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Topic: Sales orientation

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In the News (Sat 20 Apr 19)

  Sales orientation: Definition and Links by Encyclopedian.com
It relaced the previous sales orientation that was prevelant between the mid 1950 's and the early 1970...also: marketing, sales orientation, production orientation, personal marketing orientation,...
The sales orientation era ran from the mid 1950's to the early 1970's, and is therefore after the production orientation era but before the marketing orientation era.
Numerous sales techniques such as closing, probing, and qualifing were all develped during this period and the sales department had an exalted position in a company's organizational structure.
www.encyclopedian.com /sa/Sales-orientation.html   (308 words)

 Personality Test(Sales) for Employment Screening and Background Check
The primary goal in sales is not to develop relationships but to identify a potential selling opportunity and either move on or achieve results.
Therefore, a good sales candidate is less driven by relationships (e.g., customer service) and more by achieving results, i.e.
Sales is not where you wait for something to happen but you take charge of the situation and make it happen.
www.americandatabank.com /sales.htm   (661 words)

 Customer orientation - Wikipedia, the free encyclopedia
Customer orientation (CO) is the set of beliefs in sales that says that customer needs and satisfaction are the priority of an organization.
Customer orientation places an emphasis on listening to customers (e.g., I try to find out what kind of product would be most helpful to a customer) and dialogue (e.g., I try to get customer to discuss their needs with me).
On the other hand, sales orientation encourages opportunistic means (e.g., I paint too rosy a picture of my products to make them sound as good as possible) if these are necessary to make the sale.
en.wikipedia.org /wiki/Customer_Orientation   (316 words)

 schneidersales sales training strengths page
Sales training dollars are frequently wasted because sales trainers don't set objectives, don't base their training on the practical strategies being used by their best sellers, and don't provide reinforcement of the training.
Desired sales behaviors are well defined for short term goal-setting and feedback, and goal achievement is evaluated by sales results and by supervisor observation.
Our sales training connects participants to their real world of selling with analysis and rehearsal of real sales situations and use of training instruments that transfer learning to the job.
www.schneidersales.com /stTrainingStrength.htm   (685 words)

 Sales Force Training and Support, Hamilton Consultants, Cambridge, MA   (Site not responding. Last check: 2007-10-09)
In order to provide efficient and effective sales training, many companies are relying on outside companies to teach selling skills and other "soft" techniques, while capitalizing on their internal expertise to teach new hires in-depth product knowledge.
Many companies are providing their sales forces with lap tops and find them to be a useful tool for sales training, especially for continual product education.
Because of the personal nature of sales and the necessity for "softer" interpersonal skills which cannot be taught long-distance, many companies are using distance-based learning to augment their existing training programs.
www.hamiltonco.com /features/hampub/salestraining.html   (3381 words)

 Sales Certification - Professional Society for Sales & Marketing Training
To establish the sales role in participating corporations and universities as an important apprenticeship in which students are meticulously developed into practicing professionals.
If a student decides to prepare for a career in sales by studying sales in college, he or she would be more inclined to attend a college program that is certified by a professional organization.
Corporations that house first class sales training departments, and meet our criteria, will be certified as organizations where certified students can go and have a higher degree of acceptance and stronger opportunity for success.
www.smt.org /i4a/pages/index.cfm?pageid=3339   (489 words)

 [No title]   (Site not responding. Last check: 2007-10-09)
Sales Support Salespeople: Technical Support Salespeople: It is the condition where a product is highly technical and negotiation are complex; a salesperson may be support by product and financial specialists who can provide the detailed technical information required by customers.
Sales manager is required to make key contribution into the formulation of company plans.
Sales manager must be familiar with the concept of marketing to ensure that sales and marketing activities are integrated.
www.emu.edu.tr /~hnadiri/Chapter1.doc   (2884 words)

 November 4, 2003   (Site not responding. Last check: 2007-10-09)
One of the reasons the alliance was formed was to provide a forum for faculty at the universities with an emphasis on sales education to discuss common issues such as curriculum, structure, staffing, funding, and facilities.
If you are a sales academic that has moved to a new university, gotten tenure, or been promoted, send an email to mailto:mcban1da@cmich.edu and we'll pass along the news.
The Sales Listserv is designed to provide a way for sales educators, doctoral program coordinators, doctoral students, and other professionals interested in the academic study of sales to receive notification of topics likely to be of interest to them.
mkt.cba.cmich.edu /saleslistserv/pastmail/20031104.htm   (1359 words)

 Study Guide, Chapter 1   (Site not responding. Last check: 2007-10-09)
This philosophy is at the heart of a _____ orientation.
Some funeral directors who do NOT have a _____ orientation actually paint these less expensive caskets ugly colors to lessen the probability they will be purchased.
  This morning the sales manager at Lander Retail Nursery called in her salespeople and advised them that if a customer returned a dead plant to the nursery, the salesperson was authorized to cheerfully replace the plant-no matter what the cost.
www.harding.edu /USER/slwilliams/WWW/mstudy01.htm   (1134 words)

