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    • 211.

      Learning Business: The Truth About Consumers and How to Sell Using a Flattened Industry Concept


      by Ronald Simons - 2007-01-17
      The manufacturing, distribution logistics and sales business:The best thing we learned about business is to "know a little about a lot." Trying to take in everything is just too time consuming. We l...
    • 212.

      Marketing is About Messages Not Sales


      by Murad Ali - 2007-01-17
      Marketing is a medium by which companies/services display their wares for the public to see. It would appear that marketing is more about public messages than simply sales; despite sales being the res...
    • 213.

      Advertising Pitfalls


      by Kurt Mortensen - 2007-01-17
      Perhaps the greatest obstacle to good advertising is excess. Ads can end up so crammed with ideas and features that they appear dense and uninviting. If over designed, they can become more artistic th...
    • 214.

      It Is How, Not What You Say


      by Kurt Mortensen - 2007-01-17
      The words we use and the way in which we use them can have a huge impact on how we are perceived by our audience. As Mark Twain said, "The difference between the right word and the wrong word is the d...
    • 215.

      Getting Your Foot In The Door


      by Kurt Mortensen - 2007-01-17
      One aspect of the law of dissonance is the urge to remain consistent with our commitments. Even if someone begins with a small request then follows it up with a larger request, we still tend to remain...
    • 216.

      Engaging The Five Senses


      by Kurt Mortensen - 2007-01-17
      We were all born with five senses, each one helping us to make generalizations about the world. You should engage all five sensations when trying to persuade an audience. However, keep in mind that th...
    • 217.

      Pacing And Leading


      by Kurt Mortensen - 2007-01-17
      Pacing involves establishing rapport and making persuasive communication easier; leading involves steering your prospect toward your point of view. Pacing and leading will enable you to direct a perso...
    • 218.

      Planning For Sales Success-10 Things Your People Need To Do Now


      by Kevin Cahalane - 2007-01-18
      Is it possible for your people (or you, their leader) to make a sales call today, without a goal/target and an outcome clearly in mind?A sales call today is costing your organisation between $150 - $5...
    • 219.

      How To Use A Pareto Analysis As A Sales Management Tool


      by Jonathan Farrington - 2007-01-18
      Pareto Analysis is a very simple technique that helps you to choose the most effective changes to make.It uses the Pareto principle - the idea that by doing 20% of work you can generate 80% of the adv...
    • 220.

      Sales Managers Need To Be Adept Jugglers And Trained Diplomats


      by Jonathan Farrington - 2007-01-18
      As a manager you have a juggling act to perform, one which balances different points of view, and often requires considerable diplomacy.Classically these are the viewpoints of:• Yourself• The organisa...