{"id":182,"date":"2019-12-10T10:08:11","date_gmt":"2019-12-10T03:08:11","guid":{"rendered":"https:\/\/vanphongao.vn\/?p=182"},"modified":"2025-08-29T22:13:26","modified_gmt":"2025-08-29T15:13:26","slug":"442-bi-quyet-ban-hang-thoi-khung-hoang","status":"publish","type":"post","link":"https:\/\/vanphongao.vn\/en\/chien-luoc-kinh-doanh\/442-bi-quyet-ban-hang-thoi-khung-hoang.html","title":{"rendered":"Secrets of selling in times of crisis"},"content":{"rendered":"

Despite the gloomy economic indicators, the business of pharmaceutical sales managers of large corporations is still not out of sync. <\/em>Here are some tips to help sales managers stay on top.<\/em>  Chris Sharma, Nordstrom<\/strong><\/p>\n\n\n\n

\u2013 Position: Salesperson; Age: 45<\/p>\n\n\n\n

\u2013 Job: Selling shirts, ties, cufflinks and suits<\/p>\n\n\n\n

\u2013 Responsible sales: When a customer came to return a cufflink without a receipt, he still gave the money back.<\/p>\n\n\n\n

\u2013 Catchphrase: If you ask a customer, \u201cHow can I help you?\u201d, they will most likely say, \u201cNo, I\u2019m just looking.\u201d So when someone looks closely at a tie, I\u2019ll say, \u201cThat\u2019s a nice color. Would you like to try it on with a shirt or pants?\u201d<\/p>\n\n\n\n

\u2013 Recession survival skills: \u201cIf a customer is willing to buy, I will take their phone number and call them if the number they need is late. I often call customers to let them know that new products are coming in.\u201d<\/p>\n\n\n\n

LaShonda Anderson-Williams, Microsoft<\/strong><\/p>\n\n\n\n

\u2013 Position: Sales Manager; Age: 35<\/p>\n\n\n\n

\u2013 Job: Selling software to manufacturing companies<\/p>\n\n\n\n

\u2013 Closing the deal: I once had an order that needed to be signed off by the last day of the fiscal year. I called the CFO\u2019s assistant, who had the document. I sent her a gift bag. The next day she brought it up to her boss to sign. For a $1.2 million deal, I spent $40.<\/p>\n\n\n\n

\u2013 Recession Survival Skill: Don\u2019t just expect to meet with the client\u2019s IT director to sell your product. Read the client\u2019s annual report to find out who wrote the part, \u201cthe company will grow 12%,\u201d and meet with that person.<\/p>\n\n\n\n

Sam Sebastian, Google<\/strong><\/p>\n\n\n\n

\u2013 Title: Country Director; Age: 37<\/p>\n\n\n\n

\u2013 Job: Sell advertising to local businesses, real estate brokers and clients like GE and FedEx.<\/p>\n\n\n\n

\u2013 Live presentations: We never open Power Point, because if we do, it becomes a sales pitch, not a conversation. The materials are just support.<\/p>\n\n\n\n

\u2013 Email Tip: Before attending conferences, I usually send an email outlining what will be discussed at the conference and who will be attending. This may seem like a small thing, but it can help you avoid getting sidetracked.<\/p>\n\n\n\n

\u2013 Recession Survival Skills: We will invite executives to the company to disseminate information and let them ask a series of questions about online advertising.<\/p>\n\n\n\n

Freddi Vaughn, Xerox<\/strong><\/p>\n\n\n\n

\u2013 Title: Customer Relations Manager<\/p>\n\n\n\n

\u2013 Job: Sell Xerox products (from printers to manufacturing equipment) to the US Department of Agriculture, the Social Security Administration, and NASA<\/p>\n\n\n\n

\u2013 Career peak: Recently convinced NASA to sign a $36 million contract with Xerox<\/p>\n\n\n\n

\u2013 Recession Survival Skills: Be aware of competing contracts and their expiration dates. If you want to replace those competitors, you need to start working at least 1 year in advance.<\/p>\n\n\n\n

Peter Foss, GE<\/strong><\/p>\n\n\n\n

\u2013 Title: President of Olympic sponsorship and business activities; Age: 64<\/p>\n\n\n\n

\u2013 Job: Selling infrastructure construction contracts to Olympic host cities<\/p>\n\n\n\n

