings On Sales Through Direct Channels
Mar 2007
We assess the effect of opening physical retail stores on direct channel sales. Our data come from a leading U.S. retailer which opened four new stores; two openings occurred in retail trading...
Provided by President and Fellows of Harvard College
-
White Papers
Does Your Sales Force Overdeliver and Underperform?
Sep 2007
A true understanding of products and customers can help a company create a "best of all possible worlds" - the right value proposition for each customer, delivered via the most efficient and,...
Provided by Deloitte LLP
-
eBooks
Selling in a Volatile Economy
Oct 2012
The same thing that keeps you awake at night keeps your prospects and customers up, too: A volatile economy. You need some fresh strategies to make it easier for your prospects to move forward...
Provided by Citrix Online
-
Resource Center
Not business as usual: Changing channels in consumer electronics
Apr 2007
IBM explores how the impact of innovative business models for "how to sell" are now as important as the innovative products themselves - CE manufacturers need to skillfully manage their mix of...
Provided by IBM
-
White Papers
Sales 2.0 - Leveraging Web 2.0 to Sell
Jan 2008
The Internet is the ultimate disruptive technology. Like telephony, radio, television, and even the printing press, the Internet is dramatically changing nearly every aspect of daily life, both...
Provided by Genius.com
-
White Papers
Informed Trading Before Analyst Downgrades: Evidence From Short Sellers
Apr 2008
This paper studies short-selling prior to the release of analyst downgrades in a sample of 670 downgrades of NASDAQ stocks between 2000 and 2001. The authors document abnormal levels of...
Provided by George Mason University
-
White Papers
The People You Know: Social Networks of Tomorrow's Sales Force
Aug 2007
Sales executives go to their networks for their core job tasks--unlike some professionals who perform their jobs without ever invoking a relationship. The main impact of social networking for...
Provided by Miller Heiman
-
White Papers
Return on Sales: How do you stack up? Benchmarks for comparing your financial efficiency
Feb 2008
Interested in finding out how you stack up against other companies? This article provides you with the data to compare your ROS to other organizations. Learn how you can use world-class...
Provided by Miller Heiman
-
White Papers
Maximizing Channel Performance
Nov 2007
The days when selling through third-party channels were simple are long gone. As more and more providers come to realize the many advantages of selling through these channels, the landscape of...
Provided by Miller Heiman
-
White Papers
Exciting Innovations to Supercharge Sales Force Productivity
Aug 2007
Advances in technology have made it possible to bring sales force productivity to new heights. Learn about the latest exciting innovations in CRM and SFA software and how they can help take your...
Provided by Miller Heiman
-
White Papers
Multichannel customer engagement - Building an online marketing strategy to drive campaign effectiveness and business success
Dec 2011
Digital channels are now competing with offline channels as profit drivers. In fact, websites are neck and neck with in-person channels for profitability, and they are now the top priority for...
Provided by Adobe Systems
-
White Papers
Do You Want To Make It Big In Direct Sales?: What You Should Know Before Joining A Direct Sales
Apr 2007
Direct sales companies promote and promise an easier life and success if you just join their company. The sales representatives for these companies make it sound so easy to make money you wonder...
Provided by Associated Content
-
Whitepapers
Retail Week on Promotion
Mar 2012
Consumers usually find they are offered special prices or promotions depending on their relationship with a company for certain purchases, such as renewing a mobile phone contract or insurance....
Provided by SAP
-
White Papers
Stop The Static: Tuning In To Your Sales Channels Can Help You Satisfy Customers Without Sacrificing
Jul 2008
Sales channels are the tactical delivery arm of any business and need to be aligned with market conditions, customer needs, and company-specific objectives. But too often, misalignment between...
Provided by Deloitte Development
