Defining and Calculating Productivity
An accurate measure of productivity can be a useful tool in defining problems and deciding where to direct resources and energy. There are many ways to calculate productivity, but almost all begin with a simple formula: productivity is output per un...
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.
Going the Distance
Consultative-style selling remains a popular approach to the sale of retail and wholesale goods and services. What are the four major parts of a consultative-style sales presentation?
Pricing Products and Services
Basic formulas for calculating markup, markdown and cost, and how to apply the concept of percent to markup and markdown problems.
In the Know
Learn why it is important to provide the prospective buyer with specific knowledge needed to make the best possible buying decision.
Right Choice, The
We explore various legal and ethical guidelines for salespeople and the rights and wrongs of selling.