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Marketing & Advertising

Types of Channel of Distribution in Businesses

Last Updated on November 25, 2020 By Lisa C. Townes Leave a Comment

It is concerned with the system of marketing institution through which goods or series are transferred from the producers to the consumer. A larger number of products do not reach the consumers directly, there is an indirect method of dealing between producer and consumer.

A channel of distribution for a product is the route taken by the title to the goods as they move to form the producer to the ultimate consumer or industrial user

A channel always comprises both the producer and the final consumer, as well as all agents, merchants and middlemen involved in the title transfer.

The channel does not include firms such as high ways banks, insurance companies and other middlemen institutions which perform marketing and advertising functions but play no prominent part in negotiating purchases and sales.

A channel of distribution is also called a Trade channel

Traditional Approach

Channel of Distribution

This method of selling is the most important of all distribution channels. Small producers, wholesalers and retailers find this channel the only economically feasible choice. This is also known as the “Traditional” channel for consumer goods.

Channel of Distribution

Sales by producers to retailers have become even more common as the scale of production has increased. This method of selling is employed largely by making a lawful contract for the automobile industry and by other producers who sell large quantities on contract to chain stores, mail-order houses and other large retailers.

Usually, Contracts are made directly between the purchaser and the producer without the intervention of a salesman who calls regularly.

Channel of Distribution

Some producers sell direct to end users, with no middlemen involved. This type of operation is found more frequently in the marketing of industrial and some agricultural goods and services than in marketing to domestic consumers. Door to door selling and mail order, however, are examples of direct consumer marketing.

Channel of Distribution

If production is on a very large scale, manufactures may be able to operate their own retail shops. Producers own shops are familiar in a number of retail fields, including shoes, food, clothing, varnish, furniture, paint petroleum and diary products.

Channel of Distribution

This channel involves intent on the part of the producer to bypass the wholesaler. It is sometimes employed by producers who manufacture large quantities of product. This method of selling is used by some manufacturers in several industries i.e. drugs and groceries market.

Channel of Distribution

Small producers prefer to use a manufacture’s agent, selling agent or broker who in turn go to wholesalers who sell to small stores.

Channel of Distribution

Many producers often use agent and middle man to reach the large scale retailers. A manufacturer of a glass cleaner selected a food broker to reach the grocery store market, including the large chains.

Channel of Distribution
lisa
Lisa C. Townes

Lisa is a passionate travelers. She spends 3 months every year visiting different places worldwide. She has visited almost every famous place in the world. She herself is an affiliate blogger

Filed Under: Marketing & Advertising

B2B Benefits of SMS Marketing

Last Updated on February 19, 2020 By Lisa C. Townes Leave a Comment

SMS Marketing has been very famous because it delivers your message in cents, You can easily advertise your product to numberless people who you even don’t know and can’t reach too.

Most of the businesses practice it. SMS marketing has many advantages to it. More than 97.5 % of messages are opened with 05-10 seconds of receiving.

Table of Contents

  • B2B SMS Marketing – The Necessity
  • Why Business don’t use SMS Marketing as Advertising tool??
  • How to Target Customers in B2B SMS Marketing?
  • The Right Target in B2B SMS
  • Who is My Target in B2B SMS Marketing
  • Which Number to use for SMS Marketing? – Your own
    • Why I send messages from my number?
  • When I should send messages?
  • Time to send Messages
  • Greeting SMS
    • The Right One
    • The Wrong One
    • Right Message
    • Wrong Message
  • Top Benefits of SMS Marketing
    • Instant Delivery
    • Saves Paper
    • Open Rate
    • Focused Message
    • Time Saving
    • Forwarding Option
    • Message Storage
    • Worldwide | Nationwide Delivery
    • Less Costly
  • Wrapping Up

B2B SMS Marketing – The Necessity

Businesses are not practicing it as much as they should yet it is necessary for every business. We receive many Marketing SMS on daily basis promoting their services & products like insurance, internet, school, mobile phones, shoe, computer, laptops and others.

Being in B2B or B2C– do you receive SMS promoting product you need in your business or household general stuff? These products are consumer products in general; they are not specified to businesses only.

Benefits of SMS Marketing

Why Business don’t use SMS Marketing as Advertising tool??

Most probably either they are not familiar with potential customers or don’t have their contact details. Firstly you have to collect contact details of prospects to market then you have to advertise your product and wait to see the Advantages of Advertising. B2B sms marketing will boost your sale & company would be familiar in your customers.

How to Target Customers in B2B SMS Marketing?

Targeting B2B customers was a tough job in past but today it has been very easy with its limitation. Your product is used in industries lets assume machinery oil.

Most practised Selling Approach is having an office or shop in a related market and wait for customers or going to them with samples.

How about pre-introduction?

Do you want to Introduce your product through SMS to all those customers you can’t easily approach like in other cities or industrial zones far from your office?

Try approaching them via SMS.

Hopefully, they will call you. It would be a good decision – if you take it.

To target industries, you can simply purchase trade directories like Chamber, Yellow pages & Associations or download listings and copy business information from online available listings

Beneficial Tip: Submit your business details at our specified Business Directory.

Once you have gathered the data you can collect mobile numbers from each page/ Webpage. Start Sorting

The Right Target in B2B SMS

Benefits of SMS Marketing

You must target before sending messages. You have collected B2B customer, you used your own number for B2B SMS Marketing.

Still, you don’t see an increase in your sales or number of the customer?

Well, if your product is good, your price is reasonable, your services are competing & you hired Good salesman too.

Still useless, Awwhh what do I do now?

Step one what is your product & where it is used in industries?

Who is My Target in B2B SMS Marketing

You are selling coal, mechanical parts or rubbers.

Try finding answers of these questions.

  • Question 1: Who is there to target?
  • Question 2: Who can approve or disapprove your product?
  • Question 3: Who is going to use it? All these are to be targeted.
Benefits of SMS Marketing

Lets say your short message service campaign ran smoothly & you sent 10K sms to industrialists or business CEOs & Directors, only these maybe their in listings.

Still no results?

Think Why?

Most of the big businessmen even don’t know minor products used in their factories.

They only know major ones like the generator, raw material, main machinery parts infect they always focus on their Selling.

You need to target the right potentials to make your effort fruitful. It is you who can observe it better.

You have better answer, what who is going to influence your sales. In general assumption I may help you with example of bearing or bush.

