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How do salespeople become successful? According to the author, the only surefire way is to absorb new ideas and information one day at a time. That's the premise behind this sales guide that contains 250 "small" ideas that readers can put to work immediately to make a big improvement in selling and customer service effectiveness. Two basic formats are used for these idea-starters: FYI sections, simple checklists such as key points to remember when making a sales presentation, and forms and grids that guide the rep through such basic tasks as preparing a territory analysis or identifying specific customer service problems. Nearly 100 illustrations, charts, and worksheets are included.
Offers advice on starting a direct marketing campaign, including tips on doubling response rates, writing creative copy, and evaluating mailing lists.
The practical techniques offered in MacKenzie's book will help managers do more in less time, create more efficient teamwork, and find their place on the high-productivity management track of the 1990s. Contents include chapters on identifying time concerns, managing time in the home, and solving a team's time concerns, among dozens more topics.