Peak Performance
The importance of orientation and training of new salespersons, and the responsibility of the sales manager to keep sales force motivated are explained.
Setting the Pace
We set forth the responsibilities of sales managers and the things they need to do for success.
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.
Right Choice, The
We explore various legal and ethical guidelines for salespeople and the rights and wrongs of selling.
Sales Engine, The
Addresses the ways in which personal selling stimulates economic growth in a market driven economy, and traces its evolution from the early days of the Production Era to present day.