- Sales training must emphasize building relationships. Brown, W. Steven // American Salesman;Oct93, Vol. 38 Issue 10, p3
Discusses the need for sales training to focus on building relationships with customers instead of emphasizing presentation and closing skills. Marriage proposal analogy; Establishment of trust; Changes in the competitive climate; Need for salespeople to consider prospects' fear of change and...
- Competitor awareness. Test, Alan // American Salesman;Dec95, Vol. 40 Issue 12, p13
Uses sports analogy to address customer competition between sales personnel. Role of fear; Importance of knowing competitors' advantages; Strategies to discover competitor activities.
- How to keep selling when the selling gets rough, tough and terrible. Graham, John R. // American Salesman;Dec95, Vol. 40 Issue 12, p22
Discusses selling strategies. Importance of product presentation; Personal image; Focus on present accomplishments; Concentration on future customers; Differentiation between aggression and pushiness; Personal adjustments aimed to give productive directions; Hard work.
- Making sense of sales, and sales from a 'sense.'. Gitomer, Jeffrey // Journal of Business (10756124);11/21/2001, Vol. 16 Issue 24, pB17
Presents tips for salespeople on preventing and dealing with negative attitudes. Inclusion of building confidence to deal with fear; Realization that prospects are not rejecting the salesperson personally; Importance of working hard; Dealing with doubt.
- Willy Loman, rest in peace! Blackman, Jeff // Supply House Times;Sep2000, Vol. 43 Issue 7, p75
Part I. Identifies the qualities of a great sales professional. Commitment; Results orientation; Passion; T.E.A.M. work; Progress monitoring; Self-empowerment.
- Emotion is a wonderful thing, but logic lasts. Popyk // Business Journal (Central New York);10/15/99, Vol. 13 Issue 41, p28
Discusses the psychology of selling. Basic rules for selling; Consequence when salesmen close on emotion and feelings first, logic second; Need to find the customer's need and to fill it.
- EXCHANGE-SPECIFIC SELF-DISCLOSURE, SOCIAL SELF-DISCLOSURE, AND PERSONAL SELLING. Jacobs, Richard S.; Hyman, Michael R.; McQuitty, Shaun // Journal of Marketing Theory & Practice;Winter2001, Vol. 9 Issue 1, p48
Presents a study which discussed a model for exchange-specific and social self-disclosure in consumer-salesperson relations. Definition of self-disclosure; Factors that influence reciprocal self-disclosure; Alternative measures of exchange-specific and social self-disclosures.
- TRAIT COMPETITIVENESS AND COMPETITIVE PSYCHOLOGICAL CLIMATE AS ANTECEDENTS OF SALESPERSON ORGANIZATIONAL COMMITMENT AND SALES PERFORMANCE. Fu, Frank Q.; Richards, Keith A.; Hughes, Douglas E.; Schrock, Wyatt A. // AMA Summer Educators' Conference Proceedings;2013, Vol. 24, p64
An abstract of the article "Trait Competitiveness and Competitive Psychological Climate As Antecedents of Salesperson Organizational Commitment and Sales Performance" by Frank Q. Fu, Keith A. Richards, Douglas E. Hughes and Wyatt A. Schrock is presented.
- Revisiting the Role of Emotional Intelligence in Salesperson Relational Behavior and Performance. Kadić-Maglajlić, Selma; Vida, Irena; Obadia, Claude // AMA Winter Educators' Conference Proceedings;2014, Vol. 25, pL-12
An abstract of the article "Revisiting the Role of Emotional Intelligence in Salesperson Relational Behavior and Performance," by Selma KadiÄ‡-MaglajliÄ‡, Claude Obadia, and Irena Vida is presented.