Sell with the Right Staff – Reflexis


Tim J. Smith, PhD
Founder and CEO, Wiglaf Pricing

Published July 7, 2004

Founded in 1998, Reflexis has grown to 50 employees by helping retailers dynamically manage their workforce and work requirements. For instance, retailers host many promotions during the year but executives at the corporate office planning the promotion have little knowledge of their implementation. The Reflexis solution enables managers to schedule work and store layouts for a promotion, then track the completion of the necessary work.

Gene Studt, Director of Business Development, described the sales orientation of Reflexis as their key to success. 60% of their new prospects are found by salespeople directly while 40% are found by the marketing department. Once the prospect is identified, the sales executive manages the sale and ongoing account relations. To support the sales process, a technical salesperson demonstrates the product. Mr. Studt suggested that technical salespeople should perform product demonstrations due to credibility issues.

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About The Author

Tim J. Smith, PhD, is the founder and CEO of Wiglaf Pricing, an Adjunct Professor of Marketing and Economics at DePaul University, and the author of Pricing Done Right (Wiley 2016) and Pricing Strategy (Cengage 2012). At Wiglaf Pricing, Tim leads client engagements. Smith’s popular business book, Pricing Done Right: The Pricing Framework Proven Successful by the World’s Most Profitable Companies, was noted by Dennis Stone, CEO of Overhead Door Corp, as "Essential reading… While many books cover the concepts of pricing, Pricing Done Right goes the additional step of applying the concepts in the real world." Tim’s textbook, Pricing Strategy: Setting Price Levels, Managing Price Discounts, & Establishing Price Structures, has been described by independent reviewers as “the most comprehensive pricing strategy book” on the market. As well as serving as the Academic Advisor to the Professional Pricing Society’s Certified Pricing Professional program, Tim is a member of the American Marketing Association and American Physical Society. He holds a BS in Physics and Chemistry from Southern Methodist University, a BA in Mathematics from Southern Methodist University, a PhD in Physical Chemistry from the University of Chicago, and an MBA with high honors in Strategy and Marketing from the University of Chicago GSB.