In the Know
Learn why it is important to provide the prospective buyer with specific knowledge needed to make the best possible buying decision.
In Position
We focus on those decisions, activities, and communication techniques that form selling strategies for new and old products.
Developing a Business Strategy
Once an organization has amassed adequate knowledge and understanding of both itself and the environment in which it operates, it can begin to focus on specific strategic options.
Right Choice, The
We explore various legal and ethical guidelines for salespeople and the rights and wrongs of selling.
Making Connections
Prospecting is the method by which salespeople can identify potential customers; a process which requires planning.
Managerial Challenges
Regardless of their level within an organization, managers virtually without exception find their jobs to be a uniquely challenging mix of the frustrating and the rewarding. Unlike the popular image of the manager as someone who spends his or her ti...
Unspoken Social Compact, The
Former Secretary of Labor and university professor Robert Reich talks about what he calls "the unspoken social compact" between companies and their employees that used to assure increases in earnings and benefits for workers whose companies prospere...