 Quiz for the 21st Century Salesperson - World Class Sales Training
Thus, the company's sales department, whose survival hinges on the performance of the support staff, should become actively involved in the training of all employees.
Sales trainers frequently talk about identifying customer needs and building a long-term relationship, but these often appear to be merely ancillary to the sale itself.
The sales role of the future should be such that the sale is considered yet another stop, albeit an important one, toward establishing a long-term helping relationship.
www.maxsacks.com /future.html   (4145 words)

 Gems in IB Chapter 16. Marketing Globally   (Site not responding. Last check: 2007-10-09)
Companies may find different-size sales gaps in different markets; in markets in which per capita product consumption is high, companies should exert most of their marketing efforts to gain sales at the expense of competitors.
In an international sales orientation strategy, a company tries to sell abroad what it can sell domestically on the ethnocentric assumption that consumers are sufficiently similar globally; this strategy often fails because the underlying assumption is flawed, i.e., consumers abroad do in fact have different preferences.
A company pursuing a sales orientation marketing strategy may be better able to sell the same product in multiple countries where consumer characteristics are similar and where there is a great deal of spillover of product information.
facweb.furman.edu /~dstanford/ibnotes/ibgems16.htm   (1541 words)

 21st Century Equipment Sales Management
Closure rate is your sales reps’ ratio of units sold to units proposed.
Your sales professionals should be able to make accurate clear presentations of how you help your customer improve productivity, reduce cost and improve revenue with your equipment and your dealership product support services.
This is the difference between a sales manager and a sales administrator.
www.aednet.org /ced/sep99/sales.htm   (2034 words)

 The Domestic Orientation of Production and Sales by U.S. Manufacturing Affiliates of Foreign Companies
The samples are restricted to manufacturing affiliates that had at least $5 million in sales in order to prevent the averages from being skewed by the presence of large outliers that may result when the denominator (total output, purchased inputs, or sales) in the measure for an affiliate is very small.
The export shares of sales for U.S. affiliates and domestically owned companies tend to be higher or lower in the same industries: Across the 32 industries, the coefficient of correlation between the export share for U.S. affiliates and that for domestically owned companies is 0.69 in 1989 and 0.75 in 1994.
In 1994, manufacturing sales accounted for 85 percent of the total sales of affiliates classified in manufacturing; about 7 percent of their sales were accounted for by sales in wholesale trade.
www.bea.gov /bea/ai/0498iid/maintext.htm   (8865 words)

 Rebecca Leet & Associates | Publications
While it is important to know how many people the organization is serving and at what resource cost, the truth is this: an organization can have hundreds of people filing through the door every day and still be making no change in the circumstance it is trying to ameliorate.
The sales approach to marketing is still pervasive in the commercial sector today.
The most current marketing thinking now realizes that this orientation is flawed because it does not start at the point of critical decision making: the customer.
www.leetassociates.com /pub_Four_Basic_Marketing_Orientations.htm   (943 words)

 Marketing - alternatives to a marketing orientation
Whilst marketing text books usually suggest that successful business will be "marketing orientated", it is the case in the real world not all businesses subscribe to the marketing concept.
In a production orientated business, the needs of customers are secondary compared with the need to increase output.
Such an approach is probably most effective when a business operates in very high growth markets or where the potential for economies of scale is significant.
tutor2u.net /business/marketing/marketing_orientation_alternatives.asp   (424 words)

 Sales, Medical Software
They are seeking a proven sales athlete in your area with a successful background selling to physicians, hospitals, and other healthcare providers.
You will be supported by a devoted and proven inside sales rep to augment your own lead generation efforts, and a dedicated pre-sales engineer to handle your technical demonstration and implementations.
Your sales efforts will be enhanced by an aggressive marketing campaign that has a track record of producing qualified leads.
www.salescareersonline.com /jobs/0000040.html   (394 words)

 Does Your Sales Training Program Address Your Sales Performance Issues? Part 1 - SalesVantage.com
There are (4) distinct sales performance silos that will effect the overall outcome of any sales team, year in and year out.
A good KPI example in the sales process might be how many times you advance the first sales appointment to the next phase, whether that's a demonstration, a site visit, a survey or a proposal.
If they could support their new-hires with a sales prospecting system that could help them achieve 6 new sales appointments per week, they would actually cut their new-hire Ramp-to-Quota by 4 months; from the current 7 months down to 3 months.
www.salesvantage.com /article/view.php?w=985   (1138 words)

 [No title]
Sales Orientation A sales orientation assumes that more goods and services will be purchased if aggressive sales techniques are used and that high sales result in high profits.
Sales agents had strict quotas to maintain, and bonuses were granted on the number of new accounts and the amount of revenue the agents brought into the company.
Sales agents were still trained to bring in new accounts, but they were also given incentives to keep existing business.
www.swlearning.com /marketing/lamb/marketing_7e/sg_ch01.doc   (2829 words)

