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Trump initiated tariffs with major U.S. trading partners on 1 February, then retracted them on 3 February. Executives across the North American continent expressed uncertainty regarding their preparedness for the possible supply chain and economic shocks. For executives at manufacturing and distribution companies with supply chains that stretch across borders, pricing decisions must be made at a highly accelerated pace to manage the economic shocks associated with new tariffs. Today, more than…
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Are you pedantic or socratic when you sell? Which should you be? How do you go from one to the other? Or,…
Read MoreContrary to popular belief, salespeople are not motivated by money alone. Researchers have demonstrated that three other factors strongly contribute to a…
Read MorePerhaps the most examined structural motivation tool is the incentive structure of the compensation package. Managers have tinkered with this issue more…
Read MoreHow do managers motivate salespeople to perform? Much research has revealed a number of tools that managers can deploy to motivate their…
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