Featured article

no. 5/2018

Clients with particular needs

Clients with particular needs

A conscientious sales representative knows how to build relationships, meet customer needs and expectations, and conduct a benefit-based presentation. How can these structures of the sales process be built in contact with an unusual, sometimes difficult customer? How do you adapt yourself and the procedure to a customer with particular needs?

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no. 4/2018

Selling services effectively

Selling services effectively

In many ways, sales of services are different from product sales. When buying a service, the client pays for something intangible, for something they can’t touch, smell, or taste. That’s what makes clients less trusting, what makes it harder to sell services. There’s also an advantage - compared to products, it’s easier to match services to client needs, which increases the chance of a sale.

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no. 3/2018

Techniques for exerting influence in sales

Techniques for exerting influence in sales
The skillful use of influence exerting techniques not only allows for more and better sales, but also allows salespeople to recognize and respond to attempts at manipulation from the client. How can you ethically, morally, and effectively influence clients?
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no. 2/2018

Post ‑ purchase service: how to build client loyalty

Post - purchase service: how to build client loyalty

Maintaining client loyalty is one of the primary challenges of modern companies. Competitors create state of the art centers aimed at streamlining company-client communication channels. On the one hand, this allows for reducing operational costs, while on the other hand it increases client satisfaction. What can a salesman do in this area?

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no. 1/2018

Difficult customer? Challenges and solutions

Difficult customer? Challenges and solutions

For one trader, a difficult customer is the one who does not know what to buy, for another trader – a demanding customer, asking a lot of questions, and yet for another one – a quarrelsome customer. How not to lose your head, find a solution and attract a customer to your website in such a situation?

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