NEGOTIATION: PREPARATION IS THE KEY 1. Preparation Is the Key PREPARATION IS THE true mark of the professional. Eighty percent of all negotiating success, if not more, is based on thorough preparation on…
NEGOTIATION: CLARIFY YOUR POSITIONS AND THEIRS 1. Clarify Your Positions and Theirs YOUR POSITIONS are the starting points. They include where you are coming from, where you are going, and how much or…
NEGOTIATION: THE LAW OF FOUR 1. The Law of Four IN REVIEWING thousands of negotiations, both simple and complicated, we find that there are usually only four main issues to be decided in…
SALES MANAGEMENT: THE ROLE OF THE SALES MANAGER 1. The Role of the Sales Manager The number one role of the sales manager is to generate the sales that are essential to the…
SALES MANAGEMENT: BUILD A GREAT SALES TEAM 1. Build a Great Sales Team All work is done by teams. Your job is essentially that of a team builder and a team leader. All…
SALES MANAGEMENT: SELECT CHAMPIONS 1. Select Champions Recruitment is the starting point in building a superior sales team. Most problems experienced by sales managers originate in the recruitment of inappropriate people for sales…
SALES MANAGEMENT: START THEM OFF RIGHT 1. Start Them Off Right You have heard the saying, “Well begun is half done.” This idea applies very much to new salespeople. Once you have selected…
SALES MANAGEMENT: MANAGE BY SALES OBJECTIVES 1. Manage by Sales Objectives There are specific management techniques you can use to build top salespeople and top sales teams. In business, one of these techniques…
SALES MANAGEMENT: THE PSYCHOLOGY OF SALES SUCCESS 1. The Psychology of Sales Success Perhaps the greatest discovery in psychology in the twentieth century was the discovery of the self-concept. It turns out that…
SALES MANAGEMENT: PRACTICE THE PERFORMANCE FORMULA 1. Practice the Performance Formula Each person behaves at a certain level today and can behave at a higher level in the future. The performance formula is…
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Công ty TNHH ABC hiện nay là đối tác và đại diện cho Vinasc Group tại Đức.
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