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PACCAR, a multinational truck, parts, and financing company, had a negative 2024. Examining PACCAR’s Truck, Parts, and Other business specifically, revenue fell 5% to $31 billion and earnings before interest and taxes fell 17% to $4.5 billion over the last year. (This article excludes PACCAR’s financial services business and makes no comments regarding how pricing should be managed in that line of business.) A review of PACCAR’s 28 January 2025 earnings call…
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Contrary to popular belief, salespeople are not motivated by money alone. Researchers have demonstrated that three other factors strongly contribute to a…
Read More Perhaps the most examined structural motivation tool is the incentive structure of the compensation package. Managers have tinkered with this issue more…
Read More How do managers motivate salespeople to perform? Much research has revealed a number of tools that managers can deploy to motivate their…
Read More When it comes to sales management, there is a forgotten market segment crying out for professional help. This forgotten market segment are…
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