Tag: services & consulting

Bad Times Are Good Times For Good Sellers

At the moment, the recession chasing us. Many people leave them stuck on and fall into depression and lethargy. If we are of the opinion that nothing can run, neither more runs. Two areas in the company are important to mitigate such phases, optimistic seller and forward looking entrepreneurs. Decline, decline over all In the moment carried us the press and policymakers in a recession. Where the eye can see, is expected to decline. It funds be made freely at the moment, of which we have not even feeling had, that they exist at all.

Earlier threw our politicians with millions to sign up, today, they are one step further. Today, sluggish revenue growth as recession is counted. Very likely we get unemployment money soon, before even short-time working will be established. And all at declining rates of unemployment. Bad times and good sellers but there’s the old saying of the seller: bad times are good times for good sellers.

Good Sellers have a condition which is expressed mainly in an old sales corny jokes: A shoe manufacturer sent at the beginning of the last century 2 seller to Africa, to check whether this market for the footwear market is suitable. \”The first one came back with the words: all run barefoot, there is no market to make\” the second came back with the exclamation: \”a giant market, not wearing shoes\” the most important precondition for good seller so is optimism. Reckless sellers are scammers optimism should it but not be confused with naivety. Also not with ruthlessness. Blue-eyed sellers see where there are no markets, predatory sellers are scammers, not seller. One runs away into the void, the other with the money of its customers. Optimism is an important feature, but without realism and honesty, there is no continuous success. Seller with an optimistic attitude in a crisis of whatever kind find common chance and the customers.

Capital Goods Sales

Compact seminar by Peter Schreiber & partner makes you fit for (re) acquisition capital goods seller. We must save us badly.”.” Such statements hear seller of capital goods and industrial services currently almost daily, if it with (not yet-) customers speak. According to defensive selling behavior is often. In difficult economic times the acquisition of new customers are ideal. Because in them, many companies have a problem.

So they make also their previous actions and thus also their supplier relationships in question. From this, the chance to win competitors customers grows for sellers. “Under the following conditions: the seller know how prospecting project” should go and they show the required bite and verve in their work. Exactly this lack of sellers but often in difficult economic times. Therefore it has specialized training and consulting firm Peter Schreiber & partner, Ilsfeld, the one-day on the capital goods industry “Intensive seminar 3 x 5 of success tips for more sales: complete acquisition – reasoning – in B2B sales” developed. Consciously, this seminar is not designed according to company owner Peter Schreiber for the (future) children of the seller.

The target group are rather experienced capital goods sellers who are faced with the question: How can we win competitors customers and orders in the current market? The one-day training is divided into three parts. The first block has 5 tips for successful acquisition”overwritten. In it, learn and determine the seller including, on which competitors customers you should focus your reservations process, because these are attractive for their company and they have realistic chances of success with them. The seller then develop multi-level acquisition strategies to target customers”to crack. “Is the heading of the second block of training: 5 tips for successful argumentation”. In it, the seller of the Peter learn First, as the necessary information reach Schreiber & partners employee who directs the seminar, to design the desired solutions for target customers and to establish your company as an attractive partner. “” Then train the capital goods seller, to design customized reasoning chain who gradually mature conviction Yes among target customers, I would like to have that “and I would gladly cooperate Yes, with whom”. In the third and final part of the seminar dealing with the topic: How do I order books? Now the seller get specific tips on how to increase their chances of completion by systematic preparation of negotiations; by the seminar leader Furthermore, as through a professional negotiations ensure that the agreed upon conditions are attractive for their company. “For more info about the seminar 3 x 5 of success tips for more sales: complete acquisition – reasoning – in B2B sales” get interested companies at Peter Schreiber & partner (phone: 07062 / 96968;) E-Mail:; Internet:).

Sisyphean Task

Strategic optimization of pharmaceutical sales why many sales optimizations fail if companies improve their sales work, are the approaches used for this purpose is often very complex and elaborate. To get elementary errors that cause, to only partial and unsatisfactory overall implementation including: – staff are involved in the projects, it is not with them, but they decided, – the consultant bias is so great that even departments that in everyday life only poorly cooperate, close for the duration of projects dominating alliances to securing equity, – the customer perspective is alone among sales-technical aspects, but not qualitatively taken into account – the overall project is decomposed into sub-projects, which although related, but no single content based on form, so also not consistency of the results is given. The concept of best practice tool “Support and performance assessment” easier and more effective is the best practice method of the Support and performance assessments (see figure below), a course of action, which consists of two surveys and in the implementation of in-house largely without a consultant presence comes from. The analysis direction this starts at the customer level, considered the performance of the sales force, which, in turn, evaluates the support of his company from there. Internal / external image comparisons, the analytical perspective is completed then again reversed, the overall picture and the necessary / possible changes and optimizations are directly derivable.

