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Keller Center Research Report

Keller Center for Research

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June 2013 (Vol. 6, Iss. 2)


Extraordinary Results Require ONE Thing

Curtis Schroeder, MBA Candidate - Associate Editor, Keller Center Research Report
Achieving extraordinary results and happiness is simple. In fact, each of our personal and professional ambitions should point back to ONE question...
Keywords: Management, Marketing and Sales
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Do Your Customers Really Want A Relationship With You?

Christopher P. Blocker, PhD, Lance A. Bettencourt, PhD, Mark B. Houston, PhD, and
Daniel J. Flint, PhD

"Success depends on building relationships with your customers!" But, do your business customers really want a relationship with you and your company?
Keywords: Customer Relations, Marketing and Sales
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Intergenerational Relationship Selling for Real Estate

Michael L. Mallin, PhD and Ellen Bolman Pullins, PhD
With such a potentially large influx of younger sellers entering the workforce, there will inevitably be generational issues to contend with as they attempt to...
Keywords: Customer Relations, Marketing and Sales
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It Takes Two to Tango: How Empathy Affects Sales Encounters

Jan Wieseke, PhD (Germany), Anja Geigenmüller, PhD(Germany), and Florian Kraus, PhD (Germany)
In sales, retailing, or service businesses, employees' performance during personal encounters is the most influential driver of customer satisfaction...
Keywords: Customer Relations, Marketing and Sales
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Diversification and the Rise of Cultural Sales

Xiao-Ping Chen, PhD, Dong Liu, PhD, and Rebecca Portnoy, PhD
As minorities and immigrants are the fastest growing home-buying segment, real estate professionals must understand and learn how to leverage...
Keywords: Customer Relations, Lead Generation, Marketing and Sales
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INSIDER: Cracking the Sales Management Code

Dennis Thé, MBA
Organizations must not only have the capability to accurately measure performance, but they also must be able to understand how these metrics are managed to drive revenue....
Keywords: Insider, Management, Marketing and Sales
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INSIDER: LinkedIn for Business Development

Susan Monaghan, MBA Candidate
LinkedIn is a powerful networking tool that can help real estate professionals build relationships and prospect for new clients...
Keywords: Customer Relations, Insider, Lead Generation, Marketing and Sales
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