Archives posted in: Selling
Contrary to popular belief, salespeople are not motivated by money alone. Researchers have demonstrated that three other factors strongly contribute to a…
More Perhaps the most examined structural motivation tool is the incentive structure of the compensation package. Managers have tinkered with this issue more…
More How do managers motivate salespeople to perform? Much research has revealed a number of tools that managers can deploy to motivate their…
More When it comes to sales management, there is a forgotten market segment crying out for professional help. This forgotten market segment are…
More In the age where technology and communications has brought us instantaneous and continuous connectivity, why do we still make customer visits? Isn’t…
More If you look at who is really successful today in business, it is NOT the most brilliant or capable professional, the smartest…
More Sowing the seeds of FUD (Fear, Uncertainty, and Doubt) has a long history as a tool for swaying decision making. It would…
More Have you ever walked into someone’s office for a meeting and noticed that he checks his watch before he even sits down?…
More It’s said that the three rules of retailing are Location, Location, Location. For branded consumer goods, the location paradigm is driven to…
More “You get rich quicker by working smarter, not faster” has long been a mantra that guides our competitive drive to improve. In…
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