Monday, April 22nd, 2024

Do you need trust to challenge?

In this dissertation from an MA SALES MANAGEMENT programme in 2017-18, the author explores the extent to which trust is important when applying the Challenger Selling approach. The Challenger Sale (hereafter Challenger) is a selfconsidered advancement in value-based selling (Dixon and Adamson, 2011). The approach caught the critical attention of the selling profession and academia (Rapp, Bachrach, Panagopoulos, and Ogilvie,… 

Tuesday, May 3rd, 2022

The secret power of introverts

Too shy to sell? Why organisations need introverts. Do you ever hear the words “introvert” and “sales” in the same sentence and wonder if it is even possible to be successful in sale and shy or introverted? The conventional stereotype is that sales is an extrovert’s playground, but the reality is that this is simply not true.Countless industry giants are… 

Tuesday, May 26th, 2020

Cross-cultural sales into China

This study, adapted from a 2018 University of Portsmouth Business School MA Sales Management dissertation, explores the adaptive sales model and its suitability for cross-cultural sales into China. The author was surprised at the lack of cross-cultural awareness and understanding in global sales and communication, with even established exporting enterprises lacking an ability to fully engage and communicate effectively with… 

Monday, July 6th, 2015

Let’s Get Real or Let’s Not Play

Bob Apollo, Managing Partner at Inflexion-Point and Journal columnist says: “I’ve been inspired by Let’s Get Real or Let’s Not Play by Mahan Khalsa and Randy Illig, which focuses on developing win-win relationships”. +