Thursday, January 9th, 2025

Who’s really in the driving seat?

Ever since the term “marketing” was coined there’s been a debate over whether it should take precedence over sales The longstanding debate over whether sales or marketing should be more central to a business strategy is crucial for understanding how businesses can grow and thrive. Each function plays a distinct role in generating revenue and building long-term relationships with customers,… 

Tuesday, February 14th, 2023

Sustainable sales

What does it mean, and does it add value to businesses? In a world where sustainability is the new buzzword, is “sustainable sales” just greenwashing or can it genuinely support the creation of a company’s unique selling proposition? Academic concepts sometimes languish through lack of action as they cannot be translated into professional practice; however, this article defines sustainable sales… 

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 Introduction This paper discusses the relevance of the “psychological contract” to the sales process and its potential contribution to the field of sales education. This viewpoint has emerged through the author’s 40 years etic and emic perspectives of direct observation of sales executives, five years involvement in national and international university sales competitions,…