RSI News Menu

Executive Search
RSI's Executive Search Process will find the best Candidate for your position.
---------------------------------------------- Executive Recruiting
RSI's Executive Recruiting Experts bring Employers only the best Executive talent.
RSI Search Solutions


Firm Locations
RSI Executive Search Firm Locations - Providing Search Solutions across the United States and around the World.
View Our Locations

Search Firm Locations
US Search Firms
International Search Firm


Kim Martine
5000 Executive Parkway, Suite 450
San Ramon, CA 94583

Icon PhonePHONE: 925-275-0727 Ext 211

Like us on Facebook

Executive Search Firm News - Management Matters

Executive Search Industry Trends Jump Menu

Management Matters: is a New Article series dealing with the issues that arise when managing personnel and how to optimize your current staff in a company.


Training Sales Force In Business Etiquette

December 1st, 2007


Making a lucrative deal can involve a number of business factors, put improper business etiquette can also damage a deal. Training a sales staff in proper etiquette is as important as their sales training, according to Judith P. Bowman, founder of Protocol Consultants International, a training and consulting firm, and author of “Don’t Take the Last Donut: New Rules of Business Etiquette.”


Teach sales professionals to shake hands
“Even salespeople with the best people skills make mistakes, and showing them how to make that all-important first impression is a powerful training tool,” Bowman says.


Bowman advises one to two “pumps” in North America are appropriate; one brisk “pump” in France and Germany; a light, lingering handshake in Latin and Arab countries; and a handshake and a bow in Japan. Handshaking should occur when meeting, greeting, saying farewell or sealing a bargain.


Address clients appropriately
Bowman says many salespeople make the mistake of addressing a potential new client by his or her first name, often turning a potential client off before the deal is even discussed.


“Urge sales professionals to err on the side of being conservative, showing respect,” she advices. “Remind them to never assume the familiar unless or until invited to do so.”


Seating is important
Seating arrangements at a sales call is important, Bowman says.


“Seating is subliminally powerful. The most important person (the client) should be seated to the salesperson’s right, while the second most important person (the manager) should be seated to the salesperson’s left,” she says. “If you are co-presenting with someone from your sales team, you should be seated across from the salesperson (and the client should be seated to the salesperson’s right) so that together, you and your sales professional can control the meeting through eye contact, body language, silent signals, etc.”



Back to top




Our Search Firm Handles over 35 Vertical Markets in over 50 Solution Locations:

RSI Executive Search Firm Solution Centers:

United States Search Solution Centers:
  • Call Us Today: (800) 832-8268
  • CALL US (800) 832-8268
  • Like us on Facebook
  • Follow us on Twitter
  • Follow us on LinkedIn
  • Follow us on YouTube
  • Join us on Google Plus
  • RSI Blog