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256 results on '"Cummings, Betsy"'

1. Star search: think you've got the greatest recruiting strategy known to man? Think again. Smart companies have discovered the best way to find star performers--and they may not be what you expect

Author

Cummings, Betsy

Subjects
Sales personnel -- Recruiting, Sales personnel -- Evaluation, Employee selection -- Methods, Hiring, Industry hiring
Abstract

CHET HOLMES recalls the recruiting scenario with amusement. Holmes, a corporate strategist and CEO of Jordan Productions, a marketing and sales consulting firm based in San Francisco, was helping a […]

Published
2005

2. Open for business: as certain industries enjoy impressive growth in a strengthening economy, salespeople are discovering a slew of new job possibilities and career options. Here, we spotlight the five hottest markets, rich with sales job opportunities

Author

Cummings, Betsy

Subjects
Career development -- Analysis, Career development -- Methods, Selling -- Methods, Selling -- Analysis, Sales personnel -- Behavior, Sales personnel -- Employment, Sales personnel -- Aims and objectives
Abstract

FOR JASON OROPALLO, sales career growth has seemed almost effortless. In five years he's moved from selling pharmaceuticals for women for St. Paul, Minnesota-based manufacturing and technology giant 3M, to […]

Published
2005

4. The frugal traveler: do you scan Orbitz for low fares? Ask for a first-class upgrade on a coach ticket? Dine at the all-you-can-eat buffet bar? And you think you're thrifty? Think again: you've got nothing on Ray Smith

Author

Cummings, Betsy

Subjects
Travel -- Economic aspects, Travel -- United States, Consumer behavior
Abstract

A few years ago, Ray Smith made a sly--and brilliant-move. After the Masters Golf Tournament, in Augusta, Georgia, he made plans to visit a client in Savannah, 45 miles away. […]

Published
2004

6. Motivational master: looking for evidence of the power of an energized sales force? Look no further than Concerto Software, where Ralph Breslauer has injected new life into the company by lifting its salespeople out of stagnancy

Author

Cummings, Betsy

Subjects
Sales management -- Analysis, Employee motivation -- Management, Computer software industry -- Human resource management, Company business management, Company personnel management, Sales management, Concerto Software Inc. -- Human resource management
Abstract

Ralph Breslauer wants a drink. Actually he needs a drink--or possibly several. That's because the executive vice president of sales and marketing for Concerto Software is about to part with […]

Published
2004

7. Managing egomaniacs: top performers can be the saviors of a sales team during trying economic times. But their larger-than-life personalities and over-the-top demands can also tear a team apart. Here's how to manage their egos--and still keep them productive

Author

Cummings, Betsy

Subjects
Sales management -- Methods, Sales managers -- Human resource management, Sales personnel -- Management, Sales personnel -- Psychological aspects, Company personnel management, Company business management, Sales management
Abstract

Everybody has a name for those top sellers who expect special treatment. Some call them egomaniacs. Others refer to them as too-big-for-their-britches. Some go so far as to call them […]

Published
2004

9. Tools of the trade: sales executives reveal the technological tools they simply can't live without

Author

Cummings, Betsy

Subjects
Sales management -- Equipment and supplies, Computers -- Usage, Sales personnel -- Equipment and supplies, Sales management, Software/hardware leasing, System selection
Abstract

Craig LaFiandra says he'd rather give up his left foot than ditch his laptop. LaFiandra, vice president of sales for Uniprise, a Hartford, Connecticut, company that provides benefit programs, is […]

Published
2003

10. On the cutting edge: meet three sales teams that took a risk on a new technology tool--and boosted sales as a result. (Technology)

Author

Cummings, Betsy

Subjects
Sales personnel -- Technology application, Sales management -- Technology application, Sales/marketing software, Sales management software, Sales management, Technology application
Abstract

Are your reps still fumbling in client meetings with laptops that boot up in slow motion, or spending too much of their precious time inputting sales reports into clunky old […]

Published
2003

11. Target for terror: Ken Krusensterna thought Mexico was a relatively safe place to do business. Then one evening he crossed the border and was abducted and nearly tortured to death. Here's what managers can learn from his harrowing tale. (Cover Story)

Author

Cummings, Betsy

Subjects
Sales managers -- Behavior, Kidnapping -- Cases, Torture -- Cases, Sales personnel -- Safety and security measures
Abstract

