Increasing Sales Force Expectations
Robin T. Peterson
How do you inspire sales representatives to work harder and smarter? There are many answers to this question including “Pay them more,” “Give them better training,” and “Show them how to do a better job of prospecting.” Still another way is to enlarge their expectations in various ways. This method has considerable promise, especially if it is employed in a creative fashion.
Complete Article: Increasing Sales Force Expectations
What You Should Expect from a Marketing Researcher
Michael R. Hyman, Stan Fulton Chair of Marketing, NMSU and Jeremy J. Sierra, Assistant Professor of Marketing, Texas State University-San Marcos
Own or manage a business? Employed by a large corporation or public institution? If so, then it’s likely that you’ll eventually need to retain and/or work with marketing researchers. What should you expect from such experts?
Complete Article: What You Should Expect from a Marketing Researcher
Christopher A. Erickson and James Libbin
Complete Article: Talking Points