  • Answer of 1st question is Purchase Manager & Purchase officer.
  • Answer of 2nd question is Purchase manager, Production Manager & Maintenance Manager, Mechanical in charge.
  • Answer of 3rd question is It is Machine so it’s operator, manager of this department *mostly production or Maintenance or Mechanical Manager.

Which Number to use for SMS Marketing? – Your own

For this campaign in B2B SMS sending. You must select your own business phone number or someone’s number who can talk on your behalf with full product information.

SMS marketing campaign will benefit you in several ways. If you received a marketing message, do you save all numbers? Definitely you don’t, it is hectic to pick or copy a number from sms as compared to saving message sender number.

Why I send messages from my number?

Reason One

Whenever we receive a text message. We make our first glance number or sender.

Reason Two

If we are interested in product, most of us call right after receiving sms. It shall be convenient to call.

Reason Three

Customer will assume you small or seasonal business. If you keep sending messages from different numbers or even from another number you don’t keep with yourself.

It will give a bad impression on your customer if you phone is not answered or found switched off.

Reason Four

In modern era we have smart phones most of us don’t delete messages, they stay in our inbox and backed up too. Whenever we open sms inbox, messages are being displayed with names we have saved, our message will be number. It will give your prospect a reminder of saving your details.

When I should send messages?

Benefits of SMS Marketing

If you Observe both pictures. Both are educational institutions, the first one is sending message with reasonable gap between messages but the second one sending with nearly no gap.

Actually it is because they offered special classes but it is hectic.

So, understand your business psychology by targetting in effective way.

First. If they are getting disturbed they shall surely avoid you instead of working with you.

You must take a lot of care while deciding when to message.

See my reply to frequently message sending institution.

Time to send Messages

Usually, in the morning everyone is busy in setting their work and at evening they are ready to rush home. The rest of time goes in working.

So when to send message? The best answer is you can send them messages 11:30 to 3:00 and still the best is right after lunch time.

Benefits of SMS Marketing

Greeting SMS

You can send the message to your prospects on occasions like Christmas, Christmas, National Days & others.

The Right One

Business Finance Articles wishes your a very happy Christmas

The Wrong One

We share knowledge, Happy Christmas

Right Message

May all your wishes come true, Christmas is a day of blessings – may they cover you. Regards

Wrong Message

The house of industrial belts wishes you a happy Christmas

Top Benefits of SMS Marketing

Instant Delivery

Your message delivers within seconds. Reports suggested that message delivers in 07 seconds.

Saves Paper

Company bears extra costing for papers, printing & delivery through courier too.

Open Rate

As told above, most of the messages are opened within seconds of receiving.

Focused Message

Your message is focused to the campaign, Only right information is sent to buyer.

Time Saving

It saves your time and buyer time too. Company & Customer both do not need to visit each other for information.

Forwarding Option

Even if your message is not delivered to right person. Receiver can forward it to related person.

Message Storage

Short messages can be stored for long time to re-read on need.

Worldwide | Nationwide Delivery

Your buyer can be reached wherever they are in country or world.

Less Costly

As compared to Tele-Marketing or Faxing your client. Your message is cheaper.

Wrapping Up

Conclusively you should go with sms marketing. It is far better than other sources of marketing. There are lots of companies who can perform this task for you.

You can also use your name as sender i.e., called Cooperate messaging and Branded Messages.

Take a better and timely decision to rock in business.

lisa
Lisa C. Townes

Lisa is a passionate travelers. She spends 3 months every year visiting different places worldwide. She has visited almost every famous place in the world. She herself is an affiliate blogger

Filed Under: Marketing & Advertising

Advantages of Advertising

Last Updated on August 28, 2020 By Lisa C. Townes Leave a Comment

Advertising is not bad; it is good in multiple perspectives, from the Company view, from the Media view & from Society view. Advertising is actually an introduction through different types of Advertising Media. Advertising is a costly tool used to increase sales which results in a more profitable company.

Why Advertising ??

There are lots of toothpaste brands. Some big companies own more than 1 brand of the same product with little variation. If brand A sale is decreasing company starts Advertising & If brand B sale is down they do the same with brand B, C or others.

The basic Purpose of Advertising is to influence consumers to buy your product. They can even reduce and increase their time-based sales within the brands they have. All these Advertising activities circulate money in the market, which is a positive effect in Economy. Although, Advantages and Disadvantages of Advertising go side by side.

Advantages of Advertising in Company Perspectives

Change the Market

Most of the times Advertising change market trends, buying behaviors, brand priorities, likes and dislikes are altered. Soccer is most famous sport in Europe and Cricket in Asia. I don’t remember I saw any TV ad supporting Hockey, Football, Swimming or Cycling, but in World Cup seasons, or other matches, people change their routine to watch a cricket match.

It builds your interest if you keep watching & hearing same thing again and again. You start liking it. You get emotionally attached. Advertising is used to play with customer’s psychology, they divert you, they set up your mind.

Example

I was using a Samsung smartphone for my personal use. A local mobile producer Q-mobile is always on TVs, Internet, Cinema, Billboards & also painted vehicle. Once I thought to buy mobile when I was about to change my phone but switched to Huawei-Mate smartphone.

Why did I think to buy Samsung? Even I know Iphone’s camera is better than Samsung’s. All your selling approaches, tricks & salesman qualities may fail without taking help from advertising.

Consumer Perception

Consumers build perception about the brand; company image is constructed through an advertising channel. Generally, people perceive the advertised brand better than non-advertised. Advertising has many benefits that are why brands make huge investments in Advertising.

Eliminating Middleman

We cannot neglect that once company advertise their product, consumer actually get road to direct producers. Direct orders to producers reduces product price because of no commission or incentives paid to whole sellers & retailers.

Competitive Price

Advertising Encourages competition, better production facilities with the latest modern technologies are used to beat competitors, products are also sold at competitive pricing. The more competition in the market, the more chances of buying good quality products at low rates, some of the core Advantages of Advertising.

Time Saver

Advertising is time saving, we easily get to know which product meets our specific need. It also helps in developing new products. Manufacturing concerns observes market behaviors and tries for more innovation in existing product. Advertising improves our social life & social standards.

Example

In 2005, I remember we had Nokia phones 3310, 1112, 1100 or similar models. You can only call, send sms up to 500 characters, two three games which I remember snake master. Today we play interactive games at phone, watch movies or talk to world.

