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 Article Directory   Author   CJ Ng
 

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Published Articles:13
Total Article Views:6,263 (unique visitors)
CJ Ng
(USA)Author

CJ Ng's Articles

Articles by: CJ Ng

Recent Articles

Up-Selling and Cross-Selling to More Profits?

Imagine you are going on vacation and are in the process of checking into the resort hotel. The counter staff smiles at you, and enthusiastically tells you that if you were to add an additional €10 .
(August 24, 2008)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 980

A Question of Trust

It is often said that customers buy from people they like. While we don't usually buy from people we dislike, there is one more dimension to this old saying. Customers buy from people they trust To ..
(August 06, 2008)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 501

Is Your Company Name Really That Important When Cold-Calling?

One common way of the opening line when sales people make cold-calls is “Hi, my name is xyz, and I'm calling from abc company. . . " Unless you are calling from really established companies ..
(August 06, 2008)
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  • Currently nan/5
 | Business/Sales-Teleselling | Visitors: 473

Why Aggressive Closing Will Make You Lose the Sale

One key technique that most traditional sales training teaches is “ABC" - Always Be Closing. Unfortunately, unless you lock your customers in a room and throw out the key, if you are ..
(July 11, 2008)
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  • Currently nan/5
 | Business/Sales | Visitors: 282

Are Sales People Motivated ONLY by Money?

It is common knowledge that many sales people can calculate how much commission they have earned faster and more accurate than any super computer. Indeed, money is a key driving force that motivates ..
(July 11, 2008)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 583

Getting The Biggest Bang For Every Dollar You Spend On Sales ..

According to research conducted by Huthwaite, 87% of what is learnt in a sales training session will be lost after 1 month upon completion of the training programme. That means 87% of what you spent ..
(May 15, 2008)
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  • Currently nan/5
 | Business/Sales-Training | Visitors: 307

Cultivating Key Account Management Best Practices

Key account sales people in China love to emphasize about the importance of Guanxi or relationships when it comes to managing their key accounts. But is maintaining good relationship the only ..
(March 08, 2008)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 1767

Selecting the Right Recruiter for Your Sales Hiring Needs

Due to the acute shortage of experienced, good sales people, more and more companies are looking to hiring such sales people (and sales managers too) through headhunters. Unfortunately, most of the ..
(February 03, 2008)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 203

How To Make Sales People Change Their Bad Habits

The hardest part of a sales manager's job is perhaps getting sales people to change for the better. In my Dec 2007 issue*, I mentioned that one of the root causes of poor price negotiation is sales ..
(January 04, 2008)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 217

The Only Failure is the Failure to Participate

Rather than be cowed by the idea of the new economy, we should be pro-active and participate in it. Acquire the necessary skill sets and thrive! Contrary to most expectations, the new economy isn't ..
(December 10, 2007)
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  • Currently nan/5
 | Business/Entrepreneurialism | Visitors: 206

Tips On Handling Unreasonably Demanding Customers

Harassment from customers isn't new. It's just a topic that most would just shun from discussing. I would suggest that for sales people who subjected to crude behaviour, tell their customers to stop .
(December 10, 2007)
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  • Currently nan/5
 | Business/Sales | Visitors: 276

The Worst and Best of Customer Service in China

A business traveler to Zhengzhou, Henan Province, China left his luggage in the boot of the taxi he took from the airport to the hotel. Fortunately for him, he kept he receipt of the cab fare, and ..
(December 09, 2007)
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  • Currently nan/5
 | Business/Customer-Service | Visitors: 219

Using Quality Management Principles To Retain Customers And ..

This seems exactly like an oxymoron. After all, for a marketing strategy to work, it is commonly perceived that one needs to be creatively generating ideas to entice customers, so that they buy more ..
(December 09, 2007)
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  • Currently nan/5
 | Business/Management | Visitors: 249