White Papers on Sales

Are You Creating Customers Or Are You Just Selling?

Are your sales all you would like them to be? Is your ability to manage your sales activities as good as it should be? If the answer to either of these questions is no, perhaps the cause is that you're people are "selling" rather than helping the right customers buy. This paper looks at the important distinction between selling and creating customers.

The 7 Biggest Telesales Mistakes Nearly Every Business Makes

Maximizing the potential of your human resources and technology is key to increasing productivity, profits, and achieving success in your business. One of the tools available to every business is the telephone. But having this tool and using it effectively are two entirely different matters. This paper increases your awareness of the difficulties companies encounter when considering such a strategy, and how to improve your chance of implementing a successful system.

The Nature of Sales: It's More Than Just Getting An Order

Everyone has an opinion of what sales and selling are all about. Some view it as an honorable profession that requires substantial skills. Others view it as a less than desirable endeavor, the purpose of which is to convince people to buy something whether they need it or not. This paper looks at the nature of sales and selling from the buyer’s prospective and helps you to understand the implications as a seller.