The strategy of franchising has become an increasingly important growth option for firms operating in todayÕs highly competitive marketplace. This paper describes the present status of franchising and provides managers with practical, strategic guidance on its use. Three general forms of...

In todayÕs rapidly changing sales environment, successful salespeople must acquire skills that give them a competitive advantage. Emotional intelligence (EI), defined as perceiving, interpreting, and reacting to oneÕs own and othersÕ emotions, is offered as one critical skill that will allow...