In retrospect, Ken Krusensterna should have known something was suspicious. It was just before eight on an unseasonably hot November evening, and Krusensterna, president of Dallas trucking company KFL Logistics, […]

Published
2002

12. High anxiety: what's it really like to wake up one morning without a job? These out-of-work sales and marketing executives share the toils--and occasional triumphs--of searching for employment during the worst economy in recent history. (Careers in crisis: part 1 of a 3-part series)(Cover Story)

Author

Cummings, Betsy and Strout, Erin

Subjects
Sales personnel -- Appointments, resignations and dismissals, Layoffs -- Planning
Abstract

PART ONE OF A THREE-PART SERIES It can happen just like that. One day you're at the pinnacle of your career, earning six figures as head of a sales or […]

Published
2002

13. Beating the odds: now that frivolity has killed many a start-up, relaxed management, on-site restaurants, and in-house massages seem like dot-com death wishes. Google.com proves otherwise--thanks to top-rate technology, a rare sales model, and an aggressive vision for what's ahead. (Cover Story)

Author

Cummings, Betsy

Subjects
Chief executive officers -- Behavior, Online services -- Management, Google Inc. -- Management
Abstract

It's 11 a.m. on a fall Thursday in Silicon Valley and Sergey Brin, the 28-year-old cofounder and president of Google.com, isn't exactly tearing up the streets on his morning commute--via […]

Published
2002

14. Sales ruined my personal life: toiling in the sales profession can wreck your health, hurt your relationship with your spouse, and even make you fat--at least that's what sales managers reported in an SMM exclusive survey. Here's how to save reps, and yourself, before it's too late. (Management)(Cover Story)

Author

Cummings, Betsy

Subjects
Sales personnel -- Psychological aspects, Quality of work life -- Surveys
Abstract

It was her seven-year-old daughter's endless sobbing that eventually did her in. After 12 years as a national account manager for Marriott International, Carrie Welles had grown accustomed to the […]

Published
2001

15. The world is never enough

Author

Cummings, Betsy

Subjects
Computer software industry -- Management, i2 Technologies Inc. -- Management
Abstract

The James Bond of salespeople? i2 Technologies has gained a crucial segment of its marketplace. Behind its boom, the company's VP of global sales has done much to boost revenues. […]

Published
2001

17. On the road: want to save thousands of dollars and increase the efficiency of your fleet program? Follow these six tips from top fleet experts

Author

Cummings, Betsy

Subjects
Automobiles, Company -- Purchasing, Automobiles, Company -- Maintenance and repair, Motor vehicle fleets -- Management, Sales management -- Methods, Company business management, Sales management
Abstract

A salesperson's vehicle is as vital a business tool as a laptop or a cell phone. And like laptops and cell phones, it needs to be maintained and ready to […]

Published
2004

18. Battle of the sales stars: in a competition to determine the best college salesperson in the U.S., students vie not only for the title but also for the diminishing number of sales jobs today. (Selling)

Author

Cummings, Betsy

Subjects
Sales personnel -- Competitions, Sales personnel -- Employment, Employment -- Forecasts and trends, Employment -- Economic aspects, Market trend/market analysis
Abstract

Ron Linneman won't take no for an answer. "Can you sign a contract today?" the anxious, neophyte salesperson asks the purchasing manager for a southeastern soil erosion firm. "I'm not […]

Published
2003

20. Seeing the Big Picture

Author

Cummings, Betsy

Subjects
Employee motivation -- Methods, Employee motivation -- Evaluation, Employee incentives -- Evaluation, Sales managers -- Compensation and benefits, Sales management, Sales management
Published
2007

22. Done Deal: Finding Strength in Numbers

Author

Cummings, Betsy

Subjects
Deals -- Evaluation, Information services -- Contracts, Information services -- Management, Information services industry -- Contracts, Information services industry -- Management, Information services industry, Contract agreement, Company business management
Published
2007

23. Spotlighting Your Services

Author

Cummings, Betsy

Subjects
Sales managers -- Services, Sales managers -- Management, Sales management, Sales management, Company business management
Published
2007

24. Overcoming the Price Disadvantage

Author

Cummings, Betsy

Subjects
Office equipment and supplies industry -- Company sales and earnings, Office equipment and supplies industry -- Marketing, Office equipment and supplies industry -- Contracts, Company earnings/profit, Company marketing practices, Contract agreement
Published
2007