Figure and source: Support and performance assessment in use specifically is a such assessment using a combination of regional customer satisfaction analyses (RKA) and a sales Zufriedenheitsanalye (FTE) implemented, which are contentwise co-ordinated via adapted questionnaires. Within the framework of the RKA is to what extent it meets the requirements of the doctors supervised by him and score (CQS) summarized the results to a specific employee customer quality determined per Pharma speaker. Make these individual values Area services comparable and can be compressed for higher organizational and hierarchy levels (region, bar). With a FTE score (SQS) determines the quality of support indicating to what extent domestic departments (marketing, MED; service areas) meet the requirements of field staff to support their work. The two indicators of CQS and SQS to add up to an input-output analysis. Readjustment of the calculated results is via the own image image matching integrated in both forms of analysis.

Where available, benchmarking data can deliver statements to the position in the competitive environment. Case study the figure shows the assessment dashboard for a company and its field: distribution complies with 53% of physician requests with his work on average over all staff, the assessment of pharmaceutical consultants about the customer satisfaction achieved by them covers 41% of the reality. In terms of the value of the CQS, the rod is 3% below the market average, an alarming overall situation. At the same time the perceived support by the Office is small, 38 per cent of requirements be implemented just once. The matching of the field its own image with the Foreign Office image provides also a very low coverage by 19%, the market value of SQS benchmarking with 49% higher pronounced, so that there is acute need for action.

Express Translations

Rush – a task for specialists who specializes in rush usually specializes in a specific area of expertise. The deeper expertise, the faster is the translation done. Many German translator Polish, Portuguese German or English Spanish has that on his own womb experience: you get a short texts submitted should be translated in the express service. And although it’s only a half-page, it quarrels with the text needed too long to finish the translation, because too many technical searches are necessary. Otherwise it behaves when the German Norwegian translator or the translator for Polish-language specialized in the short text discussed technical matter. Here the text can be translated quickly, and even if an unknown terminology should be found, the specialized translators has but the necessary knowledge of how he can promptly obtain the missing information. The more specific one specific technical matter is, the more is the specialization in the weight. The specialization of the translator in the translation of legal texts, for example, from German into Croatian or also of the Korean into English, is particularly important because in the field of law a very specific terminology is used. Even in medical rush elementary specialization on medicine. A professional translators specializing in medicine is an urgent translation of a medical certificate or a surgery report German Dutch, German Turkish or Arabic French can easily translate into the urgent procedure.

Banco Central

Approximately twenty minutes, there, the door Banco Central de Cuba – opens. Rasmus C. accompanied the male and female person with prominent Latino appearance leaves the building. The target is still always dazed, his girlfriend”now wears a stuffed paper bag with him. At 57′ he arrived Cadillac she spends to only this bag in the vehicle. “Out of the car she takes a bottle of rum, these presses Rasmus C. in the hand and calls, although right next to him, with Spanish accent: Rasmus, will you drink something over on the bench and wait for us, we are soon back!”. Immediately decide the professional private investigators the firm Tudor in two groups on to share.

Group I group follows the Cuban Cadillac, while II after disappearance of the American Strassenkreuzers to Rasmus C. care is. He takes a big gulp while rum is. The officers approach the target group II. “Mr.

Rasmus C., we have been sent by their woman the family is worried about it you understand!”. “Rasmus C. nods of the alcohol is still confused, I want to go home take off every day my money me!” the vulnerable explains babbling. Group I must give up the pursuit of the Cadillac due to a routine police check. To inform the authorities comes the Tudor detectives not to mind! They could misunderstand it, and where possible the clerk prematurely point of the country. It is important that Rasmus C. is in reasonable condition. After the official check, investigators group drive II. The security of the target person has priority! Fortunately, Rasmus C. brought his passport and credit cards. Needed his acquaintances’ money, daily 500 US $ to cash out. In Cuba a small fortune! Rasmus C. will be spent in the hotel of the detectives. After he had rested his rush, he was healed Cuba & Lolita of his great adventure. “Man, that have ripped me off,” who knows where it would have ended? “so Mr C. was back in Germany Rasmus C. ruefully to his wife, but also infinitely grateful that she had believed in him and keep so the nerves. We start afresh!”say the spouses today summary. Thank you for the professional use of the detectives of the company detective Tudor from Frankfurt. Author’s Note: name and place of residence of the parties have been changed for confidentiality reasons published with the kind permission of the principal. Detective Tudor Holder including Hoppe Rothschild Ahornallee 4, 60389 Frankfurt am Main, Germany telephone + 49 69 29 45 94 telefax + 49 69 4 69 24 88 E-Mail

The End Of The Average Customer – The End Of Average Customers

Intelligent customer segmentation is the basis for successful optimization rungsstrategien in international marketing and merchandising of Munich, October 20, 2010 – trade and consumer goods industries are characterized by a high competitive pressure. Who wants to achieve this sustainable growth, must be different from the competition, providing the customer at the center of its business decisions. Over 1000 high-level industry sizes of global trade are expected to this year’s World Retail Congress in Berlin. “In a presentation titled the end of the average customer” emnos and DemandTec introduce this groundbreaking findings on the subject of customer alignment. Vice President for marketing, Marc Dietz, show Emnos Chairman Steve Gray and DemandTec BBs how can you bring more shoppers into stores through an intelligent strategy of Kundensegementierungs and the appropriate merchandising and marketing activities and increase customer loyalty and purchase frequency.

