Richard Stone

name

How to Assess Your Sales Force

03rd June 2010
Without regular individual assessment, changes in performance that are early indicators of a need to provide corrective sales training will be missed. It is, therefore, inconceivable that any sales manager would attempt to manage their sales department wi... Read >

Resignation Threats? How To Keep Your Good Sales People

27th May 2010
A high turnover rate is one of the principal problems facing the field sales department today. This is due to an increasing trend of sales staff changing jobs more frequently. If first-rate sales people leave the business, you have to deal with fiscal los... Read >

How To Build Self Confidence In Salespeople

20th May 2010
Every first contact with a potential client is a journey into the unknown: no salesperson knows what reception they will get and whether the visit will be successful or not. The natural reaction to this uncertainty is fear. Therefore to help overcome this... Read >

How To Negotiate Correctly With The Japanese

19th May 2010
Japanese managers prepare for their discussions with Western associates by having intensive discussion exercises. The negotiating style, on the other hand, quite often presents problems to European managers. Therefore, this is a popular topic on sales tra... Read >

How Well Do you Assess Customer Satisfaction?

14th May 2010
How to ensure every sales person finds out the client's real needs and then meets these needs is the focus of many sales managers on management training courses I have attended. This is hardly surprising because high priority has to be given to ensuring c... Read >

Dealing With Aggressive Clients

13th May 2010
No individual enjoys being shouted at or getting reproaches or accusations. However always remember: even when a customer presents their grievance in an ill-mannered way, they do not mean it personally. Delegates attending sales training courses repeatedl... Read >

What Causes Conflict Between Managers and Salespeople

11th May 2010
In roughly 30% of business relationships between sales people and sales managers the two parties fall out every year and is a reason why mangers want management training. This has spurred the Business Psychology Institute to carry out an extensive survey ... Read >

How to Run an Exhibition Stand

12th March 2010
Prospects are high at trade fairs and exhibitions. The presenter makes use of the advantages offered at the show to display his products and services, to put across client-specific data and to stress his company's status as taught during his sales trainin... Read >

How To Sell Through Distributors

05th March 2010
The start of this latest recession has brought sales training into sharp focus and has marked the beginning of many companies battle for survival: with competitors invading all their traditional markets by lowering their prices by 10%. One leading manufac... Read >

How to Motivate Sales People When Sales Are Poor

05th February 2010
Managing a sales team can require special skills when business is poor. Many attendees to management training seminars regularly say that when orders start to fall, salespeople react by working more slowly and therefore the level of sales tends to fall ac... Read >

How to Motivate Salespeople

03rd February 2010
Years of research into sales performance has identified that each member of a sales team is different and has varied requirements. The way each one work s and deals with the challenges in their job is varied according to their personality type. However it... Read >

How to Audit Your Sales Force

08th September 2009
The sales force audit is a procedure for diagnosing a sales organisation. It shows management the weak points and areas for development to improve business performance. A good sales management training course covers the keys aspects of how to conduct an a... Read >

How to Convince People to Accept Your Ideas

26th July 2009
People attending management training courses often ask how they can get their ideas accepted. How many times have you as a manager experienced just how difficult it is to get your ideas and initiatives accepted? Human nature tends to see problems and to c... Read >

What Employees expect from their Manager

23rd July 2009
When discussing and writing about personnel management, you will often hear the ideas about management of such people as John Adair. Valuable as these insights are of even greater importance, it can be argued, is the opinion of the managed. Real managemen... Read >
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