First Impressions
The image that a salesperson projects is an important factor in determining how the customer "feels" about the sales representative. A positive image sets the stage for success while a negative image may result in lost sales and potential failure.
Extra Mile, The
We discuss customer concerns and the need for each salesperson to become familiar with them as they relate to their customers.
Management Revolution, The
While the five management functions continue to be as important as ever, sweeping changes in the business environment threaten many of the basic assumptions and practices that have characterized management over the years.
Career Advancement
One of the most essential traits for career success is initiative. But initiative alone is not enough. There also needs to be a willingness to learn and a clear set of goals with a definite plan of action.
Reactions to Change
Whether change is driven by outside forces or by decisions made within an organization, the initial reaction of most employees is frequently negative.