How do you know you have a bad (unprofitable) customer (also known as a leech)? Look for one of these known telltale signs: They make excessive demands for customer service. The have higher rates of returns and credit defaults. Most of their relevant wallet share goes to a competitor. They lack the purchasing power to…

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The negative impact on industry profit due to price compression from firms engaging in price wars can possibly be avoided by a better understanding of strategic games. Observing competing firm’s historical behavior and current price announcements offers valuable indications of future actions. Modeling such strategies in a game theoretical scope allows for more informed pricing decisions and possible profit saving maneuvers.

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When I think about time management (an important issue for salespeople) I often find myself thinking about Albert Einstein. When I think about Einstein, I often find myself thinking about Sir Isaac Newton too. They were both brilliant scientists, but now you may be thinking, what do either of them have to do with sales? It turns out that you can apply much of what Einstein and Newton theorized to the science and engineering of selling. Read how.

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