25. Sales Takes the Point on Product Recalls

Author

Cummings, Betsy

Subjects
Product recalls -- Reports, Customer relationship management -- Social aspects, Sales personnel -- Services, Product recall, Customer relationship management
Published
2007

26. Done Deal: A Good Product is Worth a Thousand Words

Author

Cummings, Betsy

Subjects
Telecommunications services industry -- Officials and employees, Telecommunications services industry -- Services, Communications industry -- Officials and employees, Communications industry -- Services, Telecommunications services industry, Company business management
Published
2007

27. Is it a Hot or Cold Pursuit?

Author

Cummings, Betsy

Subjects
Sales management -- Methods, Sales managers -- Research, Sales managers -- Management, Sales management, Company business management
Published
2007

28. Done Deal: Using Insider Information

Author

Cummings, Betsy

Subjects
Employment services -- Services, Employment services -- Contracts, Commercial banks -- Contracts, Contract agreement
Published
2007

30. What's Your Contingency Plan?

Author

Cummings, Betsy

Subjects
Contingency theory (Management) -- Evaluation, Sales personnel -- Management, Sales personnel -- Customer relations, Sales management, Sales management, Company business management
Published
2007

31. Done Deal: Partner for Prospects

Author

Cummings, Betsy

Subjects
Organizational learning -- Methods, Health care industry -- Officials and employees, Health care industry, Company business management
Published
2007

33. Done Deal: Four Strikes and You're...In?

Author

Cummings, Betsy

Subjects
Electrical equipment and supplies industry -- Human resource management, Company personnel management, Siemens Energy & Automation Inc. -- Human resource management
Published
2007

34. Coaching recession rookies. (InBox)

Author

Cummings, Betsy

Subjects
Recessions -- Planning, Sales personnel -- Management, Employee motivation -- Planning
Abstract

A few years ago deals were pouring in at Lightbulb Press. Salespeople for the producer of financial education materials juggled as many as a half dozen leads a week, and […]

Published
2002

35. From good to great: motivating average salespeople is about coaching, not rewarding. (Best Practices: strategies and tools to increase sales)

Author

Cummings, Betsy

Subjects
Sales personnel -- Management, Human resource management -- Methods, Employee motivation -- Methods
Abstract

IN THE BOOMING economy of 2000, even mediocre salespeople soared. Now with recession looming, it's become increasingly clear that average sellers are just that--average. Of course a fluctuating economy isn't […]

Published
2001

36. SMOOTH TAKE OFF

Author

CUMMINGS, BETSY

Subjects
Airlines -- Officials and employees, Chief executive officers -- Management, Continental Airlines Inc. -- Officials and employees
Abstract

In seven years, Gordon Bethune has transformed America's worst airline into the industry's leader in customer service. How? By motivating his employees to care INFILTRATING THE HOUSTON headquarters of Continental […]

Published
2001

37. Getting Reps to Live Your Mission

Author

Cummings, Betsy

Subjects
Military strategy -- Planning, Commercial agents -- Public relations, Sales forecasting -- Planning, Business-to-business market -- Analysis, Marketing personnel -- Planning, Siebel Systems Inc. -- Marketing
Abstract

WHEN SIEBEL SYSTEMS debuted in 1993, the company's founder, Tom Siebel, had one mission: to become profitable by making the company's customers successful. That the San Mateo, California, company has […]

Published
2001

38. IF THE BRAND FITS ..

Author

Cummings, Betsy

Subjects
Brand name products -- Management
Abstract

Repositioning your brand to match your market WHEN DELTA FAUCET Company repositioned its 49-year-old brand of faucets this April, the change was long overdue. The proliferation of The Home Depot, […]

Published
2001

39. Are You Ready For an Economic Upswing?

Author

Cummings, Betsy

Subjects
United States economic conditions -- Analysis, Economic development -- Analysis, Economic indicators -- Statistics
Abstract

OKAY, SO IT'S not nearly time to celebrate. The stock market continues to languish at years-long lows and revenues for many companies are in dire straits in 2001, but financial […]

Published
2001

40. An Affair to Remember

Author

Cummings, Betsy

Subjects
Sex in the workplace -- Management, Sexual harassment -- Prevention, Sales personnel -- Behavior, Work rules -- Management
Abstract

