Richard Stone

In current markets, where companies offer similar products and services, employing creative sales people is related to subsequent sales success This article looks at the detection of creativity in sales people.

Call centres are a central part of the customer-company communication strategy in large companies. This article describes some of the terminology used and provides a checklist for those thinking about setting up a new call centre.

Seminars are a popular way of providing sales training to the sales force. Whilst they can not substitute for interactive learning they can be a useful tool in motivating performance. This article looks at how to select a seminar for your sales people.

Marketing and sales costs can account for up to 50% of the final product price. Companies are looking at ways to reduce these costs and four areas of interest are discussed in this article.

Sales people can, at the best of times, be hard to manage. This article looks at how to manage the talented sales person whose negative behaviour is having an adverse effect on their colleagues.

Electronic Meeting Systems are widely used to promote meeting effectiveness. This article discusses what they are, describes some of the advantages of using them and gives some tips for introducing them to your business.

Computer aided selling can help sales forces to improve sales results. This article looks at some guidelines for sales managers thinking of introducing such systems to their sales teams.

This article looks at some techniques for breaking through the rituals of negotiation. It also provides a checklist of questions to improve your preparation and chances of negotiation success.

Good teamwork and interdepartmental collaboration not only allow for smooth operation of a company, but also have a direct bearing on the level of service given to the company's customers. This article looks at how internal service levels can be improved.

How much you can charge for a product is greatly influenced by the price sensitivity of your customers and this, in turn is influenced by the stage in the product life cycle.