An Empirical Investigation of Critical Success Factors in the Personal Selling Process for Homogenous Goods

Dwyer, Sean; Hill, John; Martin, Warren
June 2000
Journal of Personal Selling & Sales Management;Summer2000, Vol. 20 Issue 3, p151
Academic Journal
This study uses a Critical Success Factor approach to evaluate a representative set of 51 selling techniques with the intent of determining what techniques are more critical to sales success for salespeople who sell homogenous products than others and what techniques are associated with failure. A set of twelve techniques were identified that distinguished salespeople in the top decile from those in the bottom decile.


Related Articles

  • Create A Sales Strategy That Will Be Your Ticket To Success.  // Sales Leader;11/6/2006, Vol. 12 Issue 18, p1 

    The article offers a number of tips for creating a sales strategy that will be lead to success. Developing a sales strategy is the best way to maintain an organized plan. There are several points a salesperson should first consider when coming up with a sales strategy. Some of these points are:...

  • To cement the sale, you must come to your senses. Gitomer, Jeffrey // Long Island Business News (7/1993 to 5/2009);10/6/2006, Vol. 53 Issue 42, p29A 

    The author discusses about how salespersons should gain awareness of the sense of selling or sales sense that determines the key to their sales success. Sales sense comes from the process of mastering several internal senses which are simple to understand but difficult to master. He enumerated...

  • 'Golden Ticket' Paves The Way To Success.  // Grand Rapids Business Journal;9/8/2008, Vol. 26 Issue 37, p21 

    The article offers pieces of advice for salespeople on achieving sales success. According to the author, drive and determination are key to achieve goals and find success but salespeople should also learn from books, be prepared at all times and always smile. Questioning also helps one discover...

  • Follow Up. Garmaise, Judy // Sales & Service Excellence Essentials;Oct2009, Vol. 9 Issue 9, p5 

    The article offers suggestions on how salespeople could close more sales by doing successful follow-ups. It explains why salespeople should quit taking rejections personally and should never assume that they would annoy prospects if they follow up. In this article, the author suggests that...

  • Here's a dime. Call your mother. Tell someone who cares! Williams, Sam // Inside Tucson Business;12/21/2009, Vol. 19 Issue 29, p14 

    The article discusses how to be a successful sales manager. Some of the most successful sales managers have profiles that look more like those of farmers. It suggests that they need to support and nurture their sales people to grow their business. In addition, each sales executive of sales...

  • 'Invest in long-distance leaders because leadership is the most precious natural quality we can develop.'. Mrozinski, Phil // Marketing News;6/4/1976, Vol. 9 Issue 23, p7 

    Expresses an opinion on the importance of leadership to salespeople in an organization. Qualities of a potential sales leader; Advice for developing such an ability.

  • 'No, Thank You'. Castoro, Amy; Luzmore, Peter // Sales & Service Excellence Essentials;Dec2010, Vol. 10 Issue 12, p11 

    The article focuses on how salespeople can develop trust with customers in the face of rejection. It is recommended that salespeople should avoid a communication disconnect as this erodes trust and reduces the likelihood of future sales. One's reactions when a customer declines one's offer...

  • 23. SALES MANAGEMENT. Copulsky, William; Rathmell, J.M.; Kelley, William T. // Journal of Marketing;Oct56, Vol. 21 Issue 2, p223 

    The article presents several abstracts of publications in the field of sales management, including "Will Purchasing Research Influence Sales," "Automobile Allowances for Salesman," and "The Latest 'Secrets' of Selling."

  • Top 10 Sales Urban Myths. DiModica, Paul // American Salesman;Oct2006, Vol. 51 Issue 10, p3 

    The article discusses various sales myths or business beliefs. Some of the myths included are spending the available sales cycle selling timer with a decision influencer will increase the sales success, dropping prices increases sales in long-term, business networking is better than cold...


Read the Article


Sign out of this library

Other Topics