An SMM exclusive survey reveals that more than half of all sales reps have had office romances. Some end happily. Others result in lost sales, sexual harassment claims, and demoralized […]

Published
2001

41. TELL IT LIKE IT IS

Author

Cummings, Betsy

Subjects
Performance appraisals -- Management, Sales personnel -- Management
Abstract

Why annual reviews don't cut it in today's aggressive market WHEN IT COMES to employee performance, Synygy Inc. sales executives like Bob Winters have no use for annual reviews. That's […]

Published
2001

42. ECONOMIC FALLOUT: GOODBYE SALES MEETINGS

Author

Cummings, Betsy

Subjects
Sales meetings -- Finance, Computer peripherals industry -- Management, Lexmark International Inc. -- Management
Abstract

EARLY THIS YEAR, with revenue forecasts in decline, Lexmark International knew it was time to cut costs. What got chopped? The company's annual sales meeting. What was once a five-day, […]

Published
2001

43. QUOTA BUSTERS

Author

Cummings, Betsy

Subjects
Sales management -- Psychological aspects, Sales personnel -- Training
Abstract

Getting reps to exceed--not just meet--their goals TELL A REP to meet his quota? Sure, no problem. Assume he'll exceed it? Not so fast. Almost every sales manager faces a […]

Published
2001

44. WebWatch

Author

Cummings, Betsy

Subjects
Online shopping -- Services, Online services -- Management, Shopping.com Inc. -- Services
Abstract

Dealtime.com. Comparison Shopping Online SHAKY ECONOMY BE damned! People are shopping--at least at Dealtime.com, the two-year-old New York-based Web site that allows shoppers the opportunity to compare hundreds of products […]

Published
2001

45. Tanking Economy Aside, Luxury Goods Thrive

Author

Cummings, Betsy

Subjects
Consumption (Economics) -- Statistics, Economic indicators -- Statistics, Luxuries -- Market share -- Statistics, Company market share, Advertising, marketing and public relations, Business
Abstract

NO SOONER DID economists harp about a looming recession then shoppers began pulling back the spending reigns. But not all shoppers it turns out. Shrinking business is largely unseen in [...]

Published
2001

46. YOU'RE OUTTA HERE

Author

Cummings, Betsy

Subjects
Sales management -- Methods, Customer service -- Management
Abstract

Why sales managers find firing some clients makes perfect sense A SALES MANAGER'S GUT reaction is always to get more clients. In reality though, the adage quality over quantity might […]

Published
2001

47. Do Customers Hate SALESPEOPLE?

Author

CUMMINGS, BETSY

Subjects
Sales personnel -- Public opinion, Selling -- Methods
Abstract

ONLY IF THEY COMMIT ONE OF THESE SIX DEADLY SINS OF SELLING HE COULDN'T HAVE BEEN MORE PATHETIC. Two minutes into his pitch, the 65-year-old packaging salesman sobbed to Linda […]

Published
2001

48. Slowdown Effect: Lack of Ethics

Author

Cummings, Betsy

Subjects
Corporate culture -- Ethical aspects, Sales personnel -- Ethical aspects, Corporations -- Ethical aspects
Abstract

WHEN LUCENT Technologies executives felt the pinch of low earnings last summer, they doubled their efforts to meet quarterly goals. When that didn't work, they employed an unorthodox strategy, reportedly […]

Published
2001

49. SELLING AROUND THE WORLD

Author

Cummings, Betsy

Subjects
Cross-cultural orientation -- Training, Sales personnel -- Training, Corporations -- International relations, Sales management -- International relations, Intercultural communication -- Training
Abstract

GOING GLOBAL? PACK SENSITIVITY AND PATIENCE TO CLINCH THE DEAL LAST AUGUST marked the moment Steve Waterhouse had been waiting for. His training firm, Scarborough, Maine-based Waterhouse Group, had been […]

Published
2001

50. CHANNELING ONLINE E-LEARNING

Author

Cummings, Betsy

Subjects
Consumer education -- Planning, Online services -- Design and construction, Marketing -- Methods, Electronic marketing -- Media coverage, New products, Marketing industry -- Forecasts and trends, International Business Machines Corp. -- Public relations
Abstract

GOT A NEW PRODUCT? SAVE MONEY WHILE EDUCATING RESELLERS WITH E-LEARNING SAVING MONEY: It's at the top of every executive's to-do list these days. Motorola has managed to do just […]

Published
2001

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