Research Report

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 past decade has witnessed a number of well-publicized ethical misconduct disasters, including accounting fraud at Enron and WorldCom, product liability at Firestone, and ...

Research has often failed to find a relationship between customer satisfaction with salespeople and sales performance. Some research shows that as satisfaction levels ...

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 ...

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 ...

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 ...