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discussion
This week our eText focuses on sales management and the shopping experience.
Watch the following brief video on What Makes a Good Online Shopping Experience? https://www.youtube.com/watch?v=ZJSCLsMOaQM
According to research, the characteristics of the best sales organizations are:
- Create a customer-driven culture throughout the sales organization and firm.
- Recruit and hire the best sales talent.
- Train and coach the right skill set.
- Focus on key strategic issues by segmenting accounts in meaningful ways and providing differentiated offerings to find, win, and retain customers.
- Implement formal sales and relationship-building processes.
- Use information technology effectively to learn about customers.
- Integrate sales with other business functions, especially marketing.
Discuss a recent shopping experience in which you observed the presence or lack of these seven characteristics. Give specific examples that relate to what this organization did effectively or needs to improve.
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