Richard E. Buehrer: Highly Effective Sales People: From Key Challenges to Best Practices

Highly Effective Sales People: From Key Challenges to Best Practices Presented by Richard E. Buehrer, PhD Director and Professor Edward H. Schmidt School of Professional Sales College of Business Administration University of Toledo Toledo, Ohio, USA Sales Management Forum, Athens, Greece September 21, 2007

Key Challenge Number One ,[object Object],[object Object],[object Object],[object Object],Sales Management Forum Athens Greece September 21, 2007

Key Challenge Number Two ,[object Object],[object Object],Sales Management Forum Athens Greece September 21, 2007 Howard Stevens and Theodore Kinni Achieving Sales Excellence , 2007

Key Challenge Number Three ,[object Object],[object Object],[object Object],Sales Management Forum Athens Greece September 21, 2007

Key Challenge Number Four ,[object Object],[object Object],[object Object],[object Object],[object Object],Sales Management Forum Athens Greece September 21, 2007

Key Challenge Number Four (continued) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Sales Management Forum Athens Greece September 21, 2007 Manpower, Inc. 2007

Analyzing Your Customer ‘ Satisfying customers is not enough, customers want to be completely satisfied’ “ They are our best customer, so I don’t have to spend much time with them” Terry Martin, 2007 Sales Management Forum, Athens, Greece September 21, 2007

Analyzing Your Customer ,[object Object],[object Object],[object Object],Sales Management Forum Athens Greece September 21, 2007

Who is Libbey? Sales Management Forum Athens Greece September 21, 2007 ,[object Object],[object Object],[object Object],[object Object],[object Object]

Retail Marketplace Challenges for Libbey Sales Management Forum Athens Greece September 21, 2007 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Your Customer’s Industry and Market ,[object Object],[object Object],Sales Management Forum Athens Greece September 21, 2007

Sales Management Forum Athens Greece September 21, 2007 Owens Corning

Keys to Supplier Success at OC ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Sales Management Forum Athens Greece September 21, 2007

Owens Corning Supplier Categories ,[object Object],Sales Management Forum Athens Greece September 21, 2007 ,[object Object],[object Object],[object Object],[object Object],[object Object],Non-Strategic/Transactional

As you examine an industry, ask the following questions: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Sales Management Forum Athens Greece September 21, 2007

Your Customer's Strategies and Synergies ,[object Object],[object Object],[object Object],[object Object],Sales Management Forum Athens Greece September 21, 2007

Your Customer’s Structure and Management ,[object Object],[object Object],Sales Management Forum Athens Greece September 21, 2007

Your Customer’s Buying Process ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Sales Management Forum Athens Greece September 21, 2007

Your Customer’s Performance ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Sales Management Forum Athens Greece September 21, 2007

Doing a Customer SWOT Analysis ,[object Object],[object Object],[object Object],Sales Management Forum Athens Greece September 21, 2007

Building Strong Customer Relationships ,[object Object],[object Object],[object Object],Sales Management Forum Athens Greece September 21, 2007

Sustaining Institutional Relationships ,[object Object],[object Object],[object Object],[object Object],Sales Management Forum Athens Greece September 21, 2007

Best Practices for Constructing a Zippered Network ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Sales Management Forum Athens Greece September 21, 2007

Best Practices for Constructing a Zippered Network (continued) ,[object Object],[object Object],[object Object],[object Object],Sales Management Forum Athens Greece September 21, 2007

Owens Corning “Zippered Network” Sales Management Forum Athens Greece September 21, 2007 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Building and Managing Relationships: “The 21 st Century Asset” ( NIU Journal Sales & Major Account Mgt.) ,[object Object],[object Object],[object Object],[object Object],Sales Management Forum Athens Greece September 21, 2007

Richard E. Buehrer: Highly Effective Sales People: From Key Challenges to Best Practices

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Richard E. Buehrer: Highly Effective Sales People: From Key Challenges to Best Practices