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June 6, 2023
Sales Optimization: Upselling, Down-selling, and Cross-selling A good salesperson never wants to leave their customer without making the best sale they can. So you need to learn the art of the upsell. And, for that matter, of the cross-sell and the down-sell. The Book of the Course! Sales Skills: A Management Courses Introduction This book
June 1, 2023
CSR: Who are an Organization’s Stakeholders? A stakeholder is anyone who has any interest in what you are doing. They can be an individual or a group. So, in the context of Corporate Social Responsibility, who are the stakeholders who have an interest in what the organization is doing? Watching this video is worth 2
May 30, 2023
Account Management: What is Account-based Selling? A lot of business-to-business selling is strategic. It is not a one-off or tactical endeavor. It is likely that you will want to maintain and build your relationships over the months and years to come. Managing this ongoing relationship is called ‘Account Management’. The goal is to win sales
May 25, 2023
How is CSR Reflected in Legislation and Standards? Many businesses are embracing Corporate Social Responsibility – CSR. There are many reasons for this, motivated by philanthropic and self-serving interests. But what standards do legislators hold these companies to? And what independent standards can they adopt, to demonstrate their CSR credentials? Watching this video is worth
May 23, 2023
Pricing and Fear of Price This is a course about sales. And most salespeople have no control over the prices of the products and services they need to sell. So, I am not going to talk about the economics, strategy, or internal politics of setting a price. I want to focus on one ubiquitous phenomenon
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