Browse Archives by Keyword
Keyword: Customer Relations
We all know someone who has enjoyed extraordinary personal or professional success in their life: a classmate from high-school who has become a corporate executive, a ...
Runners to the starting blocks... Take your mark... Wait for the starter's pistol. A sprinter knows the drill. S/he begins a race so many times in ...
In most service businesses customers' perceptions of a corporate brand depend highly on the behavior of frontline staff. Service firms face the challenge of having employees ...
There are two different types of sales managers, those that wait and react to a situation after it occurs and those who proactively engage themselves to ensure their sales team ...
Culture influences many aspects of an organization. Unlike the tangible outcome measures that determine profitability, market share, or the value of good will, culture ...
A two-sided study of emotional intelligence with agents and clients reveals that only 26% of the pairs operate on the same "emotional wavelength" and 46% of agent-client ...
A two-sided study of emotional intelligence with agents and clients reveals that only 26% of the pairs operate on the same "emotional wavelength" and 46% of agent-client ...
There is a longstanding belief in the service industry that in order to gain loyalty from customers, companies must "delight" them with customer service that goes above and ...
Culture influences many aspects of an organization. Unlike the tangible outcome measures that determine profitability, market share, or the value of good will, culture ...
The sales function has probably the greatest single operating impact on the financial results of business. What business needs is a salesforce driven by productivity ...
There is a longstanding belief in the service industry that in order to gain loyalty from customers, companies must "delight" them with customer service that goes above and ...
In business organizations, the relationship between marketing and sales personnel is often sub-optimal. Marketers view their sales counterparts as short-term, tactically-focused while ...
Sales force retention is a critical objective facing managers. The costs of high turnover rates can be substantial and include lost sales, abandoned sales territories and costs ...
In business organizations, the relationship between marketing and sales personnel is often sub-optimal. Marketers view their sales counterparts as short-term, tactically-focused while ...
In most service businesses customers' perceptions of a corporate brand depend highly on the behavior of frontline staff. Service firms face the challenge of having employees ...
There is a longstanding belief in the service industry that in order to gain loyalty from customers, companies must "delight" them with customer service that goes above and ...
There are two different types of sales managers, those that wait and react to a situation after it occurs and those who proactively engage themselves to ensure their sales team ...
There is a longstanding belief in the service industry that in order to gain loyalty from customers, companies must "delight" them with customer service that goes above and ...
How can I achieve higher sales and develop better relationships with my clients? What are some hidden obstacles that are slowing my growth as an agent? In The Optimal ...
What is self-awareness and why is it important? Self-awareness is critical for buyers and sellers because self-focused attention makes people more conscious of their attitudes ...
How can I achieve higher sales and develop better relationships with my clients? What are some hidden obstacles that are slowing my growth as an agent? In The Optimal ...
Research has often failed to find a relationship between customer satisfaction with salespeople and sales performance. Some research shows that as satisfaction levels ...
As any well-seasoned agent knows, creating a connection with the client is essential. Connections can be made in a variety of ways and usually hinge on some common value ...
Research has often failed to find a relationship between customer satisfaction with salespeople and sales performance. Some research shows that as satisfaction levels ...
Sales management gurus, William T. Brooks and William P. G. Brooks, co-author an insightful novel entitled, Playing Bigger Than You Are: How to Sell Big Accounts Even...
As any well-seasoned agent knows, creating a connection with the client is essential. Connections can be made in a variety of ways and usually hinge on some common value ...
What is self-awareness and why is it important? Self-awareness is critical for buyers and sellers because self-focused attention makes people more conscious of their attitudes ...
The past decade has witnessed a number of well-publicized ethical misconduct disasters, including accounting fraud at Enron and WorldCom, product liability at Firestone, and ...
Sales management gurus, William T. Brooks and William P. G. Brooks, co-author an insightful novel entitled, Playing Bigger Than You Are: How to Sell Big Accounts Even...
The sales process is how a sales organization chooses to effectively transform its throughput flow of inputs into outputs. In the case of real estate sales, the process ...
Does insincere flattery actually work? How can understanding the psychology behind flattery allow an agent to maximize his/her ability to attract more clients and close ...
Recent polls suggest that the public continues to hold a dim view of the sales profession and to rate commissioned salespeople as dishonest and unethical (Gallup 2006) ...
Highly effective personal selling begins and ends with the salesperson's or agent's right attitude. Football Hall of Fame coach, Vince Lombardi, is quoted as saying, "Winning ...
Does insincere flattery actually work? How can understanding the psychology behind flattery allow an agent to maximize his/her ability to attract more clients and close ...
What causes most sales professionals sleep loss? "Satisfying my current clients" is frequently close to the top of the list. Yet, while many sales agents focus on current ...
Highly effective personal selling begins and ends with the salesperson's or agent's right attitude. Football Hall of Fame coach, Vince Lombardi, is quoted as saying, "Winning ...
How successful are you at closing sales? In their book, Selling to Zebras, Jeff Koser and Chad Koser use an analogy of a hunt in the African savannah as the key to selling ...
What causes most sales professionals sleep loss? "Satisfying my current clients" is frequently close to the top of the list. Yet, while many sales agents focus on current ...
Extensive research has been undertaken to define the relationship between client satisfaction and client retention. Despite the widespread findings that client satisfaction ...
Extensive research has been undertaken to define the relationship between client satisfaction and client retention. Despite the widespread findings that client satisfaction ...
How successful are you at closing sales? In their book, Selling to Zebras, Jeff Koser and Chad Koser use an analogy of a hunt in the African savannah as the key to selling ...
Recent polls suggest that the public continues to hold a dim view of the sales profession and to rate commissioned salespeople as dishonest and unethical (Gallup 2006) ...
Individual agents with whom clients interface are often the most critical vehicle for developing and maintaining high-performing buyer-seller relationships (Palmatier 2008) ...
Marketing professors, Dr. John D. Hansen and Dr. Robert J. Riggle, conducted a cross-sectional study of 206 purchasing agents to evaluate the implications of ethical behavior ...
Why do people go into sales? To make money. That’s no secret. It fits the stereotype. But, that doesn’t make it wrong or improper. One of the most common motivators for ...
Approximately one in every six hours of a salesperson's or agent's time is spent dealing with conflict (Bradford and Weitz 2009, p. 35). The difference between losing a client ...
Agents are often advised, encouraged, and even admonished to gain the trust of the seller, the buyer, or both. This advice is based on a wealth of research that shows ...
Approximately one in every six hours of a salesperson's or agent's time is spent dealing with conflict (Bradford and Weitz 2009, p. 35). The difference between losing a client ...
Marketing professors, Dr. John D. Hansen and Dr. Robert J. Riggle, conducted a cross-sectional study of 206 purchasing agents to evaluate the implications of ethical behavior ...
Individual agents with whom clients interface are often the most critical vehicle for developing and maintaining high-performing buyer-seller relationships (Palmatier 2008) ...
