Huthwaite

BNET Resources

• sort by:
• Relevance
• Date
• Popularity

Show Me the Green Stuff

Huthwaite's research into what skilled commercial negotiators actually do, the largest body of data in the world on the subject, has identified the Ten Commandments of Negotiation. The research uncovered some startling insights, many of which demolish myths and challenge traditional ideas about how the skilled negotiator thinks and behaves....

Tags: Free Trade, Huthwaite, McGraw-Hill Companies, Negotiator, Finance

White papers 2005-12-21

Additional Resources

Call For Entries - National Sales Awards 2009

LONDON, June 12 /PRNewswire/ -- Entries for the National Sales Awards 2009 are now open. The Awards give organisations the opportunity to reward those teams and individuals who showcase sales excellence. Now in its 12th year and as the most prestigious event on the...

Articles 2008-06-12

Dial 'e' for auction

Technology Battering down suppliers on price might mean an e-auction is a winning option in the short-term, but what of the longer term cost? Paul Snell reports There is no reason suppliers should like reverse auctions," a vice-president of supplier management at a technology firm told...

Articles 2008-04-10

Suppliers disrupt e-auctions

Sourcing Suppliers are attempting to undermine procurement's use of reverse auctions, research has found. Methods used to "disrupt" the auctions include: refusing to participate, submitting bids outside the auction process or offering their lowest price at the start of the auction, limiting its effectiveness. A...

Articles 2008-04-10

Vector Marketing Presents Several Awards for National Sales Organization Pi Sigma Epsilon

WILMINGTON, Del. -- Vector Marketing Corporation, the direct sales division for Cutco Cutlery (http://www.cutco.com), the largest kitchen cutlery manufacturing company in the United States, recently presented several awards at the PSE Pi Sigma Epsilon National Convention. Vector Marketing sponsored the Pi Sigma Epsilon Pro-Am Sell-a-Thon (developed by Huthwaite,...

Articles 2008-04-10

Examine the UK Training Market

DUBLIN, Ireland -- Research and Markets (http://www.researchandmarkets.com/reports/c75922) has announced the addition of "Training Market Report 2007" to their offering. This Market Report examines the UK training market. In value terms, the market is at best static, but is actually likely to be contacting slightly. Key...

Articles 2007-11-29

Society of Automotive Analysts Presents its 4th Annual STRATEGIC PLANNING SUMMIT, Wednesday, August 29 in Troy, Michigan

To: AUTO EDITORS Contact: SAA Headquarters, +1-800-704-0051 ANN ARBOR, Mich., Aug. 21 /PRNewswire-USNewswire/ -- Seven of theautomotive industry's top analysts and forecasters are confirmedpresenters at SAA's 4th annual STRATEGIC PLANNING SUMMIT slated forWednesday, August 29 in Troy, Michigan at the Troy Marriott. Thepresenting sponsor of the event is National...

Articles 2007-08-21

2007 ERNST & YOUNG ENTREPRENEUR OF THE YEAR(R): Laura Huthwait, Cleaning up in a big way

LAURA HUTHWAITE/CEO Giant Janitorial Service Inc. Laura Huthwaite started Giant Janitorial Service Inc. to create an extra source of income while her husband was in college and she worked another job. In the 40 years since then, she has employed more than 5,000 people and today has...

Articles 2007-07-01

New Report Provides a Summary of Evaluation Guidelines for Selecting External Sales Training

DUBLIN, Ireland -- Research and Markets (http://www.researchandmarkets.com/reports/c60313) has announced the addition of 2006/2007 Sales Training Vendor Guide to their offering. Compares and Contrasts 15 leading sales training companies with relevant, authoritative analysis, 65 color graphs and tables. Expert advise from analysts, consultants and executives. Based...

Articles 2007-06-22

Vector Marketing Presents Awards for Pi Sigma Epsilon

WILMINGTON, Del. -- Vector Marketing Corporation, the direct sales division for Cutco Cutlery, the largest kitchen cutlery manufacturer in the United States, recently presented awards at Pi Sigma Epsilon's PSE Convention. Vector sponsored PSE's Top Marketing Award, exemplifying a chapter's ability to implement a campaign...