Why we are using Android, Windows, Black berry & Apple phone in 2019? Who changed our needs? Who made us realize which phone meets our requirement? Even we were satisfied with those phones at that time.

Why you wear soft night suit at bed and jeans with friends? Who told you all these social or personal norms? Why you don’t wear tie with trouser or Joggers with coat? Advertising played an important role.

You watch a sportsman in commercial wearing sports watch, so you wear sports watch while you play. You at road hoarding saw a lady using umbrella in sun, I don’t think now you never saw ladies on road with umbrella. These are advertising effects.

Advertising Advantage in Society & Consumers

Increase in Employment

It provides employment to unemployed people. Too much of employment opportunities are created, many new business are designed & developed. Did you ever think you shall receive short message providing you product information?

Or you thought young boys and girls standing at road with free product samples in hand? Or ever you imagined a big board on road displaying product?

Go back in past, about 10-15 years or 30 years. You can ask your elders; did they ever think they would be able to actually watch their family member in some other country?

Even if I try I cannot sum how many businesses are designed. A man making small boards, a woman acting as model, a baby wearing pamper in Ad and earning, designers are working day and nights to make attractive bill board, bill boards are made of iron and recycling units are forging iron, some are joining them, some are installing electric bulbs, some are selling electric bulbs, models in ads wearing good brands, textile designers working for brands, workers are making those designed clothes and so on.

Sale is not easy job even if you have so many salesman qualities you still need advertising to help you in sales. Advertising starts engine & you gear it. Good advertising campaign educates you time to time.

lisa
Lisa C. Townes

Lisa is a passionate travelers. She spends 3 months every year visiting different places worldwide. She has visited almost every famous place in the world. She herself is an affiliate blogger

Filed Under: Marketing & Advertising

Disadvantages of Advertising

Last Updated on February 26, 2020 By Lisa C. Townes Leave a Comment

Advertising is good in some perspectives but Advertising Disadvantages are always neglected by Advertisers. In our daily life, we see lots of advertisements through different channels like TV commercials, Internet Ads, Email, Bill boards, boards at road, fixed LCD/LED at famous malls or roads etc. For registered companies these ads perform two basic functions to human mind.

The first is to create your need for specific thing and second one is to build your interest in that product to satisfy your created need. Most of times we buy product based upon ads we see. The more we see, the more we hear, the more we are convinced.

Table of Contents

  • Advertising Disadvantages
    • Disadvantages of Advertising for Consumers
    • The more Advertising Disadvantages to Businesses
    • Some of Major Advertising Disadvantages

Advertising Disadvantages

Advertising is bad thing, people say: maybe they are right. Critics are there, benefits are there too. Yet advertising is like backbone of businesses. Advertisement means showing your product to world. How will you earn if nobody knows you?

Disadvantages of Advertising for Consumers

Advertising is costly function

Most of the critics objects to advertising because of it’s costing, companies pay huge amount TV channels (especially in peak hours). Does company pay it from their profit? Obviously no, they do not.

Companies simply add advertisement cost to their production, after division of advertisement cost with number of product produced; they get cost per unit. This cost is added in actual cost of product.

Let say, a pen costs to company in USD 2, they hire Advertising agency and pay them USD 1000 for different advertisements.

Company divides Advertisement cost 1000 with number of 5000 Pens produced. 1000/5000=0.2 is cost per unit i.e. pen actually costs $ 2.2 per unit, company profit percentage will be added at this cost. Advertisement is a bad thing because it increases the price.

The other way maybe like adding specific estimated advertisement cost per unit produced. A study showed that advertisement boosted sales by 6%. Advertising is burden on consumers compared to non-advertised product.

Claims are usually fake

Advertising is good or bad thing, here I am focusing on disadvantages of advertising that are for both buyer and sellers. Usually Advertiser mislead public, they show high product features, high quality, longer life, 100% after Sale services but later on Companies do not meet claims. Did it happened with you?

It increases pricing for buyer

It is helpful in one way, once advertisement campaign runs, demand increase & producers install more machinery for more production, more staff hiring, new jobs and many more. Economics point of view says Increasing production decreases product cost but price is still the same and sometimes price rise. Companies earn handsome but consumer burden is still same.

The more Advertising Disadvantages to Businesses

I can’t live in market

Advertisements doesn’t leave place to small businesses, such small-scale companies don’t afford high advertisement costs, it results entire market get captured by big ones. Let say, Samsung is good phone, you make a phone with same specification and parts, and everything is same.

I don’t earn the margin

The only difference is brand. Can you capture even 1% of Samsung sale with this phone using your unknown XYZ brand? Advertisement disappears small companies, it’s one of the major disadvantage of advertisement (I feel). It makes monopolistic market for big industrialists.

My efforts are useless

Advertising and its Disadvantages doesn’t end here. Advertising influence your mind, it creates unnecessary desires for buying new product. Consumers however manages and buy those products that are actually not needs. An illiterate man is using smart phone just for hearing and calling purpose, this need could be satisfied with Java phones or Symbian phone. Once I saw office sweeper with Iphone. These purchases lead unhappiness in life, your real needs are skipped for created needs.

Some of Major Advertising Disadvantages

Accidents are increasing daily

in my view is that No body collide car intentionally. Still there is a huge number of accidents. Most of road accidents are only because Drivers distraction. Hoardings, electronic ads (big LCD) are always on important roads. These may divert driver’s attention: a single second’s diversion may risk like. Did you ever see bill board in street? Or in park? Maybe you have but hardly. Advertising Disadvantages & Advantages of Advertising are parallel.

I can’t save for future

Luxurious products advertisements influences your purchasing power, some of us start using wrong means to buy. Advertisement empowers or born culprits in society. You pay bribe or give any name to this but you pay in developing countries for your right.

I saw a sweeper with Iphone, at this time Iphone priced approx $700. Average sweeper salary isn’t that much to afford buying insingle pay, how he can afford? There are two ways; first one is saving and second using unethical means.

Do you think you start saving money for recently launched product and you buy it after 20-30 months?

You are Changed

It also damages youth values. Sensational products are advertised using celebrities, immature youth builds their mind for life partner, idealize their social and business life which is impossible for everyone. Not everyone is Bill Gates or Jason Statham but these two are one from everyone.

Who is the right one?

Ads build confusions in customer’s mind; there are lots of fairness creams in market. Which one you going to buy? Actually there is very minor difference in formulas. Producers emphasis their cream to be best in market, their models are selected among thousands.