 Association for Asia Research- Competitiveness in Thai business through market orientation
This article will discuss the benefits of using market orientation as a means to be more competitive by examining more recent theories on the subject and how they may apply to the Thai consumer market of the future.
The Sales Orientation is still very much in effect, not just in Thailand but throughout the developing economies of the world and to some extent in industrialized countries as well.
The Sales Orientation is still useful in businesses where a long term person-to-person relation is at the center of the marketing exchange, i.e.
www.asianresearch.org /articles/2563.html   (2010 words)

 AM Computers - Key ingredients for a successful sales-oriented Web site   (Site not responding. Last check: 2007-10-09)
Orientation refers to the visitors’ ability to easily determine exactly where in the site’s overall navigation structure he or she is at any time.
Without proper orientation visitors cannot decide where they are and cannot navigate to where they want to go.
Orientation techniques such as highlighting, shadowing, etc. must allow the visitor to quickly determine where in the Web site they are regardless of how they got there.
am.net /amcomput/websales.htm   (2176 words)

 Nelson -Marketing, 2nd Edition/Test Yourself/Essay Solutions
The sales orientation assumes that buyers resist purchasing items that are not essential, and that buyers will purchase more of any item if aggressive selling techniques are used.
The societal marketing orientation refines the marketing orientation by stating that the social and economic justification for an organization's existence is the satisfaction of customer wants and needs while meeting the organization's objectives and preserving or enhancing both the individual's and society's long?term best interests.
The organization's focus: A market orientation has an "outward" focus based on the wants and preferences of customers, while a sales orientation has an "inward" focus based on the organization's needs.
www.nelson.com /nelson/market/marketing2e/essay01_solution.html   (418 words)

 Sales Orientation and Lead Development
Developing an effective sales organization requires time, money, and experience.
Through our sales origination program, we help our clients secure and close qualified sales opportunities while their own direct sales team is under development.
Learn how to accelerate your sales velocity and establish an effective sales team.
www.mastermarketingintl.com /sold.htm   (302 words)

 Marketing Orientation in Indian Industry
These executives also provided perceptual measures of the extent of customer/market orientation in the different elements of the marketing mix used by their organisation and also give an assessment of the relative performance of their company on three indicators of sales growth, profitability and increase in market share over the last three years.
Marketing planning, though widespread, appears to have primarily a sales orientation and strategic aspects of implementing the plan are ignored in the process.
The research indicated that market orientation score, as measured in this study, proved to be a good predictor of market performance and explained 60%, 59% and 88% of the variance in measures of relative sales growth, profitability and increase in market share.
ideas.repec.org /p/iim/iimawp/374.html   (643 words)

 Local companies buffer sluggish summer sales with orientation business - News   (Site not responding. Last check: 2007-10-09)
There are almost 44,000 students at UCF and every one of them has attended an orientation session at one point or another.
Whether it's a two-day freshman orientation or a one-day refresher course for transfer students, UCF gets packed during the summer two to three days a week with new students.
However, when orientation is in session "we always have a steady line of people come in to get coffee," she said.
www.centralfloridafuture.com /news/2006/07/31/News/Local.Companies.Buffer.Sluggish.Summer.Sales.With.Orientation.Business-2135141.shtml   (364 words)

 Training and Development - Our Company - Classic Residence by Hyatt
Orientation for new employees is an opportunity for them to become acquainted with Classic Residence by Hyatt and their new work environment.
We cover administrative details that are frequently included in employee orientations, yet we do so in a way that benefits employees and enhances their knowledge.
Our attention to the sales force development is superior in senior living and sets us apart, from our attentive hiring process to our expanded sales training curriculum.
www.hyattclassic.com /go/company-training-development.html   (1022 words)

 Marketing Management Philosophies in Schools
This orientation is based on the idea that people will buy more goods or services if aggressive sales techniques are used.
This orientation states that the social and economic justification for an organization's existance is the satisfaction of customer wants and needs while meeting organizational objectives.
As this orientation stresses on customer needs, wants and satisfaction, school managers should have an open mind and take suggestions from parents in a more welcoming manner.
www.angelfire.com /in/seripermai/marketing.html   (627 words)

 Adaptive selling behavior revisited: an empirical examination of learning orientation, sales performance, and job ...   (Site not responding. Last check: 2007-10-09)
For decades, sales managers and sales researchers have directed considerable attention to identifying and validating salesperson characteristics predictive of higher performance levels.
This interest is due in part to the proposition that sales performance results stem from a salesperson's ability to create and modify sales strategy during the selling process (Spiro and Weitz 1990).
Learning orientation is particularly important in salespeople, because salespeople serve as communication mediators and are perhaps the most interactive medium between a company and its customers.
www.allbusiness.com /sales/746538-1.html   (689 words)

 Tyman-Space Online College
That is, consider that there are different orientations with regard to marketing, and it is currently appropriate for some organizations to have a selling orientation, for others to have a marketing orientation, and for others to have a societal orientation.
Sales and profits are increased by better meeting customers' needs than is done by competitors.
Note, however, that it is possible in many industrial situations to hold a sales orientation.
www.sykronix.com /tsoc/courses/prin/pr_ovr.htm   (1687 words)

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