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Tag Archives: sales
Precision Forecasting
Have you ever had an experience at a meeting that you will never forget? Here’s one of mine. A few years ago, I was advising a major company in restructuring its supply chain and customer relations. I visited one of … read on
Posted in Thinking for Profit
Tagged forecasting, profits, sales
Unlikely Sales Heroes – Supply Chain Managers
You finally landed your first orders from that really important high-potential account. When should you bring in your supply chain managers? In most companies, the standard progression is for the sales rep to focus on ramping up the sales volume, … read on
Posted in Selling for Profit
Tagged account management, profitability, sales, supply chain management
Managing in a Deflationary Economy – A View From Malaysia
Today’s economic news features descriptions of our stalled economy, punctuated by concerns that we may slip into deflation. Most U.S. managers have not had direct experience with managing in a deflationary economy. This economic environment creates extraordinary challenges and requires … read on
Posted in Thinking for Profit
Tagged deflation, inventory, leadership, Malaysia, management, sales, strategy
If I Ran My Customer… Part 2
Profits are your reward for meeting customer needs. The questions on the table are: Which customers? And which needs? In my last post, I discussed the first question, which customers? Today, I’ll focus on the second question, which needs? The … read on
Posted in Selling for Profit
Tagged innovation, product development, profits, sales, strategy