News: Dr. Paul Viio appointed Visiting lecturer, Donau-Universität Krems, Austria

As of March 2013 Dr. Paul Viio has been appointed Visiting lecturer at the Donau-Universität Donau Krems. Dr. Viio teaches value-based selling, sales management, and relationship management in business-to-business context to Executive MBA students in Krems, Austria. “Teaching value sales and business relationship management at Donau-Universität Krems and to students of the Danube professional MBA school…

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News: Dr. Paul Viio Appointed Director Sales Research at Hanken

As of January 1, 2013 Dr. Paul Viio has been appointed Director Sales Research at CERS, Hanken School of Economics, Helsinki, Finland. Dr. Viio is responsible for sales research and teaching selected courses in personal selling & sales management, marketing and purchasing. “It is an honour to be awarded this newly established position. Hanken –…

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A good salesperson knows his customer

Know yourself, know your customer. Sales competence and customer relationship management are important. But what does the feeling of security have to do with selling? To read more (in Finnish), click here for the electronic version of Logica CGI’s publication “Ratkaisu” (Solution). Text and images by Antti Kirves.

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Stay true to yourself

You want to achieve something meaningful but have the feeling that you are mostly distracted by other things that come your way. Does this sound familiar? Most of us feel that we have a higher purpose in life that what we are doing. We want to achieve something special, but have the feeling that we…

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News: Dr. Paul Viio appointed Visiting Professor at IUM

As of August 2012 Dr. Paul Viio has been appointed visiting Professor at the International University of Monaco – IUM. Dr. Viio teaches service and relationship oriented marketing, sales and purchasing in business-to-business context to MBA students at IUM in Monaco. “Teaching business market management and service and relationship oriented sales and purchasing in particular…

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Success based on values is real success

The most commonly used measurement for measuring an executive’s performance is money. The more profit that is generated for the company, the higher the executive’s pay check usually becomes. Money is regarded as the key to success, and sadly, it does not always seem matter how the money is obtained: “A quarter of Wall Street…

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Values should drive the sales work

Instead of being busy chasing the deals to fill our sales quota for the month or quarter, we (anyone involved in personal selling) should focus on working in a way that is derived from our values. This may sound like very soft selling, which it can be, but the idea behind this is to pursue…

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Presenting at the AMA SERVSIG conference in Helsinki, Finland

I felt honored to be presenting my research in the area of sales and sales management at the AMA (American Marketing Association) SERVSIG (Special Interest Group for Service marketing research) International Service Research conference 2012 held in Helsinki, Finland. To my not so big surprise, there were few presentations that actually focus on value-based service…

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