The scenario of the case study is that within a period of two weeks seven machines belonging to your customers have broken down due to the fault in a particular spare part. This is not a fast moving spare part, so an…
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Sales executives often find themselves clueless when it comes to handling an enraged customer. One often wonders whether one should offer an explanation that clearly does nothing to ameliorate the situation but adds more fuel to fire, or should one just…
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Introduction Service to the society is the guiding canon for Philyra Training and Consultancy. It aims to evoke and support the evolution of individuals, both in their personal and professional spheres, thus enabling them to scale the pinnacle of success. Philyra will…
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It is a common practice or prevalent predominant thought among sales executives that sharing their own reasons for a sale with the customer would motivate him/her to make the purchase. The salesperson thinks that if he/she impresses upon the customer the…
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There is a wooden plank 1 foot wide and 20 feet long. It is placed on the ground and a physically fit person is asked to walk on it from one end to the other; he/she can easily do this. If the…
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Open-ended questions are those questions that cannot be answered with a ‘yes’ or a ‘no’ response. These questions compel our listeners to share more. A seasoned conversationalist relies upon a blend of both closed questions and open-ended questions. In order to develop…
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By Prabhneet Kaur A famous American landscape photographer Ansel Adams once said, “You don’t take a photograph, you make it”. I couldn’t agree more. My mobile phone is always full of pictures, some random, others that have sentimental value. And I hold…
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When it comes to persevering upon others to get them to agree to our demands, we feel that it can be done with small ‘yeses’ that gradually grow into acceptance of bigger things. However, this is not the only and the most…
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By Prabhneet Kaur I am a 90s’ kid. When I was a child, cordless phones were the coolest thing around. You could carry them anywhere in the house and make a private call. Private only till someone else picked up another receiver…
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By Prabhneet Kaur How do you tell your husband soon after you’ve got married that a piece of clothing he loves so much is not going to be liked by his in-laws? That’s right, you don’t. But if he’s also your best…
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