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...
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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?
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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...
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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...
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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...
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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....
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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...
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