David Freedman of Huthwaite International has advice for companies trying to sell their way out of the recession.

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Moscow is one of the most challenging places to train as well as to sell these days. That is why negotiation skills are so very important to a supplier like Oracle, operating in the competitive software market.

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For IBM Germany to succeed in the long-term it needs strategies for contacting clients, creating agreements and negotiating appropriate outcomes in the growing services market - especially outsourcing.

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IBM, historically the giant of the IT industry, is now once again showing strong business performance. Across Europe, Huthwaite has been involved in various projects to hone the interactive skills of the customer facing staff.

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David Freedman, IT business director, Huthwaite International, offers his top tips for retaining business in difficult times.

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Sun Microsystems has long been one of the world's leading IT systems providers, with an excellent track record and reputation. However, the organisation has discovered that it is less well recognised as a total solutions provider, and is taking actions to correct this misconception.

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A significant new product is about to be launched. It's technologically innovative, it meets a clear market need and, best of all, it leapfrogs the competition. The product is introduced to the salesforce and they report back great initial enthusiasm from the marketplace. So why does a product with such great promise seem to be struggling for its life?

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Training at the network computing company Sun Microsystems highlighted the importance of understanding customer needs as it moved from a product - to a solutions-based offering.

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Team building can be one of the most difficult and also one of the most rewarding aspects of any Director's role. The ability to build a successful and, above all, cohesive unit can often prove particularly troublesome - after all, even the slightest breakdown in communications can result in a level of underperformance that can undermine the organisation's entire strategic focus. But what, then, is the secret of building a successful team?

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