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Marketing  :  Sales & distribution

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Persuasion, negotiation, motivation: get inspired by salespeople!

N° 234, March 2013

Based on To Sell is Human: The Surprising Truth about Moving Others by Daniel Pink (Riverhead, December 2012), We are all salespeople (“Nous sommes tous des vendeurs”) by Evelyne Platnic Cohen (Eyrolles, January 2013), and the interview with Paul Lebon, CEO of Vertical Software (Canada), February 2013.

Boost The Performance of Your Sales Force

N° 214, March 2011

A study by Lynette Ryals and Iain Davies shows that 63% of salespeople are underperformers! How can you identify them and help them improve? Based on “Do You Really Know Who Your Best Salespeople Are?” by Lynette Ryals and Iain Davies (Harvard Business Review, December 2010) and “Sales Signals Report,” a Krauthammer study in collaboration with the ESC Clermont Graduate School of Management Group, 2010.

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