Articles 2007-05-07

Individual Analysis of the Top 730 Surveyor and Valuer Companies in the UK Such As Milton Keynes Surveys Ltd. and Powers & Tiltman Ltd

DUBLIN, Ireland -- Research and Markets (http://www.researchandmarkets.com/reports/c55090) has announced the addition of Surveyors & Valuers - Portfolio Analysis to their offering. The Portfolio Analysis - Surveyors & Valuers is a comprehensive evaluation of the UK market. The revised and updated 2007 edition analyses the financial...

Articles 2007-04-25

Training provides techniques to increase sales performance.(FROM AICC)

AICC held its Renewing Your Sales Force--Intermediate Level on March 22-23, at the Hyatt Rosemont in Chicago. The two-day training class was facilitated by John Bacot of Hycorr Machine Corp. using the Huthwaite SPIN[R] Selling program content. Huthwaite founder Neil Rackham...

Articles 2007-04-07

AICC plans March meetings.(SALES TRAINING & PRODUCTION MANAGERS FORUM)

In March, the Association of Independent Corrugated Converters AICC, Alexandria, Va., will again offer its sales training programs for corrugated and other paper industry salespeople with over 18 months experience in industry sales. It will also host a Production Managers Forum. ...

Articles 2007-02-03

AICC offers computer-based training.(FOR NEW SALESPEOPLE)

The Association of Independent Corrugated Converters AICC, Alexandria, Va., is now offering a computer-based course called "Renewing Your Sales Force--Beginner Level Training." Attendees will be introduced to the consultative selling process developed by Neil Rackham, called Huthwaite SPIN[R] selling. With this systematic and comprehensive selling...

Articles 2007-01-13

Hitachi America Appoints Industry Veterans to the Embedded Business Group Marketing Team

BRISBANE, Calif. -- Hitachi America, Ltd., a subsidiary of Hitachi, Ltd. (NYSE:HIT) today announced that Steven King has been named vice president of marketing and sales and deputy general manager, and Collin Bruce as director of marketing for the Hitachi America, Ltd., Embedded Business Group. ...

Articles 2006-12-12

Why should it be a hard sell?

Byline: The financial services industry needs to work closer with higher education to attract better, fresher blood Going to university is often seen as three years of partying when students can put off making a decision of what to do with...

Articles 2006-11-30

AICC renews sales force with intermediate training.(13 SALES REPS ATTEND)

Thirteen sales representatives from independent corrugated converters and supplier companies from the U.S. and Canada participated in AICC's new Renewing Your Sales Force--Intermediate Level training, Sept. 19-20, in Toronto, facilitated by sales veteran and certified Huthwaite trainer, John Bacot, Hycorr Machine Corp. At the end ...

Articles 2006-10-07

Q: What do you call a lawyer who can sell? A: Partner.

Byline: Samantha Selmes Jul 30, 2006 (The Australian - ABIX via COMTEX) -- Marketing has gone from taboo to essential for Australian law firms. The Australian legal sector is far behind the US, where advertising has been permitted since 1977. Nevertheless,...

Articles 2006-07-30

AICC offers in-house sales training.(ON CD-ROM)

The AICC's newest sales training program, Renewing Your Sales Force--Beginner Level, is open for registration. This comprehensive, computer-based, individual training program is for sales people in the corrugated, folding carton and related packaging industries, including suppliers, with less than 18 months of industry selling or B2B...

Articles 2006-07-15

New sales training in Midwest.(AICC)

AICC's sales training program for corrugated container industry salespeople, Renewing Your Sales Fore--Intermediate Level, will be held in St. Louis, Mo., from July 31 until August 1. Developed by the sales training firm Huthwaite Inc., founded by Neil Rackham, this comprehensive training...

Articles 2006-06-24