Tuesday, September 28th, 2021

A new paradigm for CPD in sales

Why there needs to be a fresh approach to the personal development of sales executives and their managers. Many readers of this article may already be in superb sales organisations; however, for those in the sales field it will come as no surprise that many small-to-medium enterprises (SMEs) have little in the way of formal sales training that could be… 


Monday, July 26th, 2021

Psychological contract

Introducing the psychological contract into sales education The “psychological contract” approach in organisational terms makes claims for greater mutual commitment and motivation (Rousseau, 1995) and reciprocation (Coyle-Shapriro and Kessler, 2002). Best-practice practitioner sales training promotes trust-based relationship building, in order to overcome price objections and maintain profit margins. However, it does not necessarily explain how this can be achieved in…