\u2013 Career high: In Beijing, Foss\u2019s GE Group won 400 projects, generating $700 million in revenue. That was thanks to GE\u2019s business approach and the appointment of a manager at each stadium to oversee everything from lighting to wastewater treatment systems.<\/p>\n\n\n\n

\u2013 Recession survival skills: I would go to clients and give them all the data on what is driving raw material prices and how much of an increase is reasonable.<\/p>\n\n\n\n

Jeffrey Zoyonse, Hartford Financial<\/strong><\/p>\n\n\n\n

\u2013 Title: Regional Sales Manager; Age: 36<\/p>\n\n\n\n

\u2013 Job: Selling personal financial services<\/p>\n\n\n\n

\u2013 Strategy: Instead of giving people a chance to answer yes or no, I would offer two positive options: Instead of asking, \u201cWill you meet me?\u201d I would say, \u201cWould it be better to meet in the morning than in the afternoon?\u201d<\/p>\n\n\n\n

\u2013 Recession Survival Skills: Even when business cycles slow down, customers still want to do business with people they feel are doing well. I have to make sure my posture is always good.<\/p>\n\n\n\n

Kelly Moore, American Express<\/strong><\/p>\n\n\n\n

\u2013 Title: National Business Development Director; Age: 41<\/p>\n\n\n\n

\u2013 Job: selling credit cards and spending management tools<\/p>\n\n\n\n

\u2013 Career high: Moore recently signed a series of contracts with hospitals. That was because instead of starting with small hospitals, she went to large hospitals and discussed American Express's health care industry surveys and analysis.<\/p>\n\n\n\n

\u2013 Recession survival skills: Focus on quantity. Offer benefits that help customers save money.<\/p>\n\n\n\n

Mario Palomino, Pepsi-Cola North America<\/strong>
\u2013 Title: National Customer Service Manager<\/p>\n\n\n\n

\u2013 Job: Selling beverages throughout North America<\/p>\n\n\n\n

\u2013 Career high point: To convince Americans to buy Aquafina water, we developed a program where people would exchange plastic bottles for jackets.<\/p>\n\n\n\n

\u2013 Recession survival skills: When the economy slows down, it can be difficult to convince customers to take risks. However, it is the perfect time to implement bold ideas.<\/p>\n\n\n\n

Richard Shank, AT&T<\/strong>
\u2013 Title: Deputy Director of Business Center; Age: 40<\/p>\n\n\n\n

\u2013 Job: Sell AT&T networking equipment to companies in the Midwest<\/p>\n\n\n\n

\u2013 Career high point: We just had a global deal with Monsanto, the world\u2019s leading biotechnology and crop protection company. To get that deal, we sent AT&T people around the world to meet directly with their regional leaders.<\/p>\n\n\n\n

\u2013 Recession survival skills: Actively build relationships and organize discussions to get customers to consider your offers.<\/p>\n\n\n\n

To survive in a recession, you should focus on volume and offer benefits that help customers save money.<\/strong><\/p>\n\n\n\n

NC\u0110T<\/strong><\/em> <\/p>","protected":false},"excerpt":{"rendered":"

D\u00f9 c\u00e1c ch\u1ec9 s\u1ed1 kinh t\u1ebf \u0111ang r\u1ea5t \u1ea3m \u0111\u1ea1m, vi\u1ec7c kinh doanh c\u1ee7a c\u00e1c gi\u00e1m \u0111\u1ed1c b\u00e1n h\u00e0ng thu\u1ed1c c\u00e1c t\u1eadp \u0111o\u00e0n l\u1edbn v\u1eabn kh\u00f4ng h\u1ec1 l\u1ed7i nh\u1ecbp. D\u01b0\u1edbi \u0111\u00e2y l\u00e0 m\u1ed9t s\u1ed1 b\u00ed quy\u1ebft gi\u00fap c\u00e1c gi\u00e1m \u0111\u1ed1c b\u00e1n h\u00e0ng ti\u1ebfp t\u1ee5c duy tr\u00ec phong \u0111\u1ed9  Chris Sharma, Nordstrom – Ch\u1ee9c danh: Nh\u00e2n vi\u00ean b\u00e1n […]<\/p>\n","protected":false},"author":3,"featured_media":1010,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[12],"tags":[56],"class_list":["post-182","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-chien-luoc-kinh-doanh","tag-khung-hoang"],"yoast_head":"\nB\u00ed quy\u1ebft b\u00e1n h\u00e0ng th\u1eddi kh\u1ee7ng ho\u1ea3ng – 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