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Keller Center for Research

Browse Archives by Author: Drew Johns

INSIDER: Making the Customer Comfortable With You
Drew Johns, MBA Candidate
Customers have more power in the buyer/seller relationship than most people think. The relationship is dependent on how a customer relates and reacts to the salesperson..

INSIDER: Proactively Managing Your Team
Drew Johns, MBA Candidate
There are two different types of sales managers, those that wait and react to a situation after it occurs and those who proactively engage themselves to ensure their sales team..

INSIDER: Managing Conflict in the Buyer-Seller Relationship
Drew Johns, MBA Candidate
Approximately one in every six hours of a salesperson's or agent's time is spent dealing with conflict (Bradford and Weitz 2009, p. 35). The difference between losing a client..

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