Personal Selling and Sales Management Abstracts

Ramsey, Rosemary
June 1995
Journal of Personal Selling & Sales Management;Summer95, Vol. 15 Issue 3, p79
Academic Journal
The article presents information about personal selling and sales management abstracts. The study "customer behavior--perceptions and decision making" examined whether buyers and sellers categorize product, service, and price attributes similarly. One hundred and twenty buyers belonging to manufacturing organizations in the midwest and 108 salespeople from the same companies rated how important each of several attributes are in their purchasing decisions. The results of the study show that decision makers are not always bound by the initial representation of a problem. In addition, the analysts made their choice of representations early, perhaps even before they finally understood the details of a given problem. The authors suggest that decision researchers should investigate how people structure or define a problem as well as which strategies they used to solve the problem as defined. This study examined the information sources used by retail buyers in the fashion industry. Sixty buyers completed a decision making task in which they were given eight different information sources. The buyer's own knowledge and customer requests were the most important sources, while that of sales representatives were of relatively little importance.


Related Articles

  • The biggest fear of salespeople is not fear itself. Gitomer, Jeffrey // Enterprise/Salt Lake City;8/27/2007, Vol. 37 Issue 9, p8 

    The article offers advice on how to overcome the major fears of salespeople, which are the fear of rejection and the fear that the fee that they charge is too high. Particular focus is given to the fear over price. According to the author, all salespeople should have a believe that the value of...

  • Selling Process--Stages--Activities--Adaptive Selling.  // Journal of Personal Selling & Sales Management;Winter97, Vol. 17 Issue 1, p80 

    This article discusses several articles related to selling processes, published in different journals. According to the article "Situational Risk in Organizational Buying: A Basis for Adaptive Selling," by Michele D. Bunn and Ben Shaw-Ching Liu, published in the journal Industrial Marketing...

  • 20. Sales Management and Selling. Penn, William S.; Regan, William J.; Wright, John S. // Journal of Marketing;Jan1964, Vol. 28 Issue 1, p106 

    The article presents abstracts of marketing literature related to sales management and selling. They include "What Makes Your Salesmen Sell?" by Edwin C. Nevis, "Selling as a Dyadic Relationship: A New Approach," by F.B. Evans, and "5 Paradoxes of Sales Management," by Donald L. Thompson.

  • Who's Minding the Store? Marshall, Michael P. // Journal of Personal Selling & Sales Management;Spring98, Vol. 18 Issue 2, Preceding p1 

    Presents a letter about sales management. Role of sales personnel and sales managers in such market and sales changes; Function of many of the firms or businesses that are paying close attention to market and customer changes; Importance for a firm to have a strong top-down management approach...

  • CRM: Your Personal Digital Assistant. Dickie, Jim // CRM Magazine;Jul2008, Vol. 12 Issue 7, p8 

    The article highlights several offerings that can make sales representatives more productive. It focuses on digital assistant solutions for sales personnel. ConnectAndSell offers a combination of software and "liveware" to help salespeople connect with potential clients. TimeTrade Systems...

  • Personal Selling & Sales Management Abstracts. Sohi, Ravi // Journal of Personal Selling & Sales Management;Summer2001, Vol. 21 Issue 3, p255 

    The article presents information about various abstracts related to personal selling. The article "Consumers' Trust of Salesperson and Manufacturer: - An Empirical Study," is an empirical study involving new car buyers assessed the role of trust in business relationships. The influence of...

  • The Evolution of Sales Training. Stein, Dave // Chief Learning Officer;Apr2007, Vol. 6 Issue 4, p24 

    The article reports on the significance of understanding the development of sales training and how it meets the demands of direct customers. It was inferred that during the past decades, sales personnel and sales executives lack the opportunities of acquiring training. However, it shows that the...

  • Decisions, indecisions --- why? Gitomer, Jeffrey // Enterprise/Salt Lake City;11/8/2004, Vol. 34 Issue 20, p8 

    Stresses the importance to salespeople of knowing what makes people decide. Factors that influence a customer's decision; Questions that help the decision maker weigh his decision; Example of the unspoken thoughts a prospect may ponder; Implication of a prospect's indecisiveness for the...

  • Decisions, Decisions, Indecisions, Indecisions... Why? Gitomer, Jeffrey // Business Journal Serving Fresno & the Central San Joaquin Valley;11/12/2004, Issue 323321, p7 

    Focuses on issues related to decision making in sales. Citation factors influencing the decisions of prospect customers; Emphasis for the salesperson to provide enough reasons to buy; Importance of testimonials in making sales.


Read the Article


Sign out of this library

Other Topics