INTRODUCTION
 
INTERESTING SENIOR EXECUTIVE SUMMARIES 
from the  1990’s
Michael Marshall
‘The Business Doctor’
2008
 
As I mentioned in my personal background;
early in my business career (early 1990’s) when I was in middle management level positions, part of my responsibilities were to keep senior business executives updated with current business information, ideas and thoughts, and serve as a personal advisor to them.
Frequently [...]

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INTERESTING SENIOR EXECUTIVE SUMMARIES 
from the  1990’s
Michael Marshall
‘The Business Doctor”
 
Number 1
 
‘Account Penetration’
     
‘Increasing Sales, Profits and Cost Savings’
Account penetration is fundamental to good business and increasing sales revenues
Even with this being stated, this fundamental is not being done affectively often enough by staff or by businesses
Processes and measurements are rarely developed and implemented to assure that this [...]

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INTERESTING SENIOR EXECUTIVE SUMMARIES 
from the  1990’s
 
Michael Marshall
‘The Business Doctor’
Number 2
 
‘ SELF-IMAGE AND SUCCESSFUL SELLING’
Image and self-image are important.
It helps to look professional when trying to feel and act professional.
To increase self-image, build on your positives.
People have a tendency to associate with those whom they want to be like.
Professional people like to surround themselves with other [...]

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INTERESTING SENIOR EXECUTIVE SUMMARIES
FROM the 1990’s
Michael Marshall
‘The Business Doctor’
Number 3
‘DO TOLL-FREE TELEPHONE NUMBERS HELP BUILD CUSTOMER CONFIDENCE ?’
 
Studies do indicate that toll-free 800 numbers does help build customer confidence in a business.
In the late 1980’s studies showed that:
- 38% of Americans indicated that they had more confidence in a business or company that had toll-free [...]

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INTERESTING SENIOR EXECUTIVE SUMMARIES
FROM the 1990’s
Michael Marshall
‘The Business Doctor’
Number 4
‘DO WORDS INDICATE HOW SOMEONE IS TRULY THINKING OR FEELING?’
 
Studies indicate that the words being used by people often indicate little about how that person is actually thinking or feeling.
To accurate read people or judge how others are thinking or feeling, it is important to observe [...]

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INTERESTING SENIOR EXECUTIVE SUMMARIES
FROM the 1990’s
Michael Marshall
‘The Business Doctor’
 
Number 5
‘THE IMPORTANCE OF DEVELOPING MULTIPLE CONTACTS IN EVERY ACCOUNT ON AN ONGOING BASIS’
 
Studies show that out of 1000 contact you may have in your accounts, 453 will not be there within 1 year.
The majority of these people will move on to other jobs in other organizations.
This [...]

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INTERESTING SENIOR EXECUTIVE SUMMARIES
From the 1990’s
Michael Marshall
‘The Business Doctor’
Number 6
 
‘WHY BUYERS OFTEN REACT TO QUOTES WITH “THE PRICE IS TOO HIGH”?
 
Studies of buyers indicate that 53% of buyers react to price quotes with comments of  “the price is too high”
Of these buyers, the majority, do not have information or competitive pricing comparisons to judge this [...]

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INTERESTING SENIOR EXECUTIVE SUMMARIES
From the 1990’s
Michael Marshall
‘The Business Doctor’
 
Number 7
‘NEW PRODUCT DEVELOPMENT’
 
Studies indicate that 75% of company sales growth over next 3 years result from new products and new services
Companies aggressively developing and offering new products and news services will actually put other companies that are less progressive, out of business.
To prevent going out of [...]

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INTERESTING SENIOR EXECUTIVE SUMMARIES
From the 1990’s
Michael Marshall
‘The Business Doctor’
 
Number 8
‘MAJOR ACCOUNTS SALES STRATEGY’
3 stages for a decision maker to by
1. recognition of need
2. evaluation options
3. resolution of any concerns about the vendor or the purchase
4. any implementation of details regarding service, delivery or  installment
Need to ask many questions to uncover customer problems, concerns or dissatisfactions
Need [...]

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INTERESTING SENIOR EXECUTIVE SUMMARIES
From the 1990’s
Michael Marshall
‘The Business Doctor’
 
Number 9
 
‘INCREASING SALES FORCE PRODUCTIVITY’
A big cause of pricing problems and issues often is sales commissions and bonuses based on sales volume instead of margins and profits.
A sliding scale of sales commissions/bonuses to actual sales dollars based on margins and profits tend to influence positively a better [...]

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