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Can you trust a salesperson?

Getting the edge in professional selling Terence A. Hockenhull AS THE VALUE of a purchase increases, customers become increasingly concerned about wasting money, buying the wrong...

Like doctor, like salesperson

Getting The Edge In Professional Selling Terence A. Hockenhull IMAGINE WALKING into a doctor’s office and sitting down in front of a physician. Before you start...

You need to talk to be a salesperson

Getting The Edge In Professional Selling Terence A. Hockenhull AS REGULAR READERS of this column may know, I have spent the last six months desperately trying to...

Why pay for a salesperson?

Getting The Edge In Professional Selling Terence A. Hockenhull I’M RIGHT IN the middle of ordering additional company brochures, completing layouts from new flyers and pamphlets, and printing...

Too shy to buy? Maybe the salesperson’s too hot.

HONG KONG — It’s a common assumption that physical attraction is an advantage in life. It should follow, then, that attractive salespeople increase shoppers’...