9-23, 10-2, 10-7 Lecture

9-23, 10-2, 10-7 Lecture - Marketing 2400 Notes Miller...

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Marketing 2400 Notes 9/23/09 Miller Heiman – The sales performance company Sam Reese – President and CEO Sales partner of marketing hand in hand 50% - sales/sales-related job is the first job when graduating from Cornell Sales + marketing – collaborating help Complex sales and marketing environment – NEC, Visa, Siemens Goals: 1. To understand the connection between sales and marketing 2. Help leverage his information for own careers Selling myths – outwit and sell; no concern for personality differences Plan: 1. Don’t leave anything to chance 2. Believe in process 3. Listen 4. Be curious – can’t solve problem, then have people that ask questions and listen don’t think you know the answers 5. Problem solvers 6. Situational fluency – all levels with all sorts of people It wasn’t always this way – info wasn’t as readily available competition, available info, internet Xerox – marketing tech leader, productive, company image Long term focus – sales unaligned
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