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Dr. Jim Weber
Business of Selling

Jobs on Jobs

By Dr. Jim Weber posted on December 20, 2011
On October 5, 2011, Steven P. Jobs, the original founder of Apple Computer Co., passed away after a long battle with pancreatic cancer. Two weeks after his passing, Walter Issacson published a biography of this iconic figure, simply entitled, Steve Jobs.
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The Business of Selling

Jobs on Jobs

By Dr. Jim Weber posted on December 20, 2011 | Posted in Operations & Finance
On October 5, 2011, Steven P. Jobs, the original founder of Apple Computer Co., passed away after a long battle with pancreatic cancer. Two weeks after his passing, Walter Issacson published a biography of this iconic figure, simply entitled, Steve Jobs.
Read More
Dr. Jim Weber
Business of Selling

Dealers' Sales Philosophy

By Dr. Jim Weber posted on October 13, 2011
Last month we emphasized that the pace of change in technology and business processes requires continuous upgrading of employee skills to remain competitive. This month, we expand on the topic of training and focus on how best to drive the effectiveness of your training process to maximize return on your investment (ROI).
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The Business of Selling

Dealers' Sales Philosophy

By Dr. Jim Weber posted on October 13, 2011 | Posted in Department Management
Source: Dr. Jim Weber, Weber Consulting
Last month we emphasized that the pace of change in technology and business processes requires continuous upgrading of employee skills to remain competitive. This month, we expand on the topic of training and focus on how best to drive the effectiveness of your training process to maximize return on your investment (ROI).
Read More
Dr. Jim Weber
Business of Selling

2010 Wholegoods Results

By Dr. Jim Weber posted on October 5, 2011
A client of mine recently sent me a copy of the 2010 Cost of Doing Business Study compiled and published by the Southwestern Dealer Assn. This study has been around for years and provides an interesting look at how agricultural equipment dealers are faring by way of "industry wide"? averages.
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Business of Selling

2010 Wholegoods Results

By Dr. Jim Weber posted on October 5, 2011 | Posted in Operations & Finance
A client of mine recently sent me a copy of the 2010 Cost of Doing Business Study compiled and published by the Southwestern Dealer Assn. This study has been around for years and provides an interesting look at how agricultural equipment dealers are faring by way of "industry wide"? averages.
Read More
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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The Business of Selling

Dealership Culture and Sales Performance

By Dr. Jim Weber posted on June 10, 2011 | Posted in Precision Ag Sales & Service
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.
Read More

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