The Business of Public Opinion
By: Gerald J. Sherman Positive public opinion is one of the primary goals of public relations. It is also a vital key to success in business. The way that customers, vendors, suppliers, retailers, the media, and the community at large perceive the company and its products/services has tremendous effect on the success of these companies. When public More...
Training is the Road to People Development
At a training seminar I conducted several years ago in Dallas, Texas, I was criticized by Stanley Marcus, former president and Chief Executive officer of Neiman Marcus Department Stores. He was adamant that the More...
It’s Always the Season to Do the Right Thing
Our schools today are teaching social responsibility by requiring students to do some community service. They are learning early on that it’s the right thing to do! This time of the year is a good time to remind More...
Getting Along With Difficult People
By: Gerald Sherman I remember the first job that I had after being honorably discharged from the service. It was working as an inside salesperson for a lamp company. I was hired by the owner, who was also a veteran. More...
Personal Selling Reborn
By: Gerald J. Sherman Have you noticed the rebirth of personal selling? Just read the newspapers, view TV and listen to the talk shows. Watch the presidential debates and you will see personal selling in action. More...
Response to the Pitch. Are You Striking Out?
By: Gerald J. Sherman What is “The Pitch?” It’s a word with many meanings. In baseball the pitcher throws the ball at the batter to get a response – strike, ball or a hit. In music it describes the different More...
The Business of Doing Business
By: Gerald J. Sherman Because of the many requests for a rerun of this article, I am submitting the following. We would like to hear from you about “What business are you in?”– and help you define your More...
B2B or not 2B
By Gerald Sherman Business-to-Business selling, is just what the name says; it is business that occurs between two businesses. In the real world Business-to-Business selling (or B2B for short) is far different More...
Do You Really Know What Your Customer Wants?
By Gerald Sherman I asked a prospective client what business she was in. She complained that some days she doesn’t know herself. She said her clients are so fickle that she is not sure what they want anymore. More...
Going Backwards To Go Forward
By Gerald Sherman This past Sunday my wife and I were invited to a farewell BBQ for Captain Christopher, (last name withheld), a career officer in the United States Marine Corps, who is leaving on another overseas More...
