TWO WAYS TO BOOST COMMISSIONS by Gil Simonds Account size and quality can adversely affect the value of an agencys or producers book, due to a combination of lower revenues,...

INFORMATION DATE 19910805 DESCRIPTION USDOL Program Highlights on Safety and Health Program Management SUBJECT Voluntary Safety and Health Program Management ABSTRACT Management Commitment and Empl...

Far from just another sales technique or gimmick, Productive Selling Attitude (PSA) is a fundamental approach to making sales.

PSA is emerging from a clear understanding of how customers think, as well as from the expectations of suppliers and vendors.

Only those who are brutally honest with themselves really make it in sales - this means admitting that it is getting more difficult to "make the sale."

The obstacles to success are everywhere. Automated telephone systems serve as an impenetrable wall. The fear of making a wrong decision creates endless delays and false starts.

WORKING TOGETHER-WITHOUT STRESS by Grace Bauer This week, I received a call from an agency principal, who told me the difficulty he was having getting his employees to work together. We wer...