THE CUSTOMER IS RIGHT! WHICH SIDE YOU’RE ON COULD DETERMINE A HIT OR A MISS

Great salespeople are not born, they are made. They’ve learned a set of skills that allow them to connect quickly with their customers, and to present their product in an extremely appealing way. These skills have largely been learned, and can therefore be taught. If you ob…

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THE CHANGE FACTOR (BEING ADAPTABLE TO CHANGES MAY MAKE OR BREAK A LEADER) IV

CASE STUDY The director of a regional multinational corporation was upset when he heard from his divisional head that the morale of his organization was suffering and the discontent of his staff was being felt by multiple people who worked in the regional office. The discont…

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THE CHANGE FACTOR (BEING ADAPTABLE TO CHANGES MAY MAKE OR BREAK A LEADER) III

The precise impact of a given structural or procedural change will be different at the various levels of hierarchy. For example, a factory manager may have to accommodate new financial constraints imposed centrally, to relocate his plant, to suffer political stresses from p…

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THE CHANGE FACTOR (BEING ADAPTABLE TO CHANGES MAY MAKE OR BREAK A LEADER) II

RESISTANCE TO CHANGE  Changes are often imposed upon an organization by external agents such as customers, suppliers, political, upheavals, community pressures, and so on. When change is directly instigated by senior management, it will usually be presented in the form of ar…

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THE CHANGE FACTOR (BEING ADAPTABLE TO CHANGES MAY MAKE OR BREAK A LEADER) I

Modern life subjects numerous changes, many of them quite demanding. One of a leader’s most difficult roles is to guide an organization-a complex entanglement of social, cultural, political, behavioral, and structural factors, smoothly and succesfully through transitions to…

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MANAGEMENT FUNCTION

Management plays a vital role in any business or organized activity. Management is composed of a team of managers who have charge of the organization at all levels. Their duties include making sure company objectives are met and seeing that the business operates efficiently…

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COMPLAINTS CREATE CONFIDENCE III

LEARN AND ADAPT It’s hard to get it right all the time. We have all received feedback with a sting. At times, we reach with anger, hurt, or frustation. The “it’s not fair” response, or become totally submissive in accomodating those with influence. Salespeople invite their f…

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COMPLAINTS CREATE CONFIDENCE II

HANDLING COMPLAINTS A business can swing dramatically from positive to negative and back, all within a day. Complaints about your company’s services or product mostly come as asurprise since people rarely set outto disappoint or offend. Not only do salespeople have to manage…

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