Segmentation: changing consumers and purchasing choices
We learn to profile our customers in an unconventional way.
Looking for prospects: profiling to understand their value and potential
How to do new business in a “scientific” way.
How to handle requests for a discount in an ethical and effective way
How to handle requests for a discount in an ethical and effective way.
How to e-mail effectively by using your common sense
We learn how to structure effective emails by breaking them down into their component parts and analyzing each one. Some practical tips when writing emails and understanding when, on the other hand, it is better to use other media. Read more…
Sales forecasts: rear-view mirror or a lens pointed forwards?
Here’s how to make reliable and rational sales forecasts.
When the customer makes the difference: ethical buying
by Alice Alessandri and Alberto Aleo We often talk about ethical buying to refer to choosing items that are sustainable and produced without harming the environment and communities. Actually, a customer’s choices can influence the market not only in terms…
Managing complaints or “Give me a reason to remain with you!”
by Alice Alessandri Dealing with happy and satisfied customers, those people who make your days enjoyable and your job rewarding, is definitely fulfilling and motivating. However, the difference between a professional and an amateur, lies in their ability to handle…
Strategic budgeting: the targeted and controlled use of resources
by Alberto Aleo While doing my military service in Italy, I served with the Engineer Corps and throughout training and beyond, we were continually instructed on how efficiently managing supplies, together with the targeted and controlled use of resources, can…
Manual for Ethical Leaders – Chapter 1: Constructive Criticism
We learn to manage the group using constructive criticism.
Nightmare salespeople: mistakes when closing the deal
by Alice Alessandri, Alberto Aleo What could be worse that seeing all your efforts wasted just as you are about to close the deal? Just like a marathon runner stumbling in the last metre of the race or a chef…