Selling Youth. How Market Research at the J. Walter Thompson Company framed what it meant to be a child (and an adult) in 20th Century America

In addition, sales БЂњhuntersБЂ«hurry down the road to the next prospect company because what is qualified for long-term account management is not qualified for a short-term quarterly-driven БЂњhunter.БЂ«This is why БЂњhuntersБЂ«usually donБЂ™t make good account managers. Collaborate One way to elevate your value from commodity to strategic is to collaborate with the client on product or strategic initiatives. This requires working on issues other than just your product. It may mean logistics, marketing, codesign, new markets, integration, or innovation. This is a very powerful model for raising value and has led to technology tools for product configuration, change orders, design, and collaboration through an entire supply chain. I meet a lot of sales managers on airplanes. I remember flying into Minneapolis, sitting next to a sales manager for a paper company. Of course, I asked him, БЂњIsnБЂ™t it hard to sell a commodity like paper these days?БЂ«He responded, БЂњI have about 1,200 other salespeople in the commodity division ...»