Fair & Lovely, in their recent ad they show their fairness cream to be best in Asia. If you ask from consumers, their reply will not be as same as advertisement showed. Consumer stays confused due to same claims or misinformation for the competing products. Choices or priorities are greatly injured with this source of boosting sales.

lisa
Lisa C. Townes

Lisa is a passionate travelers. She spends 3 months every year visiting different places worldwide. She has visited almost every famous place in the world. She herself is an affiliate blogger

Filed Under: Marketing & Advertising

Sales Approaches

Last Updated on February 26, 2020 By Lisa C. Townes Leave a Comment

Every Business manufacture or trade a product or service to sale. Selling more and more is their basic target. Sales increases company profit, consumer pay cash in return of product which is going to satisfy their need.

Basic needs of every human are same like food, shelter, clothes, water & oxygen but in general needs vary person to person. These are developed by our Environmental, Cultural, Social, Behavioral & Psychological aspects.

Examples

In Iceland, Kazakhstan or Finland, you need warm clothes as your need but in Sudan or other African countries you don’t need. It’s Environmental.

In most of European countries people wear suit when they go to office, but in Asia most of people simply wear Pant & Dress shirt. It’s cultural.

You go out with your friends on picnic; every friend taking their camera for photography, to balance with society you would need Camera.

Your parents taught you to help poor; you shall buy some extra meal for deserving like NGOs do. It is your behavior and psychology.

Every Salesman uses Either Traditional or Modern Sales Approach to sell the product. A good salesman can be a great salesman with help of these Selling Techniques & Consumer Psychology. Often you watch documentary at TV or encounter with insurance policy sales team or Credit Card & Banking services suppliers.

Table of Contents

  • Traditional Sales Approaches
    • Canned Sales Presentation
    • Response Theory
    • The Selling Formula
  • Modern Sales Approaches
    • Partnering Sales approach
    • Relationship Selling Approach
    • Value-Added Selling Approach
    • Consultative Selling
    • Team Selling

Traditional Sales Approaches

Canned Sales Presentation

They speak same words, same features, same advantage & everything is same. Staff simply memorizes scripted presentation designed by Director or Head of Company. Canned sales Presentation is most used in door to door selling.

Response Theory

Another approach in Traditional Sales Approaches is Stimulus Response Theory. You are not going to buy a casual T-Shirt, you don’t wear it but you are a fan of some Personality like Emma Watson, Justin Bieber, Bill Gates or Mark Zuckerberg.

Imagine if I say; if you buy this T-Shirt from me, I shall give you consumer number let say 512097. At the end of this month our computer is going to select 10 customers to have lunch or a day with your favorite. Will you buy now?

I think, I shall not miss this chance.

Technically this approach is call Stimulus-Response Theory, it says that customer will buy your product, only if they hear some specific words in structured manners.

It is salesman quality to judge what customer wants to hear.

The Selling Formula

Goals are always achieved through proper channel or process. You want to be a doctor, you have to go through proper schooling, college and & university degree. Selling formula approach tells you that a potential customer will only buy your product if he/she is gone to AIDR & AIDA.

AIDR Formula

AIDR is the formula in which

  • A is attention
  • I is interest
  • D is desire
  • R is resolve

AIDA Formula

  • A is attention
  • I is interest
  • D is desire
  • A is action

Customer will surely buy if gone through these stages. In my personal view, you should understand Advertising which actually motivate you.

Note: AIDR and AIDA is same thing, AIDR was published in 1902, after revision it was AIDA.

Modern Sales Approaches

Partnering Sales approach

Most of us have been gone through buying life insurance. To successfully buying life insurance you need to have health certificates. These certificates are necessity for both buyer and seller. Mostly we are hectic in going to lab & revisit to take our report and then to submit with application.

Insurance companies trained their staff to help buyer in successful sales. They offer assistance, they go with you, take your reports on your behalf from lab.

Partnering, 1st from Modern Sales Approaches. Salespeople share common and custom values with clients and help in solving their problems within possible sources they personally have or allowed by company. They support you. Let say, you want to have website for your business and you don’t know how to send and receive emails. Companies will instruct you about all these necessities.

Relationship Selling Approach

Usually, we do it in our daily life with our customers. Your product is a laptop and you sell it. Actually, you only sell the laptop, not installing windows, antivirus, auto backup or other is your job but you do it.

Why?

Just to understand your customer needs better and make life long relationship.

If I say I want to buy a laptop from you with Windows 10 registered edition. You however will manage it in reasonable service charges and provide me.

Later on, I complain you about its small battery backup or unsatisfactory battery performance. You will surely arrange new battery or repair and also help in warranty claims.

Value-Added Selling Approach

You must be having an idea what I am going to write now. Most common sales approach is Value-Addition. It is Buy 1 Get 1 Free, Buy 1 and lifetime repair free, Coupons, Movie Tickets, Lottery, or giving related products in minor or cheap prices. They provide set of benefits.

You purchase a new Car & Company gives your full fuel tank in its price. The same is in this way if you buy a Laptop and you are given registered windows or antivirus CDs free.

Also on buying a new phone and seller give you free protector or an extra memory card. All these are best examples of Value-Added selling. It is One from the most practiced Modern Sales Approaches.

Consultative Selling

Ever met with sales man who differentiate its product with competing products? Ever saw company comparing their hosting with other? One of the easiest ways to sell is Consultative selling. In this approach salesman collect related brands information and features.

They take easy way. Ask their customer what they need? If I am a customer and I need Sofa for my home or office. What salesman will here is. He will compare his company Sofa with other brands; he will highlight their Sofa quality and will try to prove their product is the best one.

Consultative selling is like Partnering with one difference, in partnering they sell but don’t compare related products and in this you compare. Our company does it too.

Team Selling

Sometimes salesman cannot convince their prospect with all their effort. Actually buyer has complex needs. This Buyer’s values are different from general buyer. Salesman collaborates with other companies and provides different values to one buyer.

Confused?

I clear you

The salesman came to me with an online training offer to boost my existing sales. I want to take this training but Alas! Don’t have a laptop or internet connection or my laptop is out of work. No time to repair it. Salesmen use their sources and get it fixed.

lisa
Lisa C. Townes

Lisa is a passionate travelers. She spends 3 months every year visiting different places worldwide. She has visited almost every famous place in the world. She herself is an affiliate blogger

Filed Under: Marketing & Advertising

Objectives of Advertising

Last Updated on February 19, 2020 By Lisa C. Townes Leave a Comment

Advertising is a technique of influencing the mind of the public to buy the goods advertised. Some writers say, “it is a printed Salesmanship by which the goods are made popular.”

