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Articles Tagged with ''business of selling''

Dr. Jim Weber
Business of Selling

Establishing a Sales Department Climate

By Dr. Jim Weber posted on July 18, 2011
After eliminating non-performers and then assessing the dealership culture, the next step in developing a first rate, best-in-class sales department is to assess the existing sales department’s climate.
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Dr. Jim Weber
Business of Selling

Dealership Culture and Sales Performance

By Dr. Jim Weber posted on June 10, 2011
More than replacing non-performers or hiring overachievers, the success of the sales department is really a manifestation of the dealership culture that is in place and the psychological climate that permeates the department. Unlike other meaningful departmental benchmarks, however, dealership culture and sales department climate defy easy explanation and routine and repetitive calculation.
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Dr. Jim Weber
Business of Selling

Replacing Non-Performers: Part 2

By Dr. Jim Weber posted on April 8, 2011
Once the non performers have been identified as outlined in last months column, the next step in improving the overall efficacy of a sales department in a modern day equipment dealership is to replace those under-performing order takers with existing or potential field marketers.
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Dr. Jim Weber
Business of Selling

Replacing Non Performers

By Dr. Jim Weber posted on March 10, 2011
As the dark clouds of the gathering storm begin to overshadow the prevailing economic prosperity, equipment dealers would be wise and prudent to assess the long-term efficacy of their existing sales force. Rather than wait until the next market downturn, why not take this opportunity to get ahead of the economic curve and purge your sales staff of any and all malcontents and misanthropes?
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Dr. Jim Weber
Business of Selling

Record Farm Income and Impending Dealership Failure

By Dr. Jim Weber posted on February 8, 2011
When the final count for 2010 is complete, the amount of harvested corn could be an all time record; and at a minimum, the recent harvest should rank in the top five years of harvested corn with the other top five years coming from the preceding four years. With five years of record production, one would expect supplies to be high, and demand to be slowing. But just the opposite is occurring.
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Dr. Jim Weber
The Business of Selling

Sitting in the Dealership

By Dr. Jim Weber posted on December 23, 2010
In response to my first article in Farm Equipment, I received the following e-mail from a dealer that summarizes many of the trials and tribulations afflicting ag dealers and their sales management team in this time of prosperity.
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Baltimore Port Closure to Impact High Horsepower Tractor Imports & Exports

Baltimore Port Closure to Impact High Horsepower Tractor Imports & Exports

In this episode of On the Record, brought to you by Weasler Engineering, we look at how the Port of Baltimore's closure will alter the flow of high horsepower tractors in and out of the country. In the Technology Corner, Noah Newman talks about some changes coming to drone operation regulations. Also in this episode, Kazakhstan's potential for the North American ag equipment industry and what 2024 holds for the sprayer market.

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Finance Scope

Finance Scope is able to provide the best financing opportunities for equipment dealers and customers through a diverse mix of lending companies under one single platform. Our large group of lenders, allows for competitive rates regardless of credit scores. Additionally, dealers and customers have access to the industry’s best expertise surrounding finance and lease structures, for all purposes, within the agricultural and construction industries. We provide all of this into one online platform to provide our customers with the best available tailored finance solution for their equipment.
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