28:40
Step by Step
Learn how to understand and use the two influences for buying -- "emotional" and "rational."
01:54
Rational Decision Making
Decisions shape the destiny of organizations. Sound decision making--the ability to make a rational choice among alternatives--is one of the most critical managerial skills.
28:40
Making Connections
Prospecting is the method by which salespeople can identify potential customers; a process which requires planning.
07:40
Human Nature
Philosopher Hubert Dreyfus talks about the ancient view of human nature, which was based on man as a rational animal. Professor Dreyfus describes how that perspective changed in about 1670, when Blaise Pascal wrote that human nature is essentially a...