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J.D. Power: People Pleased with Compact Vehicles
Keywords: Automotive
Small is big as new-car buyers are finding they are getting just as much from compact cars as they got from the bigger vehicle they jettisoned for the new, smaller one, says J.D. Power and Associates' 2012 U.S. Automotive Performance, Execution and Layout (APEAL) Study.
The study, based on owner evaluations of more than 80 vehicle attributes that have to do with how pleasing a vehicle is, finds that 27% of new-vehicle buyers who replaced a vehicle purchased a new vehicle in a smaller segment. By contrast, only 13% of buyers "upsized," and 60% bought a new vehicle in the same size segment as their previous vehicle. |
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Upcoming Webinar: Budgeting Strategy and Tactics for a Successful 2013
An accurate budget can be the single most important document to assure any manager's successful year. Before you submit your 2013 budget, join RAB's John Potter as he discusses strategies, systems and new ideas for completing this critical task.
This webinar will offer resources for projecting revenues, while exploring the economic, advertising and station factors that can influence your budget. A discussion of staffing considerations and tools you can use with your sales team to involve them in the process will also be featured.
This webinar will be offered twice -- on Tuesday, August 7, at 3 PM (Central), and again on Thursday, August 9, at 10 AM (Central). For registration information, click here.
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Affordable Care Act to Boost Retail Clinic Business
Keywords: Doctors & Medical Clinics
For all the complaints concerning the Affordable Care Act, it is clear that the addition of up to 30 million new people to the rolls of the health insured is going to be big for in-store clinics.
The opportunity is pretty clear: many pockets of the country have high concentrations of doctors while others find MDs few and far between. |
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Attractively Priced Wines Striking Right Chord
Keywords: Liquor/Wine Retailing
Affordable wines with accessible and appealing flavor profiles are driving the wine industry overall, according to Technomic's Top 250 Wine Brands and its roster of the 50 Fastest Growing Wine Brands. |
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Daily Sales Tip: Have a Focused Game Plan
Defining success metrics allows you to formulate a game plan for your meetings with prospective clients.
If you know what you need to accomplish, the roadmap becomes very clear for what you need to achieve. If your success metric is defined as your having a comprehensive picture of their challenges with their current provider, you can prepare questions that will expose their challenges. If your success metric is to gather all of the data needed to put together a pricing proposal, the game plan is to ask all questions needed to craft a solution for this prospect.
From a prospect's point of view, they have no time or tolerance for salespeople who show up on their doorstep and ask pointless questions for an hour. They are busy and very sensitive about their time. If they accept a meeting with a salesperson, they expect that salesperson to arrive having done their homework on their company and with a laser focus approach to the meeting.
Remember, sales is a profession. They expect a professional experience.
Source: Sales consultant/trainer Lee Salz
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