December 2012 (Vol. 5, Iss. 4)
Is The Customer Always King?
Christian Homburg, PhD (Germany), Michael Muller, PhD (Germany), and Martin Klarmann, PhD (Germany)
Whether in retail sales, business-to-business sales, or home sales, conventional wisdom suggests "the customer is always right." Identifying and meeting customer needs is also...
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Using Online Reviews in Creative Selling
Katherine Taken Smith, DBA and W. Glynn Mangold, PhD
Think about the last time you purchased a book or selected a movie to see. How did you go about it? The chances are that your decision was influenced by what someone else...
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Ten Necessary Conditions to Highly Effective Personal Selling
Charles Fifield, MBA
Productivity, as it applies to sales organizations, is not uniformly defined. Simply put, productivity is maximizing sales results (output) by minimizing resources expended...
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Why Perceived Barriers to Career Advancement are Important
Bill Weeks, DBA, Elten Briggs, PhD, and Fernando Jaramillo, PhD
Finding and retaining high performing salespeople continues to be the #1 challenge for most sales organizations. Organizational commitment has garnered considerable...
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INSIDER: Evolutionary Sales Success
Jacob Christie, MBA Candidate
Have you ever wondered how Pandora processes your musical preferences and recommends other music you might like? Or how Amazon finds and suggests the exact...
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INSIDER: Blogging and Chatting to Promote Your Business
Mark Tarro, MBA Candidate
Promotion and lead generation are two essential functions for a successful real estate agent. However, many agents lack the time and financial resources to promote...
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INSIDER: The Art of the Sale
Susan Monaghan, MBA Candidate
In The Art of the Sale, author Phillip Delves Broughton conveys the primary role that sales plays in business and in life. As a graduate student at Harvard Business School...
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