Anyhow it is an effective and economical way of establishing contact with customers. It greatly helps to change social attitudes in order to sell products never sold before.

So, it is a powerful art of persuading customers through different methods of advertising to ask for particular goods at shops and market.

In fact, advertising is to business what oil is to machinery. These campaigns are done either through ad agencies or hiring crew in that depart. Although there are some demerits too, it’s still efficient

Table of Contents

  • 8 Main Objectives of Advertising
    • To Provide Information
    • To Remind The Public
    • To Change Social Attitude
    • To Induce the Public
    • To Convince Customers for Direct Purchase
    • To Encourage Salesman
    • To Switch Needs
    • To Increase Profit & Sales

8 Main Objectives of Advertising

Commercials, signboards, radio and others are supposed to influence the public. They try to change priorities and even switching public needs by changing social values & buying patterns. Advertising benefits by persuading you to buy a specific brand. Possibly different advertisement campaign has different goals, yet basics are the same.

To Provide Information

Detail information is given to prospective buyers in respect of particular product or service through advertising.

To Remind The Public

Advertisement reminds the public about the existence of products in the market. Advertisements are reminders too. It is a continuous process of persuading the prospective customers which results in the purchase of goods.

Repeated ads are just to incorporate mind. You are using Dell or Lenovo laptop, Samsung or Apple tablet, Audi or BMW with a reason and this reason isn’t born in a day. It took a long term effort to approach your mind though advertisers to set your mind towards Nike shoe and not Adidas.

To Change Social Attitude

Attempts are made to change the social attitude by advertising in order to sell products never sold before. So it facilitates to create market attitude in a public.

To Induce the Public

It aims to induce the public to purchase advertised products as against competing products.

To Convince Customers for Direct Purchase

Mail order business may be made popular by advertising. Under this arrangement, the buyers get goods through the post office. No personal contact is made between the buyers and sellers. So it convinces customers for direct purchase.

To Encourage Salesman

Salesman generally finds ready buyers at his business center which are convinced by advertising. So it assists the Salesman greatly and he has not to face any problem in realizing the goods.

To Switch Needs

The core reason behind advertisement is giving information to viewers & prospects. Often you see very long descriptive ads; they describe each features or operating manuals. Sales Probability increases once information is shared through media. We Often see advertisement of products that we never see in market. Actually they introduce themselves.

Suppose a company designed a new product. They produced it but who will buy? Recall powder milk. The basic source of milk is cow, goat and camel. Actually milk is liquid, if you keep real milk in room for some days at room temperature it starts stinking but power milk has long expiry. You know better that it is chemical & chemically processed. Still you buy powder, ever thought why? Continuous advertisements change your social life. You simply switch.

To Increase Profit & Sales

Advertisements are often to empower sales staff & engage people to buy directly from company. Companies never want to lose devoted staff. Most probably sales staff gets unmotivated after several unsuccessful target achieving attempts. Commercial empowers them in a way that ads forward you to some steps in selling process, people make a product image in mind after campaign but don’t buy.

Advertisement leaves many opportunities to sales staff to engage people in buying. Not even a single business in world wants to reduce their profit margin. Producers pay profit to whole sellers, retailers and traders to resell their product.

If you directly buy it from the manufacturer the price is still the same. It also aims to Compete Rivals in the market, Blackberry is the best platform for business needs but Android & Apple captured most of its market share through commercials.

Conclusively Advertising plays a vital role for the Company. Advertised products are more remembered in consumers. They are sold more compared to when they were not advertised.

lisa
Lisa C. Townes

Lisa is a passionate travelers. She spends 3 months every year visiting different places worldwide. She has visited almost every famous place in the world. She herself is an affiliate blogger

Filed Under: Marketing & Advertising

Skills of a Salesperson

Last Updated on December 3, 2022 By Lisa C. Townes Leave a Comment

Salesman Qualities – The best ones are not learned in school or University. Qualities of a Salesman are skills learned in the field, sometimes senior guides you to apply specific tactics, or sometimes discussions with prospects create a need to learn those skills. Everybody can sell but not everyone is a salesperson & If everyone is a salesman, not every salesman is a good salesman. Studies distinguish Salesmanship & Selling.

Table of Contents

  • Top Skills of a Salesperson
    • He Can do it
    • Honesty towards Profession
    • He Knows
    • He Wins
    • Dependability
    • Self Reliance and Persistence
    • Convincing Style
    • Sticky Profession
    • Latest Information
    • Sociable
    • Impressing Personality

Top Skills of a Salesperson

Salesman selling Traditional & Moderns approaches mixed with interpersonal and intrapersonal skills are still important and valued by HR professionals. The ultimate goal of the organization is to make a profit which they do through different kinds of advertising. This selling concept of marketing isn’t enough in the competitive market; even if you understand the market, it is not giving the desired result yet these advertising strategies are beneficial to some extent.

These modern tricks include Facebook advertising, Instagram, email, SMS marketing, and multiple others platforms but all of them have not still replaced the importance of salesman. All others can communicate to the client under predefined limitations but a good salesperson can do something extra sales approaches.

Traditional Sales ApproachesModern Sales Approaches
Canned Sales PresentationParenting Sales Approach
Response TheoryRelationship Selling
Selling FormulaValue-Added Selling
 Consultative Selling
 Team Selling

He Can do it

A good salesman must be an expert in the field with vast product or service knowledge, their production & techniques, after-sales process, product life, its competing features, long life, goodwill in the market, feedback from existing customers, and of course, should have good reading, writing and speaking command in regional language. This may be learned through proper training channels within or outside the organization if you don’t take training – It is just like you are frying potato (fries) in water.

Example

Consider you are selling a smartphone but you’re unaware of the latest updates in Android, Windows, or Apple versions. For example Android – you are selling android 4.4.1 and 5.1 have been launched in the market.

How will you respond if a customer asks you why he should buy 4.4.1 instead of the latest 5.1? The salesman should be aware of the Market.

Honesty towards Profession

The first and most important skill of a salesman is, to be honest with the profession. In order to establish the goodwill of the firm, he must be honest and sincere in performing his duty. There is no place for a dishonest salesman in any business.

