When negotiating, it pays to know your customer

A new study of the time-honored tradition of haggling over new car prices shows that sales personnel who are trained to understand a customer's price sensitivity will strike a better deal for their employers.

Study tests motivational techniques

Every year, U.S. companies spend billions on incentives for salespeople, and although incentives can help boost sales figures, the associated costs cut into the bottom line in a big way.

Why let your sales force influence product prices?

From the outside, you might not notice the ongoing tension within many large businesses: the battle between salespeople, on the one hand, and marketers and product managers, on the other. Because the salespeople often benefit ...

China state media raises pressure on Britain's GSK

Chinese state media increased the pressure on British pharmaceutical giant GlaxoSmithKline (GSK) over a bribery investigation Tuesday, accusing the firm of being responsible rather than individual employees.

The cash register rings its last sale

(AP)—Ka-ching! The cash register may be on its final sale. Stores across the U.S. are ditching the old-fashioned, clunky machines and having salespeople—and even shoppers themselves—ring up sales on smartphones and ...

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