Monthly Archives: September 2012

Dealing with Abusive Customers

Posted on September 25, 2012 by Joel Whitaker

By Dave Kahle   Q.  How would you suggest I respond when a customer gets abusive and uses profanity with me? A.  That’s a difficult call.  I have had only a couple of these experiences in my career.  Let me...

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SIPA to Merge with Software & Information Industry Association

Posted on September 24, 2012 by Joel Whitaker

Specialized Information Publishers Association, which began its life in the late 1970s as the Newsletter Association and later became the Newsletter Publishers Association, is merging with the Software & Information Industry Association after the financially challenged organization lost its executive...

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Closing the Sale – A Realistic Perspective

Posted on September 10, 2012 by Joel Whitaker

 By Dave Kahle There is not a salesperson in existence who hasn’t repeatedly heard of the need to “close the sale.”  Every new sales manager must view the process of encouraging his/her sales force to “close the sale” as an...

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