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Dr. Jim Weber
Business of Selling

Replacing Non-Performers: Part 2

By Dr. Jim Weber posted on April 8, 2011
Once the non performers have been identified as outlined in last months column, the next step in improving the overall efficacy of a sales department in a modern day equipment dealership is to replace those under-performing order takers with existing or potential field marketers.
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Dr. Jim Weber
Business of Selling

Replacing Non Performers

By Dr. Jim Weber posted on March 10, 2011
As the dark clouds of the gathering storm begin to overshadow the prevailing economic prosperity, equipment dealers would be wise and prudent to assess the long-term efficacy of their existing sales force. Rather than wait until the next market downturn, why not take this opportunity to get ahead of the economic curve and purge your sales staff of any and all malcontents and misanthropes?
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Business of Selling: Replacing Non Performers

By Dr. Jim Weber posted on March 10, 2011 | Posted in Dealers on the Move
As the dark clouds of the gathering storm begin to overshadow the prevailing economic prosperity, equipment dealers would be wise and prudent to assess the long-term efficacy of their existing sales force. Rather than wait until the next market downturn, why not take this opportunity to get ahead of the economic curve and purge your sales staff of any and all malcontents and misanthropes?
Read More
Dr. Jim Weber
Business of Selling

Record Farm Income and Impending Dealership Failure

By Dr. Jim Weber posted on February 8, 2011
When the final count for 2010 is complete, the amount of harvested corn could be an all time record; and at a minimum, the recent harvest should rank in the top five years of harvested corn with the other top five years coming from the preceding four years. With five years of record production, one would expect supplies to be high, and demand to be slowing. But just the opposite is occurring.
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The Business of Selling

Record Farm Income and Impending Dealership Failure

By Dr. Jim Weber posted on February 8, 2011 | Posted in Data & Forecasts
When the final count for 2010 is complete, the amount of harvested corn could be an all time record; and at a minimum, the recent harvest should rank in the top five years of harvested corn with the other top five years coming from the preceding four years. With five years of record production, one would expect supplies to be high, and demand to be slowing. But just the opposite is occurring.
Read More
Dr. Jim Weber
The Business of Selling

Sitting in the Dealership

By Dr. Jim Weber posted on December 23, 2010
In response to my first article in Farm Equipment, I received the following e-mail from a dealer that summarizes many of the trials and tribulations afflicting ag dealers and their sales management team in this time of prosperity.
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The Business of Selling

Sitting in the Dealership

By Dr. Jim Weber posted on December 23, 2010 | Posted in Department Management
In response to my first article in Farm Equipment, I received the following e-mail from a dealer that summarizes many of the trials and tribulations afflicting ag dealers and their sales management team in this time of prosperity.
Read More

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