TITLE

HOW GOOD ARE MANAGERS AT EVALUATING SALES PROBLEMS?

AUTHOR(S)
Lilly, Bryan; Porter, Thomas W.; Meo, A. William
PUB. DATE
January 2003
SOURCE
Journal of Personal Selling & Sales Management;Winter2002-2003, Vol. 23 Issue 1, p51
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This study examines how sales managers evaluate the severity of problems facing their sales units. Attribution literature is utilized to understand how managers may misjudge the severity of these problems. Interviews were used to identify typical sales problems and to develop measures of performance. A subsequent survey measured problems and performance among a sample of 160 sales distributors. Univariate analysis reveals that managers assess uncontrollable problems as more severe. In contrast, bivariate analysis reveals that more controllable problems have a greater negative impact on performance. Managers appear to exhibit a bias that limits their ability to accurately evaluate sales problems.
ACCESSION #
10085393

 

Related Articles

  • Get to the decision-maker.  // Sell!ng;Oct2005, p12 

    Offers techniques for sales professionals in getting through a decision-maker. Suggested time to call a decision-maker; Advantage of asking to speak to a fictitious person; Tips on being gracious with support staff.

  • Global Selling and Sales Management--Cross Cultural Issues--National Character.  // Journal of Personal Selling & Sales Management;Winter97, Vol. 17 Issue 1, p73 

    This article discusses some articles on cross cultural issues in global selling and sales management, published in several journals. According to the article "Managing the Effects of Culture Shock and Sojourner Adjustment on the Expatriate Industrial Sales Force," by Bonnie S. Guy and W.E....

  • Application of Operations Research to Personal Selling Strategy. Montgomery, David B.; Webster Jr., Frederick E. // Journal of Marketing;Jan1968, Vol. 32 Issue 1, p50 

    Effective application of operations research to selling strategy offers significant opportunities for understanding how the market responds to sales effort and for better strategy decisions. Lack of progress to date may have created premature disillusionment. New information technology will...

  • The Moral Philosophy of Sales Managers and its Influence on Ethical Decision Making. Bass, Ken; Barnett, Tim; Brown, Gene // Journal of Personal Selling & Sales Management;Spring98, Vol. 18 Issue 2, p1 

    Sales managers' moral philosophies may be particularly important due to the influence these managers can have on the ethical climate of their sales organizations. Our study analyzed the moral philosophies of a national sample of sales managers in terms of differences between sales managers and...

  • The Moral Philosophy of Sales Managers and its Influence on Ethical Decision Making. Bass, Ken; Barnett, Tim; Brown, Gene // Journal of Personal Selling & Sales Management;Spring98, Vol. 18 Issue 2, p1 

    Sales managers' moral philosophies may be particularly important due to the influence these managers can have on the ethical climate of their sales organizations. Our study analyzed the moral philosophies of a national sample of sales managers in terms of differences between sales managers and...

  • Take out the garbage. Port, Michael // Entrepreneur;Aug2009, Vol. 37 Issue 8, p26 

    The article presents effective sales methods. The author suggests that sales personnel should become a masterful permission marketer. He also recommends the need for sales personnel to listen to their customers' preferred products. He further emphasizes the importance of building credibility...

  • Boost your sales effectiveness with the strategic use of color.  // Sales Insider;10/22/2008, Vol. 3 Issue 49, p3 

    The article presents the strategic use of color to boost sales effectiveness including red as a power color which also conveys strength, boldness, passion, danger and risk, blue as the color of reliability, peace and trustworthiness and green as the color of money, prosperity, growth and abundance.

  • The key step to take before you try to wow your customer.  // Sales Insider;10/22/2008, Vol. 3 Issue 49, p2 

    The article suggests knowing customer's expectation as the key step to take before trying to exceed it. It notes that the easiest way to achieve this is to open a discussion about expectations with questions about smaller details. This step will also give the salesman time to orchestrate a...

  • SALES TOOLBOX.  // Sales Insider;10/22/2008, Vol. 3 Issue 49, p3 

    The article presents sales tools to aid salesmen in dealing with prospects including phrasing benefits of product or service in terms of how well results of it will reflect on the prospect's personality, overcoming presentation jitters by focusing on the subject of the presentation, and keeping...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics