1.1   Consultative Selling

1.    Consultative Selling in the Quality Era-0899 (August 1999) (SES 3)©; this is a long article, but explains the model.

2.    The New Selling Profession-1199  (November 1999) (SES 3)©; this article speaks to the threat of the Internet for the selling profession.

1.2    Sales Education

1.3    History of Sales

Articles are ordered on a "Sales Experience Scale" (SES)©: Beginner (1) to Advanced (5)
 

2.1    PHASE I: Personal and Professional Strategy

    2.11    Professional Management

    2.12    Personal Management

2.2    PHASE II: Supply and Demand Strategy

    2.21    Product/Service Management

    2.22   Customer Management

    2.31     Presentation Management

    2.32    After-Sale Management

    1.    The After-Sale Service Process -1299a (December 1999) (SES 3)©; this article takes aftersale servive beyond "smoozing" the customer.

    2.    After-Sale Service Strategies-1299b (December 1999) (SES 3)©; this article gives specific action strategies to implement service.

2.4   PHASE IV: Evaluation and Improvement Strategy

    2.41    Metrics and Evaluation Management

    2.42    Continuous Quality Improvement Management
 

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You can send E-mail to Richard.McNeill@nau.edu