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Selling Sickness - Selling Sickness documentary

A Selling Sickness documentary was made as a film companion to the book. Of the film, a reviewer said that "although its critical intent is apparent throughout, it provides a complex account."

Personal selling - Selling roles and situations

Sales activity can occur in many types of situations. Field representatives call on clients, who are typically business clients; door-to-door sales teams call on householders, sales staff may work in a retail or wholesale environment where sales personnel attend to customers by processing orders or sales may occur in a telemarketing environment where the sales person makes telephone calls to prospects. In terms of number of transactions, most selling occurs at the retail level; but in terms of value, most selling occurs at the high-end business-to-business level.

Solution selling - Origins of solution selling

Mike Bosworth founded a sales training organization named Solution Selling in 1983, based on his experiences at Xerox Corporation (the Huthwaite International SPIN (Situation, Problem, Implication, Need-payoff) selling pilot project ) and began licensing affiliates in 1988. With intellectual-property contributions from his affiliate network, Bosworth's methodology continued to evolve through the years. He sold the intellectual property in 1999 to one of his original affiliates, Keith M. Eades.

Solution selling - Origins of solution selling

While the term "solution selling" has become somewhat generic in the marketplace, the core brand of solution selling still carries distinct characteristics. Followers of "solution-selling" generally apply a consultative sales approach to all aspects of their sales process (or cycle) including:

Solution selling - Origins of solution selling

Frank Watts developed the sales process dubbed "solution selling" in 1975. Watts perfected his method at Wang Laboratories. He began teaching solution selling as an independent consultant in 1982. He presented his sales process as a one-day workshop to Xerox Corporation in 1982. By 1983 Electronics magazine would portray solution selling as "an unmistakable trend in the distribution of systems-related products". In a 1984 account Dick Heiser could look back to IBM's pre-1975 "solution sale" methodology.

Solution selling - Origins of solution selling

The solution selling methodology has evolved as key components of professional selling evolve. As a result, solution selling has become more broadly defined — to include dimensions of "sales process", "competitive selling", "value selling" as well as "consultative selling" or "complex selling" which set the focus on the team's aspects of the sales.

Solution selling - Solution selling in management contexts

The advent of solution selling may have an impact on business models and on organization practices. Eades and Kear discuss solution-centric organizations and the focal role of solution sales in such environments. Robert J Calvin compares some of the financial implications of various type of sales: transactional sales, value-added sales, solution sales, and feature/benefit sales. Robert L Jolles proposed that, among managers and salespeople, a chosen solution is not always the best solution.

Price-based selling - Other recommended selling techniques

Most marketing gurus will lean towards the "sell value, not price" approach when it comes to marketing. This is called value based selling; the business is helping the customer understand what they are purchasing with their dollar, instead of just the obvious product, the sales associate is selling everything the product can do for the customer. Price based selling is arguably a very common approach for businesses, however it should be combined with other approaches, like value selling in order to close the sales cycle.

Selling To Zebras - Selling to Zebras, Inc.

Koser created Selling to Zebras, Inc. as a consulting company in Wisconsin. After a few years, with the help of long-time friend Brian Gallagher, revenues almost reached $1M a year. Jeff engaged multiple VC firms but none were interested in a small consulting company. So he struck up a deal with a local entrepreneur and software architect, Tom Bowe, to development a cloud-based sales automation software system based on the Selling To Zebras sales methodology.

List of largest selling pharmaceutical products - Best selling pharmaceuticals of 2013

For the fourth quarter of 2013, the largest selling drugs were:

Estate agent - Selling

Estate agents selling residential property generally charge between 0.5% (sole agency) and 3% (multiple agency) of the achieved sale price plus VAT (Value Added Tax). Some agents may charge for additional marketing such as newspapers and websites, however generally the advertising is included in the fee. All fees must be clearly agreed and noted in the agency agreement before market so there is no confusion of additional charges.

Sponsor (commercial) - Selling

The sales cycle for selling sponsors is often a lengthy process that consists of researching prospects, creating tailored proposals based on a company's business objectives, finding the right contacts at a company, getting buy-in from multiple constituencies and finally negotiating benefits/price. Some sales can take up to a year and sellers report spending anywhere between 1–5 hours researching each company that is viewed as a potential prospect for sponsorship. Sports tech company Sponsor Made launched a platform in August 2019, that automated the sponsorship sales process.

Stock - Selling

After the transaction has been made, the seller is then entitled to all of the money. An important part of selling is keeping track of the earnings. Importantly, on selling the stock, in jurisdictions that have them, capital gains taxes will have to be paid on the additional proceeds, if any, that are in excess of the cost basis.

Mine a Million - Selling

All financial business must be conducted before a player rolls, including the selling of units. Although units can be sold at the mine, the low value of these units means this is rarely done, except when a player is short of cash. Instead units are transported either to the Newport Warehouse, where they are worth £20,000 each, or to one of the overseas ports, where prices are either $40,000 or $80,000 per unit depending on which port they are taken to.

Stock - Selling

Selling stock is procedurally similar to buying stock. Generally, the investor wants to buy low and sell high, if not in that order (short selling); although a number of reasons may induce an investor to sell at a loss, e.g., to avoid further loss.

Clutter Nutters - Selling

Each team must battle it out to raise the most money and avoid the 5 kg teddies. Selling usually includes online auctions, car boot sales, yard sales, auctions or going to a market.

Estate agent - Selling

High Street Agents rarely charge up front costs for selling nor costs for aborting a sale and withdrawing a home from the market. So whilst other options are available to sell property with Online Agents they do often charge upfront fees with no guarantee of selling or perhaps the motivation a No Sale No Fee High Street Agency will offer.

Selling away - SEC reverses FINRA ruling

The SEC set aside a FINRA decision in a selling away case where reps allegedly engaged in private securities transactions in violation of NASD Conduct Rule 3040. In its November 7, 2008 opinion, the SEC reversed FINRA predecessor NASD, explaining that the self-regulatory organization (SRO) had presented a “new theory of liability” that amounted to a novel interpretation of Rule 3040, which requires registered representatives to obtain approval before engaging in business activity away from their firm. It concluded that the record “provides insufficient support” that either of the two reps involved (James Browne or Kevin Calandro, two Dallas-based brokers formerly of PaineWebber Inc. of New York) participated in transactions in violation of the rule. “In sum, we … dismiss those charges,” said the commission. FINRA spokesperson Herbert Perone declined to comment on the decision.

Selling away - Securities regulations; liability of the brokerage firm

These are just some examples of selling away cases, for which the brokerage firm, even if they were unaware of the sales, may still be held responsible, in whole or only in part.

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