The salesperson and the price: a relationship to reconsider
The salesperson and the price: our tips on how to propose the value of an offer.
Two generations compare notes in a dialogue on Marketing, Branding and Communications
By Alberto Aleo and Riccardo Trevisani Two different generations with diverse experiences and from different contexts, but both dealing with corporate strategies and tools: Riccardo has just concluded a arkeaster's degree in Design Management Innovation (don’t be fooled by the name because it…
Time to consider externalities and ethics
by Alice Alessandri e Alberto Aleo We have been hearing about the crisis for so long that many of us just take it for granted. It has become a background noise to our lives and career choices, to the extent that…
When my grandmother asked me, “So what are you now, a travelling salesman?”
by Alberto Aleo While underlining that the profession of a travelling salesman is both noble and nowadays cloaked in a certain romantic aura linked to the pioneering spirit, the question as posed by my grandmother had a negative connotation. What…
The Lose-Lose situation: when you miss the chance of winning together
By Alice Alessandri Some time ago we dedicated an article to win-win situations, currently a buzzword when talking about negotiations, whether in political or economic scenarios (industrial disputes, union agreements...) or in the routine situations we deal with every day…
The various dimensions of a sale: the internal customer
by Alberto Aleo Welcome back! Since one of the major difficulties on returning to work after the holidays is getting used once again to your working environment and your "internal customer", that is to say your colleagues, today's article tackles this…
Cold calling: fix an appointment
We get the appointment arousing interest and curiosity in our interlocutor. Read more…
What do I sell and why? The analysis of the offer system
What is the real object being traded in a sale? Are you certain you know what you are really offering the customer? Let’s analyse the offer system.
Cold calling: getting past the filters
It will be easier to overcome the filter of zealous assistants, trained to block all calls from us sellers. Read more…
Customer vs Seller? Let’s resolve the conflict of interest
Customers and sellers are not enemies and this is why.