Ethics and Values

‘How to manage and help salesmen’ – lessons from ’60

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You might be taken aback by the sexist nature of the title of this article ’How to manage and help salesmen’.

However, if you take into account that this title comes from a book written in 1960 by Charles B. Roth you might be a bit more forgiving.

Much of what is written in this book is about honourable business practices, fair and decisive leadership, care for customers, effective coaching and support of teams, and above all, respect and dignity ...

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The Silent Majority

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Sales and salespeople

The history of sales methodologies and salespeople is full of twists and turns. With a few excellent –or at least well-intentioned– ways of selling and many others that are the complete opposite.

There was a time when the salesperson was the only one with information about new products—from the end of the 19th century to mid-20th century; they were the experts and customers were in their hands when it came to making a buying decision. This ...

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Selling is everybody’s business – How to get started

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Everybody lives by selling something

After thousands of hours of study and many years honing technical skills to be a competent professional in your chosen field, it can come as a rude shock that you now need to sell your services and capabilities as well.  A competent selling capability isn’t a nice-to-have skill, it is an essential business and life one.

The topic of selling and growing a business doesn’t often feature in university lectures.  In fact, selling is in ...

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Why everybody benefits from being more ‘Otherish’

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What does being ‘Otherish’ mean?

Adam Grant, in his bestselling book Give and Take, talks about the concept of “otherish” being the opposite of selfish and different from selflessness. “Otherish” people   consider both their own interests and the interests of others simultaneously; they are looking for win-win situations, as opposed to selfless people who may only consider the other and end up in lose-win setups or selfish people who look for winner-takes-all.

‘Otherish’ is all about a fair exchange of ...

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Everybody lives by selling something

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This statement was coined back in the late 1800’s by Robert Louis Stevenson. It shows how everyone needs to consider selling as part of their professional life. It doesn’t matter what your work is, hairdresser, accountant, lawyers, engineers, trade, everyone. We all live by selling something.

In our lives we are all exchanging things of value. Whether what we exchange is of value to others should be determined through effective communication, open dialogue, and trust. We all need ...

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“On Sale” and what it means for Sales.

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Have you looked around lately … e.g. Television, advertising while surfing the Internet, brochures, bill boards, shopping malls etc.?

All you ever see is “On Sale” – (nearly) everywhere.

Then all of those advertising where many larger retailer constantly tell you “if you find the same product cheaper in other stores we beat it by some percent”.

Let’s face it; there will always be someone offering their products or services cheaper than you. But are they offering exactly the same as ...

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