En bra säljare känner sin kund

Känn dig själv, känn din kund. Säljkompetens och hantering av kundrelationer har betydelse. Men vad har trygghetskänslan att göra med försäljning? För att läsa mer (på finska), klicka här för Logica CGIs publikation “Ratkaisu” (Lösning). Text och bild Antti Kirves.

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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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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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