• Insight
     -  Ramu I.
    August 21, 2014

    When a company adds an online channel of distribution to existing brick and mortar channels of distribution, there are many challenges that it must address to develop cohesion between the two types …

  • Insight
     -  Ramu I.
    March 07, 2015

    Handing out free samples is common practice in retail and for good reason. The small number of studies that have been conducted on the subject agree that sales can grow dramatically when people get …

  • Insight
     -  Ramu I.
    October 11, 2014

    Cold calling is one of the earliest stages in the process of selling to a customer. It normally consists of making the first telephone call to the customer or, more unusually in today's age, the …

  • Insight
     -  Ramu I.
    March 20, 2015

    The freemium pricing strategy, where a basic product or service is available free of charge but a premium is charged for the use of addtional functions and features, is used primarily in the digital …

  • Insight
     -  Ramu I.
    January 31, 2015

    Contrary to popular belief, not every item sold needs to generate a profit. A loss leader is a deliberate pricing strategy in which a product is sold at a loss because it is priced below its market …

  • Case Study
     -  Richard F.
    December 13, 2014

    Sales territories, or the districts assigned to salespeople, are about as stable as magma in a volcano. Dividing turf in ways that intuitively make sense and implementing call rotations may once have …

  • Insight
     -  Ramu I.
    August 20, 2014

    Several times a year, it is a good idea to analyze your revenue streams and prepare a forecast for growth. You can learn a lot from the process and determine with greater accuracy where your growth …