In addition, customers are motivated during their stay in business more buy. All of this affects ultimately positive revenue, sales and profit margins. The basis for this is a detailed analytical segmentation. “Through the use of five different methods, Steve Gray are answers to key questions such as:”What are my customers worth?”, what is relevant to them?”and how to buy?”.” Gray believes that the intelligent combination of these five methods determined the success of the strategy: “each of these five methods of segmentation creates its own added value. Combined until they reach their full potential. “DemandTec shows based on the customer knowledge of emnos then what solutions there for retailers, to harness this knowledge and to apply. Marc Dietz from DemandTec: analysis and optimization of the demand in exciting new ways with customer segmentation will be linked In the retail sector of the future. We are delighted to enter into a partnership with emnos and present how this revolutionary strategy, new opportunities can be understood and used.” Event details: Location: World Retail Congress 2010, InterContinental Hotel, Berlin date and time: 25.10.2010,12: 30 pm 13:30 pm on DemandTec DemandTec (NASDAQ: DMAN) retailers and consumer goods manufacturers helps optimize their decisions in the areas of promotion and marketing, with the aim of paragraph, to increase sales and profitability.

DemandTecs puts this on a scientifically-based platform of software to model and understand consumer behavior. Customers include 195 leading retailers and consumer products manufacturers such as Ahold United States, best buy, ConAgra Foods, Delhaize America, General Mills, H-E-B grocery co., the Home Depot, Hormel Foods, Monoprix, PETCO, Safeway, Sara Lee, target, Walmart and WH Smith. See about emnos emnos is one of the leading service and consultancy for customer-centric growth”in Europe. Emnos supported retailers and their suppliers with, the needs of their customers better understand and use this understanding to a customer-oriented range design. Emnos analyses customer and transaction data, develops strategies for the assortment, pricing, promotion and communication policy and supported with tools and solutions for the practical implementation. Emnos is part of the loyalty partner group and employs approximately 100 people at the sites of Munich, London, Paris, Madrid and Warsaw. The customers include international companies such as Carrefour, target, Waitrose, Morrisons, Procter & gamble, Unilever and Coca-Cola. In Germany works such as for the bonus programme payback, emnos dm-drogerie markt and real. More information: press contact: Caroline Przyludzki emnos GmbH, Theresienhohe 12 80339 Munich Tel.: + 49 (0) 89-205073-708 fax: + 49 (0) 89-205073-721 E-mail:

New York Detective

The clients have however significantly changed. The Percentage of private client dropped by 51 percent to 45 percent. The company increased accordingly from 45 percent to 50 percent. The clients who come from the field of foundations and associations, remained constant between 4 and 5 percent. The success rate, i.e. the number of processed orders, where the purpose of the order fully and unequivocally verified, is fortunately with 92 percent in the fifth year in a row well above the industry average. At least a partial clarification by the tested detectives (ZAD) and certified Detektivinnen (ZAD) could be brought in another 4 percent of all jobs. No light in the dark could be brought only in 4% of cases.

This high rate of enlightenment is a success of by rigorously observing the TuV-CERT quality management system according to DIN EN ISO 9001:2008 and the exclusive use of certified detectives (CED), the complete abandonment to subcontractors and own, for years consistently high activity of Promotion (training) in the detective Department. Both foundations of philosophy of the Detektei Lentz group for years “, Christina Egerer emphasises. More info on the detective agency Lentz group see: the private and economic investigation agency Lentz was founded in 1995 and specializes exclusively on the professional conduct of observations in the domestic and abroad, as well as on the high-quality listening defense. The services include investigations in the area of economic crime and private orders. All Detectives are permanently employed and tested ZAD.

Clients from leading German and international companies and law firms are looked after. The detective agency is a member of the German-American Chamber of Commerce and the Association of international global private investigators e.V. The detective agency Lentz is one of six TuV certified investigators in Germany and is subject to monitoring and control with regard to the quality of the performance in the detective Department therefore permanent. Company’s own Maintained offices in Barcelona, London, New York and Hong Kong. Lentz GmbH & co. detectives KG Nurnberger Strasse 4 63450 Hanau Tel.: (0800) 88 333 11 (toll free) fax: (0800) 88 333 12 (toll free) website: detectives/jahresueberblick08.html E-Mail:

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