Tag Archives: Fortune Magazine

A reminder about selling through retailers

Selling through channel is always a challenge for manufacturers. They often expect the channel to support them in ways that are not appropriate for the channel. Alternatively, with the increasing dominance of category killers in retail, manufacturers look to get … Continue reading

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Your price is too high and other untruths

The September 29, 2008 issue of Fortune Magazine published the results of a Miller Heiman/Fortune survey of sales people. One of the questions they published the results for was the classic: “When I lose the deals the primary reason is:” … Continue reading

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