High Technology Salespeople's Information Acquisition Strategies

Beltramini, Richard F.
May 1988
Journal of Personal Selling & Sales Management;May88, Vol. 8 Issue 1, p37
Academic Journal
The article presents information on the information acquisition process, focusing upon high technology salespersons, to identify what common cues they strategically develop to confront information presented to them. Perhaps the one area of research which supplies the most relevance to the salesperson information acquisition process is that which concerns the format in which information is presented, since format cues contribute directly to the formulation of strategies with which highly technical information is acquired. Marketers of highly technical products and services more typically develop accumulations of technical information, often in the form of specification sheets, catalogs and/or other printed collections. It is not unusual for a high technology salesperson to receive cartons of binders filled with printed brochures for use in self-training and as selling aids. Following initial shipment, periodic updates are often sent to the sales force for replacement in existing collections. It is typically the salesperson's responsibility to discard obsolete information, file new information, become familiar with the changes and update customers.


Related Articles

  • A Profile of the Successful High-Tech Salesperson. Greenberg, Jeanne // Vital Speeches of the Day;5/15/85, Vol. 51 Issue 15, p477 

    Presents a speech by Jeanne Greenberg, chairman of Personality Dynamics Inc., delivered at the monthly meeting of The Sales Executives Club of New York in New York City, New York on March 29, 1985. High-tech firms are confronting some special problems in selecting top-level salespeople. ...

  • High-tech salespeople need good reputation, memory, follow-through.  // Marketing News;8/17/1984, Vol. 18 Issue 17, p7 

    The article presents information related to the high-technology selling. The high-technology salespeople should always keep good records, talk to people, and find solutions to the customers' problems. The salespeople should be conversant in their line's technology and its application in various...

  • How much is a sales gem worth? Priceless? Gitomer, Jeffrey // Inside Tucson Business;7/25/2005, Vol. 15 Issue 6, p16 

    Presents several sales strategies by sales personnel. Emphasis of Jennifer Clarke on the importance of providing a quality service to others; Optimism of Michael Kaplan during a sales transaction; Significance of entertaining the customer to build a strong relationship.

  • Selling as an art form, Hawaii-style. Wisch, Nowell C. // Wearables Business;Oct2003, Vol. 7 Issue 12, p18 

    Focuses on selling as an art form. Reason for the attractiveness of the job; Reflections on two sales approaches; Qualities of good salespeople; Guiding principles of an Embassy Vacation Property professional salesperson.

  • Hot buttons, smoking sales. Stankovich, Peter; Taylor, Sarah // Pharmaceutical Representative;Jan2008, Vol. 38 Issue 1, p20 

    The article focuses on the effective technique designed for salespeople to help find the issues that matters most to doctors. It cites the example of using the technique called hot buttons to quickly and effortlessly build instant rapport on selling products to doctors. The advantages of using...

  • How to avoid, getting in trouble with colleagues and customers. Graham, John // Enterprise/Salt Lake City;3/25/2013, Vol. 42 Issue 32, p10 

    The author discusses ways in which thinking can help salespersons avoid trouble with customers and colleagues. He contends that everyone is expendable in their jobs and that thinking about one's self as important is pointless. Salespeople are advised to stop talking about what they sell and to...

  • Goal-Setting Paradoxes? Trade-Offs Between Working Hard and Working Smart: The United States Versus China. Fang, Eric; Palmatier, Robert W.; Evans, Kenneth R. // Journal of the Academy of Marketing Science;Spring2004, Vol. 32 Issue 2, p188 

    This article proposes a model of the impact of goal difficulty and goal specificity on selling behaviors (selling effort, adaptive selling, and sales planning) and hence sales and behavior performance. The model suggests that goal-setting factors may have opposing effects on different sales...

  • Sales Is a Noble Profession: Are You Noble Enough? Gitomer, Jeffrey // njbiz;7/9/2007, Vol. 20 Issue 28, p15 

    The article discusses the reasons why people get into sales, and the characteristics salespeople have that set them apart from others. According to the author, sales is economic freedom and challenge. If a salesperson is on a commission, he is free to go out and create his own economic...

  • Know Customers. Kahle, Dave // Sales & Service Excellence Essentials;Nov2008, Vol. 8 Issue 11, p15 

    The author talks about the importance of knowing the customers of a company. He stresses the need for a salesperson to understand the needs of a customer in a detailed way and to ask them about those needs. He explains the power of questions in shaping or influencing the thinking of a customer....


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics