Effects of Self-Monitoring and Similarity on Salesperson Inferential Processes
- Making Personal Selling Role Plays More Realistic. Moncrief, William C.; Shipp, Shannon // Marketing Education Review;Spring94, Vol. 4 Issue 1, p45
The use of role plays in sales management classes is pervasive, but one recurring drawback is the lack of realism. Students acting as buyers are often too easy on the "sellers." The authors outline a classroom-tested approach to incorporating buyer personalities and sales scenarios in personal...
- Use of Closed Influence Tactics by Salespeople: Incidence and Buyer Attributions. Brown, Steven P. // Journal of Personal Selling & Sales Management;Fall90, Vol. 10 Issue 4, p17
The article discusses influence tactics by a salesperson in a sales interaction. The study of self-presentational and attributional processes can provide important insights into personal effectiveness. It has suggested some directions that such research might take through a conceptual discussion...
- PERSONAL SELLING AND SALES MANAGEMENT ABSTRACTS. // Journal of Personal Selling & Sales Management;Spring2008, Vol. 28 Issue 2, p185
The article presents abstracts on selling and sales management topics which include the use of mind response time as a tool for sales personnel, research on buyer and seller relationships, and research on customer relationship management.
- THE SELLING ORIENTATION-CUSTOMER ORIENTATION (SOCO) SCALE: CROSS-VALIDATION OF THE REVISED VERSION. Periatt, Jeffery A.; LeMay, Stephen A.; Chakrabarty, Subhra // Journal of Personal Selling & Sales Management;Winter2004, Vol. 24 Issue 1, p49
In a study on the measurement of customer orientation of salespersons, Thomas, Soutar, and Ryan (2001) proposed a shorter version of the 24-item selling orientation-customer orientation (SOCO) scale developed by Saxe and Weitz (1982). This revised version is a 10-item scale, where, the selling...
- Gaining Customer Trust: A Conceptual Guide for the Salesperson. Swan, John E.; Nolan, Johannah Jones // Journal of Personal Selling & Sales Management;Nov85, Vol. 5 Issue 2, p39
This article focuses on the importance of gaining customer trust. Trust is not the only important factor in the customer-salesperson relationship, but it helps determine the ability of a salesperson to influence a prospect. The basic reason why trust should be an important element in industrial...
- Ask Your Way to the Sale. Gitomer, Jeffrey // Sales & Service Excellence Essentials;Nov2004, Vol. 4 Issue 11, p4
Gives advice to salespeople how to ask questions to prospected buyers. Concept of power questions; Disadvantages of telling the prospect about the benefits of the product; Considerations when asking about the criteria by which purchasing decisions are made.
- Before you sell, tap into the motives for buying. Gitomer, Jeffrey // Business Journal (Central New York);11/21/2003, Vol. 17 Issue 47, p11
Discusses the need for salespeople to motivate potential customers to want to buy. Importance of knowing why people buy; Observation that people buy things emotionally and justify them logically; Complexity of selling situations because they are trainer-driven rather than customer-driven.
- It's wrong to ask your customers to do your work. Gitomer, Jeffrey // Long Island Business News (7/1993 to 5/2009);12/19/2008, Vol. 55 Issue 62, p23A
The article discusses the importance for sales people not to ask their customers to fill out form for them. The author said that updating database is a great opportunity to reconnect with the entire customer base. It is said that salespeople must come up with a few ideas that will leave a...
- A Two-Step That Never Gets Out of Date. McCarthy, Tom // Lodging Hospitality;2/1/2006, Vol. 62 Issue 2, p26
The article provides tips on improving selling techniques. Two things that a sales manager can do to improve production is to increase the number of prospecting calls made on good prospects and improve selling techniques to increase the percentage of business booked from prospecting efforts. A...