Tuesday, September 5th, 2023

Opening a conversation

Continuing our new series of sales tips, Bob Apollo discusses five things to bear in mind when preparing for your next significant sales conversation. How we plan and prepare for a sales conversation has a huge impact on the outcome. Preparation: +

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… 

Thursday, January 28th, 2016

Is conflict within a relationship a bad thing?

Is conflict within a business-to-business (B2B) relationship a bad thing? Gargiulo & Ertug (2006) argue that hostility and bitterness resulting from disagreements not being resolved amicably can lead to almost pathological consequences such as relationship dissolution. However, when disputes are resolved amicably, such disagreements can be referred to as functional conflict, because they prevent stagnation, stimulate interest and create curiosity,…