Study suggests best practices for attracting new customers

The holiday shopping season can make or break some businesses. A new study from the University of Missouri has found businesses that know how to leverage the enthusiasm of their new salespeople and the experience of their ...

Variable compensation and salesperson health

Researchers from University of Houston and University of Bochum published a new paper in the Journal of Marketing that examines how variable compensation plans for salespeople can lead to lower health.

Sales newbies, don't fret—just go above and beyond

Good news for novice salespeople worried about becoming successful: Expressing your gratitude to customers by going above and beyond your job description may be as effective as developing long-term relationships with them, ...

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