Definitions of a Professional
1. (noun) a person practicing a profession or engaged in a specified occupation for pay (e.g
professional writer, professional golfer)
2. (adjective) associated with the high standards, quality, or status of a profession
Ethics: 8 Steps to Ethical Decision Making In Business
Step 1: Gather the Facts
Asking questions about the issue is important!
?) How did the situation occur?
?) What issues do both sides bring to the table?
?) Is there any background information I am g
AN EIGHT-STEP GUIDE TO ETHICAL DECISION MAKING
1. Gather the facts. When making an important business decision, it is necessary to gather
relevant facts. Ask yourself such questions as, "Are there any legal issues involved here?"
"Is there a precedent in
Sales Quotes: Course Introduction
Selling is more than taking orders. (Iowa Farmer Today, April 8, 1995)
Forget about the sales you hope to make and concentrate on the service you want to render. The
moment peoples attention is centered on service to oth
Interviewing in Foreign Countries
In sequential or serial interviews, the candidates are interviewed by a series of different people
one after the other. While multiple views could help surface biases and reduce selection
mistakes, it is unlikely the same
A changing market place: there are forces that are changing the selling process
a. Globalization: companies that compete only in the United States are feeling the
effects of globalized competition. Companys growth is likely to d
A Process for generating new accounts
Three ways by which a firm can increase the value of its customer base:
o Acquiring new customers
o Retaining existing customers
o Increasing the profitability of each customer by increasing its purchase
The basic types of selling models
Standardized model: a series of statements are constructed about an offering to stimulate a
positive response by the customer. Often referred to as benefiting an offering.
Canned presentation: sales presentat
Three things that a sales team has to be
3. Effective: most important, must meet your goals, yet you must have all three
Decisions that affect the sales force: compensation, sales management role, recruiting and