He Knows

Sales jobs are one of the toughest jobs in the company, selling is incomplete without a salesman effort. The salesman should always consider the customer’s psychological approach, what your customer actually wants. what is the customer’s value? what would be the reason for the customer to pay you for a specific product? A lot of questions are in mind before the presentation. Understanding your consumer is the only key to boosting sales.

Example

A guy is interested in Professional Photography and wanted a DSLR camera. You are trying to convince him to buy a smartphone from your company with 13 megapixels camera for professional photography. Does it get successful?

He Wins

The best ones are incomplete if you don’t win consumer trust. Being a salesman you must have a style to win customers’ confidence. You must convince the customer that you have the product which actually fits its need.

Example

Suppose one of your customers is planning to buy a cycle for losing weight (psychological approach), now it is easy for you to sell Indoor Treadmill. You can convince him by comparing Cycle with Treadmill. “Remember customer need is losing weight”

1) it is indoor, you don’t need to spare time for outdoor cycling. You can do it anytime.

2) All your family members can also do it at home, running will boost their stamina.

3) It is inclined, you can run like climbing hill & burn more calories than road cycling.

Often we are attracted to some strangers in our life for no reason, no feelings, no affection, or affiliation. We just like them, did we ever think about why we are liking a stranger? At least I did, did you? Remember someone and think for a second. I shall clear it in the end.

Dependability

The successful salesman should have the capacity of dependability. It keeps winning the hearts of both customers and employers. A dependable salesman will remain loyal to the firm. Thus he will be sincere in his approach to the customer with a view to increasing the volume of sales and enhancing the firm’s reputation.

Self Reliance and Persistence

Another notable salesman quality is the ability to convince prospective customers with persistent efforts. In order to adequately satisfy customers’ demands, he must be a man of self-reliance. He should have perseverance and determination.

Convincing Style

Effective Communication skills play important role in business, A good salesman should adopt a convincing style in order to win a prospect’s confidence. He must persuade his prospect that the specific product being sold will best fill that need.

Sticky Profession

Consistency is an important quality, in fact, one of the top Qualities of a Salesman. A good salesman should be passionate, energetic; goal-oriented and keep working hard & harder to achieve goals.

If the prospect is not convinced in the 1st meeting, 2nd one, and even after many times and the salesman has faith in the product & himself too, it shall finally motivate the customer; All is well if ends well. A good salesman is always Persistent in Personality & Honest to the Profession along with Honesty to the Clients. Dishonesty leads to failure. Sincerity will increase company sales and the hearts of both Employers and Consumers.

Latest Information

A salesman must have up-to-date information in regard to quality, nature, description, prices, and importance of the dealing products. He should also have knowledge of the potential market, the organization of his firm, and the taste of his consumers.

Sociable

He should be social. Every relationship in the world depends upon courtesy, even husband-wife gets divorced if there is a lack of understanding, courtesy & mutual benefits. Once I read that courtesy infield is like fuel to the vehicle.

Politeness wins the heart and extends the social circle. We like to sit with our polite friends, and the same is for customers. Meeting different people will improve your confidence, your views & abilities. A person who cannot make friends, how shall make customers? long-term customer relations?

Impressing Personality

If you remember I was asking you to think of strangers you like, why did you like strangers for no reason? Don’t worry if you couldn’t find the answer within you. It is their personality, the way they dress up themselves, the way they walk, sit or stand. Their gestures, postures, hairstyle, beard, sunglasses, lenses, necklaces, wristwatches, suit color, shoes, and many more things. If you are going in a sales job, work at yourself first.

lisa
Lisa C. Townes

Lisa is a passionate travelers. She spends 3 months every year visiting different places worldwide. She has visited almost every famous place in the world. She herself is an affiliate blogger

Filed Under: Marketing & Advertising

Difference between Selling and Salesmanship

Last Updated on February 26, 2020 By Lisa C. Townes Leave a Comment

If you ask Difference between Salesmanship and Selling, most of them will be unable to distinguish and answer. Salesmanship & Selling in general are considered the same thing. People say Salesmanship is selling but actually they are totally different in Business terminology.

Table of Contents

  • Difference between Salesmanship and Selling in Broader Perspective
    • Selling is a Process
    • Salesmanship is a Technique
    • The Answer
  • Importance of Salesmanship

Difference between Salesmanship and Selling in Broader Perspective

SALESMANSHIPSELLING
Refers to convincing Customer
Refers to transferring the ownership
It is an Art or TechniqueIt is an Act
It’s Primary FunctionIt’s a secondary function
(after primary)

Selling is a Process

Selling is the process of transferring goods or services to the buyer in return of money or something else by Registered Business. On the other hand, Salesmanship is actually the way you convince your prospect with logic, arguments and product features to buy it from you and not from other suppliers.

Example 

You being a salesman came to me for selling a laptop. I already have one that means I simply don’t need it. Now you start introducing me your company’s laptop features, its hard drive, combo drive, registered window, camera, wifi, blue tooth & long battery backup, warranty or guarantee.

After long healthy presentation and discussion, I buy your laptop and pay you cash. Paying cash and receiving laptop is selling and everything before paying cash was Salesmanship.

Salesmanship is a Technique

Salesmanship is technique, learned skill, from experiencing different selling approaches. It is complicated process that needs the effort to get command on it. It cannot be performed easily; it also requires field experience to sale, and Selling is a simple process that even kids can perform.

Example

In a sales job interview; interviewer asked the applicant to sale refrigerator in the winter season in cold areas of country and heater in summer in hot areas of the country.

It seems impossible but it is salesmanship. Usually, you go out buying a mobile voucher, you simply pay to the retailer and buy.

Did he/she ever try to convince you for buying a voucher? Absolutely not but Salesman always does, remember your meeting with insurance policy seller.

In the above example, salesmanship was performed by the first salesman who motivated you to buy his company SIM card and TV Commercials you watch.

The Answer

Conclusively, Salesmanship is primary or 1st phase or foundation. Media is power in this era, TV Ads, Billboards, SMS marketing do salesmanship for the companies, it influence and build up your mind for buying it.

They pay heavy amounts to Advertising Agencies

In conclusion, We got to know that selling is impossible without salesmanship i.e., selling needs salesmanship but salesmanship doesn’t need selling. It is simply convincing prospect, everyone is selling but not everyone is Salesman.

