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How To Reach Corporate Leaders And Establish Relationships.

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Bibliographic Details
Authors: Manfer, Sam sam@sammanfer.com
Source: American Salesman. Sep2009, Vol. 54 Issue 9, p28-30. 3p.
Subject Terms: *Sales personnel, *Chief executive officers, *Commercial agents, *Selling, *Sales management
Abstract: The article offers suggestions for salespeople on how to reach and establish relationships with corporate leaders. It states that performance provides the true basis for attaining access, developing credibility and establishing relationships with senior executives. It notes that salespeople should have a knowledge of what the chief executive values and structure their proposition in a way that the executive can see that he or she can get it better and with less risk of failure from them.
Database: Entrepreneurial Studies Source
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  Availability: 1
Header DbId: ent
DbLabel: Entrepreneurial Studies Source
An: 43861875
AccessLevel: 6
PubType: Periodical
PubTypeId: serialPeriodical
PreciseRelevancyScore: 0
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  Label: Authors
  Group: Au
  Data: <searchLink fieldCode="AR" term="%22Manfer%2C+Sam%22">Manfer, Sam</searchLink><i> sam@sammanfer.com</i>
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  Data: <searchLink fieldCode="JN" term="%22American+Salesman%22">American Salesman</searchLink>. Sep2009, Vol. 54 Issue 9, p28-30. 3p.
– Name: Subject
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  Data: *<searchLink fieldCode="DE" term="%22Sales+personnel%22">Sales personnel</searchLink><br />*<searchLink fieldCode="DE" term="%22Chief+executive+officers%22">Chief executive officers</searchLink><br />*<searchLink fieldCode="DE" term="%22Commercial+agents%22">Commercial agents</searchLink><br />*<searchLink fieldCode="DE" term="%22Selling%22">Selling</searchLink><br />*<searchLink fieldCode="DE" term="%22Sales+management%22">Sales management</searchLink>
– Name: Abstract
  Label: Abstract
  Group: Ab
  Data: The article offers suggestions for salespeople on how to reach and establish relationships with corporate leaders. It states that performance provides the true basis for attaining access, developing credibility and establishing relationships with senior executives. It notes that salespeople should have a knowledge of what the chief executive values and structure their proposition in a way that the executive can see that he or she can get it better and with less risk of failure from them.
PLink https://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=ent&AN=43861875
RecordInfo BibRecord:
  BibEntity:
    Languages:
      – Code: eng
        Text: English
    PhysicalDescription:
      Pagination:
        PageCount: 3
        StartPage: 28
    Subjects:
      – SubjectFull: Sales personnel
        Type: general
      – SubjectFull: Chief executive officers
        Type: general
      – SubjectFull: Commercial agents
        Type: general
      – SubjectFull: Selling
        Type: general
      – SubjectFull: Sales management
        Type: general
    Titles:
      – TitleFull: How To Reach Corporate Leaders And Establish Relationships.
        Type: main
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            NameFull: Manfer, Sam
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            – D: 01
              M: 09
              Text: Sep2009
              Type: published
              Y: 2009
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              Value: 00030902
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              Value: 54
            – Type: issue
              Value: 9
          Titles:
            – TitleFull: American Salesman
              Type: main
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