Giving Good Advice: How New Management Models Relate to Sales
huisjenla24 Samuel Cuthbert, a professor of Management at UCLA, writes the importance of the new management models and systems through this book. The main theory behind the book is that our…
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Sales/Prospecting Internship
Over this semester I have gotten to work with/through the Entrepreneurship & Innovation department to have a sales internship with a digital marketing agency, Corkboard Concepts. When beginning the internship,…
Narratives in Sales
We have talked in class about stories in sales. Narratives in general are a great way of communication, and have been throughout history. In biblical times, Jesus helped answer questions…
Painting Seagulls: How Salespeople Project
Have you ever gone painting? Or seen a really beautiful photo? How often do you think, “Hmm, that’s missing something?” or, “This is a little much for me…” Recently in…
Moving Others in Management
Management. As you read that word, what do you picture? I think of Michael Scott, from The Office. I’m sure many people might think of a bad boss, or maybe…
Questions with Questions: A History
We talked in class about answering a question with a question. You, as a salesperson, are trying to get to the root of your clients pain. Whether that’s something they…
Mimicry in Sales: A God Given Gift
We’ve talked about mimicry in class before. This is the act of copying another person’s movements/mannerisms. In a sales conversation, mimicry is used to help relive tension and make potential…
Soft Skills in Sales
How do some salespeople come off as crazy, in your face lunatics, but when Prof. Sweet imitates a sales conversation he manages to sell you without even trying? The answer…
Elasticity: Big Companies, Small Businesses, and the Web
As we’ve been reading about Elasticity, its been more in context of a large business needing diverse employees. Why is it like this nowadays? Since when did you need to…