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Ethics illustrates and differentiates between business ethics, everyday ethics, and unacceptable ethics.
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Information Asymmetry refers to the difference in information availability for sellers and buyers.
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Product vs Customer Orientation focuses on differences between a product focused sales strategy and a customer focused sales strategy.
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Business to Business and Business to Consumer sales strategy differences are illustrated.
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Lead Generation and Quantifying gives a basic overview of how sales organizations use customer information to focus their sales efforts.
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Changes in Sales Leadership highlights expectations many modern salespeople have of their sales manager.
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Types of Sales Jobs gives a basic framework illustrating the division of responsibilities often seen in some sales organizations.
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Key Roles of Salespeople illustrates some of the ways sales people generate value for the sales organization as well as the customer.
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Personal Selling Approaches highlights four different, yet related, sales techniques often used by sales organizations..
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Trust Based Relationships Selling contrasts transaction sales and trust based relationship selling.
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Generalization and Specialization illustrates how salespeople can perform all activities or focus on certain activities at the exclusion of others.
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Span of Control vs Management Levels illustrates how sales organizations can have a more vertical or flat management structure.
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International Salesforce Types illustrates the three different salesperson type combinations that can be deployed internationally.
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Sources of Power illustrates the five types of power held in interpersonal relationships.
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Influence Strategies illustrates the five types of influence strategies and their associated sources of power.
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