February 10 2010
Volume 40, Issue 3
40
3
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This article provides a tool for managers to use with their salespeople to improve project management skills and ensure no customer commitments fall through the cracks.
As a “good sales manager,” I jumped in to help a salesperson prepare for a joint call that we were scheduled to make on a key account. We defined the call objective, went through the pre-call planning process, the anticipation of questions and objections from the customer, and role-played the “what if,” in anticipation of the perfect sales call.
The proposal was flawless, the value proposition was sure to help the customer reach their goals, and the timing could not have been better. We went into the call with high expectations and excitement about the positive outcome that we were sure to get. After greeting the customer, and before we began to talk …
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A look at housing starts, permits and spending trends in 2008.
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The proposed merger between tool manufacturers Black & Decker, Towson, MD, and The Stanley Works, New Britain, CT, continues to make progress, with the deal remaining on track for closing by the end of the first quarter or early in the second quarter, according to Black & Decker CEO Nolan Archibald. The shareholder vote for both companies has been set for March 12.
While specific collaboration is prohibited until the merger closes, integration teams have been put into place to “ensure that we achieve the synergies” available from the joint company, Stanley CEO John Lundgren said during the company’s fourth quarter earnings call. Fourteen teams were created to help integrate the various businesses within Stanley and Black & Decker.
“Collaboration to the extent that we’ve …
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News briefs from Jan. 26 – Feb. 10.
- Premium
This is the pdf of this issue of Modern Distribution Management. Apply the full $24.95 pay-per-view cost toward an annual subscription (within 30 days of purchase), which includes two issues a month plus access to more than seven years of online archives and market data. Call 1-888-742-5060 or email info@mdm.com to subscribe.
- Premium
- Premium
- Premium
This article provides a tool for managers to use with their salespeople to improve project management skills and ensure no customer commitments fall through the cracks.
As a “good sales manager,” I jumped in to help a salesperson prepare for a joint call that we were scheduled to make on a key account. We defined the call objective, went through the pre-call planning process, the anticipation of questions and objections from the customer, and role-played the “what if,” in anticipation of the perfect sales call.
The proposal was flawless, the value proposition was sure to help the customer reach their goals, and the timing could not have been better. We went into the call with high expectations and excitement about the positive outcome that we were sure to get. After greeting the customer, and before we began to talk …
- Premium
A look at housing starts, permits and spending trends in 2008.
- Premium
The proposed merger between tool manufacturers Black & Decker, Towson, MD, and The Stanley Works, New Britain, CT, continues to make progress, with the deal remaining on track for closing by the end of the first quarter or early in the second quarter, according to Black & Decker CEO Nolan Archibald. The shareholder vote for both companies has been set for March 12.
While specific collaboration is prohibited until the merger closes, integration teams have been put into place to “ensure that we achieve the synergies” available from the joint company, Stanley CEO John Lundgren said during the company’s fourth quarter earnings call. Fourteen teams were created to help integrate the various businesses within Stanley and Black & Decker.
“Collaboration to the extent that we’ve …
- Premium
News briefs from Jan. 26 – Feb. 10.