Salesmanship is AN art of influencing another person for the item of persuading him to shop for specific product. it’s going to be thought to be the method of winning the confidence of shopper. per WHITEHEAD.

“It could be a technique of reaching at a standard purpose of view with the prospect in reference to the desirability of same, article, service or thing.” Sales Acquirement or salesmanship can also seek advice from convincing a client by sure technique and he’s very persuaded for purchasing a selected product.

Importance of Salesmanship

accomplishment helps to make demand for brand new merchandise or new brands. It influences to vary in patronage from one supply of provide to a different which ends concentration of purchases of specific product.

because it wins the buyer’s confidence therefore it helps to create regular and permanent customers.

The one who is engaged in convincing the general public desirability of a particular product is named salesperson. He informs the shoppers concerning utility of artifact with a read to as well as him to shop for the products.

He establishes the products can of firm within the market. that the sales volume could simply be accumulated.

He perpetually observes the style, taste, like and dislike of client and informs the producer concerning heir alternative.

He helps to determine shut relationship between the manufacturer and client.

lisa
Lisa C. Townes

Lisa is a passionate travelers. She spends 3 months every year visiting different places worldwide. She has visited almost every famous place in the world. She herself is an affiliate blogger

Filed Under: Marketing & Advertising

Five Principles Of Effective Communication To Be Best In Written & Oral

Last Updated on November 29, 2022 By Lisa C. Townes Leave a Comment

As planning is highly valuable in any successful venture of one’s life, it is equally an essential feature of ineffective message designing for business people. A written message that is not planned never gets the desired result rather causes miscommunication and brings loss many times for a business organization.

In view of advanced office technologies, the need for careful planning for writing messages under principles of Effective communication has enhanced. As companies are expanding globally more than locally, it is generally considered essential to prepare the business message thoroughly.

Table of Contents

  • Five Principles Of Effective Communication
    • Identify Your Purpose (Or) Determine The Objectives
    • Analyze Your Audience
    • Choose your ideas
    • Collect your data to support your ideas
    • Organize your Message

Five Principles Of Effective Communication

Parts of ProcessQuestions to Ask Yourself
Identify your purposeWhy are you writing?
Analyze your audienceWho are the people?
Choose your ideasHow to Tell?
Collect data to support your ideasWhat to Tell?
Organize your messageAdjust the Message

Identify Your Purpose (Or) Determine The Objectives

The first principle of effective communication in an organization is to know the reason behind it. Unless a message has a clear purpose, it cannot elicit the required response. Think, if you are not clear about what are you conveying then communication can be successful for you. A company’s written communication influence the public image of the company.

The objective must be determined in the writer’s mind if it is to be successfully conveyed to the mind of the readers. Whether your message is informational or persuasive as sales letter or you seeking an overt response or conversion one, the things must not be vague to follow for the readers.

Analyze Your Audience

The more as a writer you know about your readers, the more you will be able to frame your message to get desired response. As a business executive, you communicate with people of different cultures and countries, you must try to have maximum knowledge of your reader’s qualities. The characteristics of the readers or audience that we should try to analyze before designing a message may be the following:

Audience Expertise

How much do the various receivers know about the topic? When written and readers possess the same degree of expertise, problems in achieving understanding would be minimum. However, as a writer, we should try to judge the professional expertise of the readers for successful communication in business life.

Hierarchical Position

is your message being directed at a subordinate or superior level? If a subordinate, that person will have little choice about accepting the message. If a superior, how re-mailers superior with you and your work? We should be sensible enough to know and feel the situation while framing the message.

Audience Age

You should aware of the maturity level of your audience if you wish to make your message interesting for your receivers. Some topics are meaningful and inspiring for young people but not for aged professionals, hence we should consider the age factor.

Educational Level

Effective communicators always know about the educational level of their receivers. The writer or speaker who is easily understood is most likely to get a quick response. Designing your message using the 7 C’s of communication will add more value to your message.

Occupation

language and occupation influence each other. That’s why the knowledge of the occupation of the receiver will help you to convey your message to them. As long as you limit the use of jargon to the receiver that shares their occupation, the process will be useful for all concerned.

Moreover, we must know the communication principles of the country of the receiver to whom we are writing.

Choose your ideas

Always concentrate on making as many ideas as possible on the subject you are writing, only then you can edit and select the most important ideas based on objectives and audience. Generally, ideas depend on the type of message and receivers. For example, the Director of Human Resources asked Pam MacDonald to report on whether their bank should become involved in providing daycare for the children of employees.

 She generated the following ideas:

  • Effect on maternity leaves
  • Recruitment
  • Turnover
  • Development of children
  • Morale
  • Productivity

Collect your data to support your ideas

You must collect sufficient data to explain and support your major ideas. All the necessary materials including facts and figures, the specific company’s policy and procedure, names, dates, broachers, and sometimes product samples should be part of your data collection. Insufficient data may not bring the desired response from the receiver due to a lack of understanding of your message from the real perspective

Organize your Message

The order and organization of ideas are as important as the ideas themselves. Scattered and disorganized materials may be more complex to follow for the receivers, becoming a cause of confusion and embarrassment for the readers. However, drafting a message is a different job in different cultures. Overall, the organization of the message will give the final perception of the sender’s mental filter and caliber to readers. It will definitely influence the company’s credibility with the public.

lisa
Lisa C. Townes

Lisa is a passionate travelers. She spends 3 months every year visiting different places worldwide. She has visited almost every famous place in the world. She herself is an affiliate blogger

Filed Under: Marketing & Advertising

The Importance of Communication Skills in Business

Last Updated on February 19, 2022 By Lisa C. Townes Leave a Comment

With the help of effective Communication Skills in Business, owners can change the market entirely. They are able to design a good message that brings their expected results. However, it is a very complex affair to give a scientific definition of communication due to its scope and levels. However, many writers defined communication according to their own knowledge and experience.

To know the subject, it is necessary to have a certain definition in our mind about it. The Oxford Dictionary definition of communication is “To make something known to others”

Table of Contents

    • Definitions of Communication
  • Benefits and Importance of Communication Skills in Business
  • Advantages of Effective Communication Skills in Business
  • Importance of Communication in Business
    • Communication is Most Demand Job Skill for Future
    • Communication is Life Blood of Every Organization
    • Communication Skill is Prominent Feature of Good Personality
    • Essentials Pre-requisite for Good Job and Promotion
    • The Significance of Communication and New Global Market

Definitions of Communication

  • “The process by which messages evoke a response”
  • “Communication is a mutual exchange of facts, thoughts, opinions or emotions”

Generally, communication involves at least two persons or parties to complete its process by exchanging the messages, written or oral, verbal or non-verbal. Communication takes place when the message is received by the other person.

