Marketing Moments- How Average are Your Salespeople?

by Dr Greg Chapman, MBA

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We have all seen the good, the bad and the ugly in sales, and let’s face it, we are all in selling for a living one way or another. While for some it appears effortless, it is never all beer and skittles.

Firstly you have to convince customers of the superiority of products and services, that your prices are affordable, and just when you are all excited about closing the deal, you have to take a cold shower while they go away and “think it over”. When you hear the words “I need to think it over” you know that the only one thinking it over is the salesperson. More.....

Dr Greg Chapman is the Director of Empower Business Solutions and The Australian Business Coaching Club and is Australia's Leading Advisor on Emerging Businesses and provides Coaching and Consulting advice to Australian Small Business Owners in Marketing & Business Strategies Planning & Systems. He is also the author of The Five Pillars of Guaranteed Business Success and Price: How You Can Charge More Without Losing Sales.

Small Business Best Practice Benchmarks- Return on Assets

by Dr Greg Chapman

This is another in the series of posts on Small Business Best Practice Benchmarks.

Return on Assets (ROA) is the ratio of Earnings Before Interest and Tax (EBIT) and Total Assets. This gives an indication on the return on the value of the business’ assets. This excludes any financing effect which is why Interest is added back to earnings.
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Dr Greg Chapman is the Director of Empower Business Solutions and The Australian Business Coaching Club and is Australia's Leading Advisor on Emerging Businesses and provides Coaching and Consulting advice to Australian Small Business Owners in Marketing & Business Strategies Planning & Systems. He is also the author of The Five Pillars of Guaranteed Business Success and Price: How You Can Charge More Without Losing Sales.

Ad of the Month - Cliches

by Dr Greg Chapman

Ads in various categories end up becoming stereotypes of each other. An example is ads for action movies always seem to have a voice over from the same deep throated male. Feminine products always seem to be wistful and filmed with misty images and in slow motion while ads for male products tend to show goofy guys.

Showrooming II

by Dr Greg Chapman

In another article on Showrooming, the practice of customers visiting retailers and after receiving the benefits of the salespersons’ time and knowledge, searching and purchasing on line at the lowest price, which is becoming ever more common in Australia, hope is provided.

Marketing Moments - What's in the Box?

by Dr Greg Chapman, MBA

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Are you ever asked why does your product or service cost so much? Perhaps they ask, how much do you charge per hour? What such buyers are seeking are clues to your production costs, so they can then work out how to negotiate a lower price from you. More.....

Dr Greg Chapman is the Director of Empower Business Solutions and The Australian Business Coaching Club and is Australia's Leading Advisor on Emerging Businesses and provides Coaching and Consulting advice to Australian Small Business Owners in Marketing & Business Strategies Planning & Systems. He is also the author of The Five Pillars of Guaranteed Business Success and Price: How You Can Charge More Without Losing Sales.