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Avoiding price pressure

“It is unwise to pay too much, but it’s worse to pay too little. When you pay too much, all you lose is a little money – that is all. When you pay too little, you sometimes lose everything because the thing you bought was incapable of doing the thing it was bought to...

The biggest missed opportunity in selling

  A true story ‘from our files’… A sales person visited my colleague at our offices to discuss the purchase of a colour printer/fax/scanner. I was on a potentially long telephone call when he arrived and I encouraged them to begin the meeting without...

How to write a marketing plan

Introduction This paper looks at what should be included within your marketing plan. Every company, no matter how small or large, needs to develop a marketing plan in order to have a clear picture about what it wants to achieve. A marketing plan helps a company to...

How to recognise negotiation tactics

“Negotiating in the classic diplomatic sense assumes parties more anxious to agree than to disagree.” Dean Acheson, US Secretary of State under President Harry S Truman   Negotiations occur in all areas of our lives, not just business. From large government...

How to prepare for a negotiation

Whether negotiating with your boss, your children, your partner or your customers, negotiation touches our lives every day – sometimes without us even knowing…  The act or process of negotiating: successful negotiation of a contract / a discussion intended to produce...

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