Sujan, Harish; Weitz, Barton A.; Sujan, Mita
August 1988
Journal of Personal Selling & Sales Management;Aug88, Vol. 8 Issue 2, p9
Academic Journal
The article focuses on increasing sales productivity by getting salespeople to work smarter. The cost of selling has increased significantly over this decade. A recent survey reports that the average cost of an industrial sales call is $131, and the total selling cost to close a sale is $751 at 5.5 calls per completed sale. However, a salesperson's personal contact with a customer is, and is likely to remain, the most effective method of making a sale. Increasing the salesperson's effectiveness during an interaction, thus, continues to be a major sales management task. The research with over 2000 sales-people working for over 200 companies indicates that a key factor for increasing salesforce productivity is getting salespeople to work smarter during their interactions with customers. This view contrasts the principle underlying many motivation programs currently in practice which are designed toward motivating salespeople to work harder-to spend more time selling, make more calls, and put in more effort with tough customers. The studies have found that the performance of industrial salespeople is more strongly related to what salespeople do rather than how hard they work.


Related Articles

  • Managers Should Test Selves Before Testing Their People.  // Grand Rapids Business Journal;7/11/2005, Vol. 23 Issue 29, p25 

    Offers tips and facts on how to build the sales force and grow the salespeople. Significance of encouragement in the business; Information on how to create the law of attraction; Result if the salespeople are referring other salespeople.

  • Build the Worst Sales Team Ever (or Inversely, the Best). Person, Lisa // Image Source;Nov2015, Vol. 17 Issue 11, p34 

    The article discusses ways to create an effective sales team in a business organization. Topics discussed include need to develop a strategy and heading up the hiring process, ways to develop an effective sales force by analyzing budget, potential compensation plans, business needs and corporate...

  • Are You Green? Robertson, Kelley // Sales & Service Excellence Essentials;Dec2010, Vol. 10 Issue 12, p14 

    The article discusses the things that many salespeople neglect which can contribute to the success of one's business. It is recommended that salespeople should nurture their existing accounts to ensure a competitor does not take the business. Many salespeople fail to keep contact with prospects...

  • CRM's Most Underutilized Feature. Dickie, Jim // CRM Magazine;Nov/Dec2010, Vol. 14 Issue 11, p6 

    The article focuses on compensation management, which is said to be the most misused feature of Customer Relationship Management (CMR). A study reveals that 96% of over 1,100 companies surveyed said that their strategy to sales representative compensation included a variable-pay component and...

  • Help, my sales are falling and I can't get them up! Gitomer, Jeffrey // Enterprise/Salt Lake City;4/10/2006, Vol. 35 Issue 40, p8 

    This article offers recommendations for an owner of a company with decreasing sales. When sales go down, all kinds of blame and panic result. Most specifically, the economy is blamed. An important step that the company should take is to call existing customers and determine the cause of sales...

  • Identifica a Los Vendedores Que no Venden. Farcug, Rodolfo Urdiain // Entrepreneur Mexico;Jul2008, Vol. 16 Issue 7, p104 

    No abstract available.

  • A SYNOPSIS OF THE LITERATURE ON CHARACTERISTICS OF SUCCESSFUL SALESPEOPLE. Longfellow, Timothy A. // Journal of Personal Selling & Sales Management;Spring95, Vol. 15 Issue 2, p70 

    This article examines the results of previous studies on characteristics of successful salespeople. An attempt has been made to categorize the traits to enhance future analysis of the characteristics. It was concluded that while certain characteristics have been consistently shown to be related...

  • INGROUP AND OUTGROUP STATUS IN THE SALES FORCE: IS GENDER A FACTOR? Longfellow, Timothy A. // Journal of Personal Selling & Sales Management;Spring95, Vol. 15 Issue 2, p71 

    The relationship between the sales manager and the salesperson is one of the most important in the sales process. The relationship in these dyads can affect motivation, morale, and performance of the sales force. This study attempted to determine whether sales managers would identify same gender...

  • THE INFLUENCE OF SALESPERSONS' CUSTOMER-ORIENTATION ON CUSTOMER SATISFACTION AND RELATIONSHIP DEVELOPMENT. Longfellow, Timothy A. // Journal of Personal Selling & Sales Management;Spring95, Vol. 15 Issue 2, p74 

    Responding to calls for research investigating the nature of and antecedents to buyer-seller relationships, this paper explores the influence relationships between salespersons customer orientation, customer satisfaction, and buyer-seller relationship development. Utilizing multi-object...


Read the Article


Sign out of this library

Other Topics