It is not received, there will be a response and therefore no communication “For effective communication a message must evoke the desired response.

Benefits and Importance of Communication Skills in Business

Former chairman of General Motors Mr. T. A Murphy says:

“The one common denominator in business and management is people and relationships with people. Message-designed principles of Effective communication can make the difference between success and failure, or at least it can determine the degree of success.”

Communication is equally significant to the organization and to the individual. Regardless of the type of organization in which you work now and will work in the future, It highlights the benefits of effective communication skills.

Communication extends across all areas of business including functions of management, marketing, finance, and social positions. The modern style of business has enchanted its significance as an auricle skill for the individual and organization alike.

Advantages of Effective Communication Skills in Business

  1. A prominent feature of a good personality
  2. Essentials Pre-requisite for good job and promotion
  3. The significance of communication and new global market
communication skills in business

Importance of Communication in Business

Communication is Most Demand Job Skill for Future

Professional skills are the basis of successful business life and communication skills stand unique among them. The canopy of communication prevails over all the business and social activity.

The art of speaking well and writing well is definitely the essence of leadership and management skills.

Communicating as various surveys about the important professional skills remained at top of them. It affects the decision-making in an organization that is crucial to achieving certain goals.

The judgments, decisions, and efforts put forth by employees determined to a large extent the profitability of a business and communication skills bring them to the scene to get them implemented moreover, its utility in the cultural context is equally significant for an individual and organization. Briefly speaking communication gives language and style to the people and organization and enables them to meet their goods and continue to exist.

Communication is Life Blood of Every Organization

It is truly said that communication is the blood that’s running in the veins of every business. If we work upon the structure and mechanism of businesses then we feel that business activity is impossible with and communication, because every industry consists of a group of people who interact and react throw a medium of communication.

Managers daily exchanges information, business ideas, plans, make decisions and agreements, which is impossible without communication.

Hence, no business can succeed, build up goodwill and win customers without effective communication, few companies also train their employees for 7 C’s of Communication because it is required for both internal and external affairs to run a business firm.

Internal communication helps to increase jobs satisfaction, safety, productivity, and profits and decreases absenteeism grievances, and turnover. It consists of downward upward and horizontal communication with their respective rules for the successful functions of business ventures.

External communication is mainly concerned with the messages to persons outside the company. It has a far setting effect on its reputation and ultimate success. They write letters, proposals, reports, telephone calls, or personal conversations to win a customer, create a desire for a firm’s product or service.

Advertising is the most strutted type of external Communication, we may soon realize that advertising channels are the bridges throw which an organization accomplishes its goals.

Time is money is the slogan of modern hectic life. We spend most of our time in communication in an office writing, speaking, and listening. Time factor in overall communication costs.

Poor Communication can cost an organization time and money therefore now strong multi-national companies train their employees business communications skills training to communicate effectively in business life.

Efficient and effective communication skills in the workplace save time and money for organizations increasing their productivity and profit.

On the other hand, unclear, incomplete inaccurate, and unduly long or late messages will cost a company heavily compiled with the loss of public image. So, ineffective messages that confuse the customers are more expensive them effective ones because they destroy company credibility moreover, poor messages often required several additional explanatory messages which will further add to the communication cost.

In view of the above discussion, we can say that efficient communication enhances the profit and productivity of the business organization.

Communication Skill is Prominent Feature of Good Personality

Effective communication places a key role in personality development in any field of life and remains significant in professional life. There are also other aspects of a personality like a stature, Social, entrepreneurial skills but communication skills give the exposure to his capabilities utilize them in professional affairs.

A person who can speak well and write well has definitely an edge over others no matter what social or professional positions he or she has. Communication determines the worth of personality and tells what really lies there in an individual.

Nobody can judge the caliber of a person if one remains silent or there is no exchange of ideas or importance between them because the way of speaking, the words used, and the style expose the real person.

“If one has the strong shell of communication, he will be the most effective person in social, practical in business life. The people who speak without hesitation and write fluently generally lead the organizations only because of their communication skills”

Essentials Pre-requisite for Good Job and Promotion

Business leaders frequently mourn the lack of communication of skills among many university graduates. The ability to communicate stands high among other attributes that employers seek in all potential employees. In a recent survey, the employers declared communication skills as the skills they most preferred in job applicants, while leadership skills came in seconds.

If one can effectively communicate one’s knowledge, ideas, and proposals to others to need or should receive them, he or she will be most probably considered the ideal one for any job position offered.

Nowadays when we look at the newspapers page of job-advertisement, we generally find that communication is a primary requisite in many carriers, such as customer relations, labor relations, marketing, management, sales, and teaching.

Communication is the most sensitive aspect of any business venture which makes or mars the prospectus of success. Companies and individuals daily pay the price of problems caused by a lack of communication skills.

For example, the receptionist who did not listen carefully to the inquiry for business lost a chance to grow the business and the company had to suffer for their miscommunication. Therefore, now employers read rank effective communication high among others professional skills. Moreover, communication skills affect promotions during a job.

The Significance of Communication and New Global Market

As the horizons of Business life are expanding and the world is shrinking in a global village, the importance of business communication is increasing in this phenomenon. W.T.O.

Is connecting the business worldwide. Now the business professional must be aware of cultural diversity if they wish to become competent in the mold of the global market. The facility of market and e-mail has made the job of communication easier but responsibilities and challenges have multiplied.

Now understanding the changed global scenario and different nations with a typical attitude and culture has become essential for successful communication.

Many multi-national companies fail to launch their business venture in foreign countries only because they do not care to realize the need to learn about the target countries’ people’s language, psychology in business, and style of life.

Moreover, the knowledge of information technology and its usage in the field of communication are essential to communicate globally. “New global marketplace requires more comprehensive and competent communication strategy.

If we have a grasp over the communication with different nation international trade, would be definitely a great advantage.

lisa
Lisa C. Townes

Lisa is a passionate travelers. She spends 3 months every year visiting different places worldwide. She has visited almost every famous place in the world. She herself is an affiliate blogger

Filed Under: Marketing & Advertising

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