Purpose – To identify the keys to executing profitable sales negotiations based on analysis of the negotiation … approaches of high‐performing salespeople. Design/methodology/approach – BayGroup International (a leading global sales … negotiation approaches taken by study participants, and determined how the approaches taken by the sales professionals who …

. Focuses on the main areas where NLP can help an organization: Management and leadership, sales and negotiation, and customer …

Purpose – This paper aims to describe key issues at macro and micro levels which impact – and affect – sales training … paper reports presentations from key speakers at the Institute of Sales & Marketing's Successful Selling conference … not just in helping people to be successful salespeople but also in helping society to have confidence in its sales …

women work together in the world of advertising sales. Highlights the fact that, in a highly competitive environment …

coaching programme Huthwaite ran for a large computer company in 1991. The programme was concerned with improving sales skills … management competence, working relationships, leadership style, coaching style and learning style. Discusses why coaching does …

improving performance at work. Shows how counselling significantly improved a sales woman’s performance by identifying the …

Purpose – The purpose of this paper is to outline an unusual – and online-based – approach to sales and negotiation …. Findings – The “Learn, Implement, Support” method of developing sales and negotiating skills is effective. It combats, cost … effectively, the criticism that 30 per cent of all learning is forgotten within 30 days of receiving training unless it is …