Can you engage me? That's up to me to perceive
Tags: SALES; SELLING; MARKETING; CONSUMER behavior; COMMERCE
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The article offers ideas for companies and salesperson on how to increase their sales. The author argues that the changes happening in the world influence the way sales are made. He recommends that salespeople help their customers beyond their expectations. He advices companies to increase sales...
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The article suggests selling strategies that can help to gain more sales in the light of the economic recession. These include sharpening one's skills in reading customers' minds, being open to the customers when it comes to one's need to make a sale, and watching out for the customers' plumage...
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The article presents the author's views regarding the identification of a sales deal, whether it be productive or to just let it go in the U.S. He suggested that salesmen should identify indecisive buyers, also known as tire kicker, at an early time so as not to waste anymore time and go onto...
- A SOCIALIZATION MODEL OF RETAIL PATRONAGE. Bellenger, Danny N.; Moschis, George P. // Advances in Consumer Research;1982, Vol. 9 Issue 1, p373
Research on retail patronage has been difficult to assimilate and thus difficult to translate into meaningful retail strategies and directions for future research. This is partly due to lack of a unifying theory or model that can be used to relate the various aspects of patronage behavior that...
- Are you getting left behind? Thull, Jeff // Sell!ng;Sep2004, p12
Discusses the use of the conventional sales process in complex selling situations. Potential effect of the sales process on achieving a positive outcome; Factors that affect the perception of a product by a customer; Limitations of sales presentations and proposals in raising the level of...
- Is it better to buy or be sold? Rohrer, Robert // American Salesman;Feb99, Vol. 44 Issue 2, p3
States that people love to buy but go to great lengths to avoid letting someone sell something to them. Observation on shoppers; Recommendations for salesmen; Examples of how companies managed to sell their products.
- BUYER'S RELATIONAL DESIRE AND NUMBER OF SUPPLIERS USED: THE RELATIONSHIP BETWEEN PERCEIVED COMMITMENT AND CONTINUANCE. Rutherford, Brian N.; Boles, James S.; Barksdale Jr., Hiram C.; Johnson, Julie T. // Journal of Marketing Theory & Practice;Summer2008, Vol. 16 Issue 3, p247
This paper examines the effect of perceived commitment in relation to a buyer's propensity to stay in a business-to-business relationship. The findings of this study support that buyer's perception of both the salesperson and selling firm's commitment have a significant positive relationship...
- ELECTRONICS Best places to buy. // Consumer Reports;Dec2006, Vol. 71 Issue 12, p30
This article provides consumer tips for buying electronic gadgets. In 2006, the Consumer Reports National Research Center surveyed consumers and found that online merchants and independent local stores were considered best bets for buying electronics. The internet is becoming more and more...
- Don't Give Too Much Information. Sobczak, Art // Broker Magazine;Jun/Jul2004, Vol. 6 Issue 3, p6
Telephone sales expert Art Sobczak warns about providing too much information on the telephone to a potential client. An example took place on a business-to-business call, where the buyer was set to make a large order on some calculators. All went well until the sales rep threw in the comment...
