News & Articles

A potential customer or “prospect” is first typically identified as a sales lead, which simply means the salesperson has obtained information to suggest that someone exhibits key characteristics that lend them towards being a prospect. For certain sales positions, locating leads may not be a major...

Selling styles can help management predict how a seller will act in certain sales situations and can provide worthwhile guidance for selection, training and development purposes.  In 1979, research scientist George W. Dudley approached the subject of selling styles experimentally. Using two forms of the well-known...

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